Customer Centric Selling: Shifting Buyer Expectations
The job of a salesperson is becoming more demanding—and customers are demanding more. These expectations point to the need for enablement programs that promote sales…
Category: Message Enablement
10 Ways to Ensure Sales Content Adoption
Equipping salespeople with the right content is critical in today’s customer-centric, experience driven world. Sales content, knowledge management content, marketing/messaging content, and product content are…
Orchestrators Wanted!
Orchestrators Wanted Want to be part of where #salesenablement is heading? Watch @scott’s webinar and pick your business prototype path to improve your commercial ratio!…
Exploring Enablement in Covid Times: 5 best points to consider
What a trip did you explored Enablement in Covid Times. It started in March with our panel of experts Dr. Howard Dover, Kunal Mehta, Lindsay Gore asking curious…
What is Value?
If you are in sales, the value of something is what someone is willing to pay for it. How do you get the most money…
How to Tackle Complex Challenges in the Selling System
When you tackle a complex problem and Complex Tackle Complex Challenges in the Selling System to focus your strategy on getting your arms around on…
Commercial Ratio: Gauge How Well You Are Communicating Value
The commercial ratio is an easy metric to calculate. The commercial ratio is to measure the overall performance of sales and marketing spending. What a…
When Customers Are Confused Deals Get Stuck
When Customers Are Confused Deals Get Stuck in pre or post covid? The middle stages of the pipeline are, by far, the most neglected and…
Commercial Ratio Spend: What Is Your Spend Per Sales Rep
How much are you spending to support your salesforce and what is your Commercial Ratio Spend per year? When you account for all of the…
Commercial Ratio Why Should You Care?
What is Commercial Ratio Why Should You Care about it? Simply put – it is an elegant measure to help you connect your operating performance…