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.…

The 6 Components of a Brilliant Sales Process

A strong business strategy needs a system to make its salespeople more successful. Here’s what really works. In previous columns I’ve provided the three components of a brilliant marketing plan and the seven components of a brilliant marketing message. In this column, I’ll explain the system that will allow your salespeople to take advantage of…

How to Sell to Executives Who Like Control

We all know hard-charging executives who make every decision and are in control of everything that goes on within the company. And when it comes to selling to these executives, it’s the toughest crowd to convince. We call these types of executives the Controller. Thankfully, Controllers make up only 9 percent of executive buyers. The…