Blog


May

11

2012

What is the smartest way to increase sales effectiveness?

Living through some of the most economically challenging times that any of us have ever faced, we are constantly reminded of the fact that we need to be resourceful in coming up with ways to increase business without increasing the cost of obtaining that business. However, current research shows that, if anything, we are doing worse not better. The findings of a recent report, based…

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May

03

2012

Why are there so many new positions for Sales Enablement Managers?

I started a discussion on the Sales Enablement Leader Exchange group in LinkedIn that asked the above question. I believe that this whole area of Sales Enablement is gaining recognition and interest as something that has evolved into a valuable asset. I would ike to share with you one of the comments that came from Len Ramsay who is a principal at Mindful Sales in…

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Apr

24

2012

The Enlightenment of Sales Enablement

I had the good fortune to be invited to join four new LinkedIn Groups all around the area of Sales Enablement.  In Brian Lamberts’ “Sales Enablement Leader Exchange” Group, Brian makes this statement: “What exactly is Sales Enablement? Sales enablement is the process of arming an organization’s sales force with access to the insight, experts, and information that will ultimately increase revenue. It is a…

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Apr

19

2012
The key factors driving sales effectiveness

The key factors driving sales effectiveness

According to a recent CSO Insights 2011 Sales Effectiveness Review, by Barry Trailer and Jim Dickie, the current top-three annual sales objectives are: Increase Revenues Capture New Accounts Increase Sales Effectiveness No big surprises with the first two. As far as I know, every VP of Sales in the world wants to increase revenues, primarily because if they don’t they won’t be in that position…

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