Over the years as you have looked at CRM systems (ostensibly built for salespeople), I am sure you had the same thought as me: Who on earth designed this and whoever it was has never sold or run a sales team! ?Confronted by the maze of tables, convoluted navigation and sorry to say, sheer ugliness ... Read Post

Maybe Sales Enablement can bring these groups together finally! Read Post

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 Post

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 Post

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 Post

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 Post

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 Post

Here are some of the all-time worst things I’ve heard salespeople tell themselves or their managers, actually thinking they were doing well! Read Post