Uncertainty is resurfacing among business leaders. The Business Confidence Index is at its lowest point in more than three years, and the Global Economic Policy Uncertainty Index reached its highest-recorded point this year. Measurements like these suggest that we are entering a new phase of the business cycle. Previously robust business conditions are receding. Sales ... Read More

There is no doubt about social media being the brand butler of the century. It has paved numerous pathways for merchandisers to base their marketing campaigns on. Social media has become the common space for producers and consumers to share their interests, needs, and yearnings. In one way or another, it has become a huge ... Read More

Great salespeople don’t become great because of the training they receive. They don’t become great because of all the sales tools they employ. And they don’t become great because they are an expert in the mechanics of the sales process defined and promulgated by the experts. Great salespeople are born to be great. Their DNA ... Read More

In my final blog post on the weighty subject of sales enablement. I’m going to discuss the vital importance of having the right sales tools for the right sales tasks. Choosing Tools In any endeavor, if you don’t have the right tools for the task, you’re not going to be ineffective at accomplishing it. But ... Read More

Let’s face it, there are few things in life as utterly frustrating as being given the price of something, setting aside the money to pay for it and then over time discovering a whole bunch of hidden costs or ancillary costs that either you overlooked or the salesperson forgot to mention. Doesn’t matter whether this ... Read More

Traditionally, human resources and sales department do not work together. Human resources deal with recruitment and solving employees’ issues while the sales department focuses on driving sales for the company. However, today, in many workplaces, these two departments are integrated where the HR department is also now tasked with helping the sales team to succeed. ... Read More

My last blog post was dedicated to the statement that sales enablement, contrary to what many of my colleagues say, does not begin with people. In actuality, it begins with processes. Once those processes are up and running, then, we get to people. Which people are we talking about? Well, that would be the sales ... Read More

At one point, online marketing was just another option when it comes to advertising goods and services. These days, it is a must. It is something that should exist together with traditional marketing techniques to get the best results. Millions of businesses have a website now, and there are plenty of good and quality hosting ... Read More

We know all about team selling, don’t we? The entire selling organization pitching in to help win deals. In pursuing major account business, it’s a mandatory strategy. But what about the other side of large account pursuits – the other collaborative strategy? Team buying. I put this in the context of major accounts because that’s ... Read More

By the time I was ten years old, I was fascinated with business and sales success.  The stories of some adults doing well while others were needing to quit always fascinated me.  I would wonder what the differences were between those succeeding and those who were not.  My guess was personality is a significant piece, ... Read More

When first done, sales enablement has nothing to do with people! Read More

Today, company culture is an integral part of a brand, so much so that it’s difficult to talk about one without the other. Beyond the vacation time and benefits, it’s a presentation of what your organization stands for and ideally represents an environment of transparency, enthusiasm, and support. According to Gallup, companies with a rich ... Read More