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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. ...

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 ...

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 ...

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 ...

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, ...

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

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 ...

Amazing sales cultures consistently perform at the highest level. Here’s how sales leaders create them… The prime responsibility of sales leaders is to create the environment within which a high-performance culture can evolve. They take a long term view not a “let’s get this done in 60 days” approach. Patience and tenacity is required to ...