Deconstructing the Myth of the Challenger Sale

In 2011, the Challenger Sale burst onto the scene, telling sales organizations to completely rethink their approach to complex sales opportunities. Instead of providing solutions to buyers’ needs, the Challenger Sale model advises sales reps to aggressively take control of the conversation and embrace friction as a strategy to win sales. But is the Challenger…

Most Sales Enablement Platforms Fail to Answer the Most Important Question: What Should a Salesperson Do Next?

Although there’s a frenzy of investment happening in the sales enablement technology space right now, there is still a disconnect between the excitement for innovation and the efficacy of the software. According to the Sales Enablement Optimization Study from CSO Insights, the research division of Miller Heiman Group, the number of companies with a sales enablement function…

How to Sell to Executives Who Are Skeptics

“Extraordinary claims require extraordinary evidence.” – Carl Sagan The ‘Sagan Standard’ is generally meant for astronomy and other sciences, but it applies to selling, too. Here’s what I mean—if you want to close deals, you must back up, or offer proof, for everything you say. This is especially true with a particular group of executive…

How to Get Better Outcomes From Sales Enablement

A majority of sales and service organizations now have dedicated staff and programs for sales enablement. But CSO Insights research shows that despite increased adoption, many organizations still aren’t seeing optimal results from their sales enablement investments. As more and more organizations embrace enablement, it’s critical for leaders to understand how to properly launch a…

13 Must-Knows for Sales Leaders

Leading a sales team ISN’T THE EASIEST JOB IN THE WORLD … Honestly, it’s probably one of the TOUGHEST. However, there are some CRITICAL COMPONENTS for successful sales leaders that simply don’t change. ARTICULATE THE SALES PROCESS. In Fact, Make It Crystal Clear. Design the sales process to align with the customer buying process Arm sales…

Learn How Your Sales Teams Can Thrive

Most sales organizations today struggle like never before. Their teams are not consistently hitting their numbers, they have a weak funnel and, when they do have a customer interested in buying, they have a hard time closing the deal. Here’s what I mean: According to data from CSO Insights, the research division of Miller Heiman…

How AI Can Be Used to Increase Sales

Artificial intelligence used to be thought of as a futuristic technology from sci-fi novels and space movies. Luckily, thanks to the relentless pace at which our modern technology develops, true artificial intelligence is looking more and more like it might become a reality, and it has the potential to affect all areas of our lives.…