In 1869, Russell Conwell, an American Baptist minister, was traveling in the Middle East, and his Arab guide shared a story: A man wanted to become rich so badly that he sold all his property and traveled the world in search of diamonds, only to find none. Alas, the new owner of the land discovered […]
Sales Development System, Sales Enablement Insights, Sales Management
How to Partner Effectively With Sales Enablement
Knowing how to partner effectively with Sales Enablement may be the key to unlocking breakthrough sales team performance. In the most positive connotation of the word, to “enable” means to make possible, to aid, to assist, to support, and to facilitate. Typically, we think of enabling others, but in this post, I will place more […]
Great sales training relies on strong fundamentals. Here’s a refresher!
Onboarding new sellers is an underrated factor in sales success. In fact, your speed in onboarding is one of the TOP ways you can impact your number this year (assuming you will hire a salesperson this year). What is Onboarding? We tend to think of onboarding in the traditional sense – making sure sellers are […]
The last presidential election in the United States brought created an awareness of “echo chambers.” What is the sales version of the echo chamber? Where is the echo chamber most harmful to sales leaders? And most importantly,what can you do about it? How can you avoid the echo chamber? An echo chamber is essentially a […]
Industry Insights, Sales Enablement Insights, Sales Training
You Need Flipped Sales Training – Here’s How to Do It
The flipped classroom is a hot topic in education today, to the point you would think it’s a new phenomenon. While credit for the origin of today’s flipped classroom goes back to a couple of high school teachers in 2007, technology has been transforming and upending the learning process since the invention of writing – […]
Sales Development System, Sales Enablement Insights, Sales Training
Smarter Sales Training Starts with Smarter Learning Objectives
Once upon a time, a private company in the aviation industry approached us because the VP of sales wanted “closing skills training.” His evidence: CRM data showing abnormally long sales cycles for their industry, plus personal experience in the field with sales reps following up but not closing. We came into the situation after the […]
Acronyms are useful devices for visualizing and remembering information. And I’ve made a career out of helping clients turn complex data sets into easily retrievable nuggets. And frankly, at times that’s involved some Procrustean hacking as I attempted to make the data fit the acronym. In this case, it’s the opposite: This is one of […]
Sales Coaching, Sales Enablement Insights, Sales Management, Sales Tools
How to Develop Sales Talent In the Age of AI
We talk with heads of sales and sales enablement leaders daily, and they are universally concerned about what it will take to develop sales talent in the age of AI for sales and the hyper-empowered buyer. Some of the questions that sales leaders are asking right now include: How much should we invest in human […]
Sales Enablement Insights, Sales Management, Sales Training, Uncategorized
It’s Time to Transform Sales Training
The sales training industry is way overdue for transformation. How we know? First, we’re veterans of the sales training industry, and we’ve both spent time on the inside of multiple sales training vendors. And we’ve found the vast majority of client engagements last two years or less. Second, most companies who invest in sales development […]
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