Recent Stories

Improve Your Sales Forecast Predictability

Improve Your Sales Forecast Predictability

It’s the beginning of the month. Your VP asks to see a report of your current pipeline opportunities. Unfortunately, your sales pipeline consists of the same old deals from the previous quarter. These deals feel like they have been...
sales mobility

Knowledge Delivery: The Secret Sauce Of Sales Enablement

While many of the firms I speak to focus on sales effectiveness initiatives, few concentrate on sales enablement. So, when I begin a conversation with a financial firm, I often have to start by addressing some level of uncertainty...
Are Your Reps Using Their iPads In The Right Way?

Are Your Reps Using Their iPads In The Right Way?

The proliferation of iPads in the workplace – both personal and company issued – brings with it the promise for extreme efficiency and communication gains as well as new challenges. This is more so with sales teams than with...
Why You Should Differentiate Your Sales Process From CRM

Why You Should Differentiate Your Sales Process From CRM

I’d like to set the stage with a couple of definitions. A sales process can be described as a systematic sequence of actions that drive customer interactions and, ideally, optimize both sales execution and expected business outcomes. CRM is...
Why Sellers Should Follow A Consistent, Best Practices Sales Process

Why Sellers Should Follow A Consistent, Best Practices Sales Process

In a recent SAVO educational webinar titled “The View Beyond CRM: Reimagining Your Sales Process”, three out of four participants considered their CRM solution to double as their sales process. Of the companies who equate CRM and sales...

Three Imperatives For Successful Enterprise Collaboration For Sales

Purposeful collaboration is a key theme for enabling sales. When it comes to successful enterprise collaboration for sales, these points sum it up: sales collaboration needs to be guided, collaboration technologies must show real value, and...
Do You REALLY Understand Your Sellers?

Do You REALLY Understand Your Sellers?

In a recent post, I discussed the concept of relevance and the impact it has on sales enablement. I further defined sales enablement relevance as the condition of connecting businesses ‘go-to-market’ activities with a seller’s point-of-view.