Lessons From the First Virtual Workers: Salespeople

In major cities around the world, you can’t turn the corner without running into a co-working office. These membership-based spaces offer all the perks of working at a sleek startup (coffee and snacks, flexible workspaces, trendy decor, etc.) without the investment in footprint. While the first modern co-working spaces didn’t appear until the mid-’90s, one…

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study, only 16.4 percent of sales leaders agree or strongly agree that they have the talent…

Don’t Let CRM Slow You Down

The simple truth is that CRM technology was never designed to help sales representatives sell more. In fact, most sellers view CRM as an administrative burden, not a resource to help them close deals. To meet the challenges of today’s marketplace, your sales team needs more than CRM. You need analytics-powered technology that reinforces your…

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…