Markets Don’t Write Checks; Customers Do
“If you don’t change direction, you may end up where you are heading” – Lao Tzu. To thrive in today’s business climate, you need to…
Category: State of Sales Enablement Research
State of Sales Enablement Research study 2020
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 Your Company Spending to Support Sales?
While you are responsible for your budget, other groups are spending money that contributes to your success. What Are Our Companies REALLY Spending to Support…
Stratecution: Blend Strategy and Tactics to Help Sales Win
Learn How to Best Blend Strategy and Tactics to Help Sales Win? There is a whole class of leaders in an organization who must work…
Webcast Recording – Sales Enablement is at a Crossroads
WEBCAST RECORDING Sales Enablement is at a Crossroads Findings results and recommendations from the 2020 State of Sales Enablement Research conducted by Scott Santucci and Brian…
Communicating to Buyers with Routes To Value: Easy way
Are you Communicating to Buyers with Routes To Value? To drive cross-selling and really move the needle on your average deal size – your going…
The Commercial Ratio
Sales and Marketing Leaders, You are both responsible for driving revenue growth. To investors, your spending is two sides of the same coin – drive…
7 Ways to Apply the Commercial Ratio
Your commercial ratio is measured by subtracting your current total annual revenues from last year’s total and then dividing that by your current years’ sales…
Master the Middle: 3 Practical Ways
What does “mastering the middle” mean? can you master the middle 1) Middle of the market“Best practices” generally come modeling either a) the market leader…