Partners in Excellence

APRIL 7, 2017

Most people talking about the Sales Enablement function agree the goal of Sales Enablement is to improve the productivity and overall performance of front line sales professionals. Usually, the discussion are around providing more to our sales team. We see data indicating this overwhelm and overload.

Sales 48

Sales Up-sell Start-ups Sell 48

Partners in Excellence

JANUARY 19, 2021

We focus a lot of our sales enablement and related efforts on making our products and services easier to sell. We provide training, tools, coaching, support to our sales people. We want them to master everything about our products and solutions so they can easily sell them. But we are missing something important.

Presentation 141

Presentation Sell Customers Product 141

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell B2B 290

Partners in Excellence

SEPTEMBER 21, 2018

We know we have to align our marketing and sales processes with the customer buying journey. The term “buyer enablement” is used, much like we think of sales enablement. The term “buyer enablement” is used, much like we think of sales enablement.

Customers 86

Customers Process Sell Sales 86

Partners in Excellence

JUNE 14, 2018

Sales enablement is a “hot” issue in driving sales effectiveness/performance. Hundreds of millions are being invested in “enabling sales people.” Every sales enablement professional I meet is very dedicated and well intended. Or they are doing their own thing.

Sales 86

Sales Quota Technology Technology 86

Partners in Excellence

AUGUST 1, 2018

Perhaps I’m an alarmist, but I’m starting to see the early signs of a schism between Sales Enablement and Sales. It’s displayed in a number of subtle, perhaps, unconscious ways—“us and them” in conversations rather than “we.” But what about the Front Line Sales Manager?

Sales 48

Sales Management Consulting Quota Consult 48

Partners in Excellence

AUGUST 2, 2017

It seems everywhere I turn, there is a huge urgency around “helping” our sales people sell more. Clearly, the data on sales performance is startling, though not new. The percent of sales people meeting or exceeding their plans is declining. The percent of organizations not making their plans is staggering.

Sales 63

Sales Technology Technology Launch 63