Despite the changing landscape, reps have to put up the numbers, sales leaders still have to nail the forecast, and Ops and Enablement must be ahead at every step. Quotas don’t sleep. As a result, you should be asking your team and be able to confidently answer:...
Clive Miller is the founder of sales consultancy SalesSense and a veteran sales leader for Blackboard, SGI and SUN. In this interview we discussed the changing buyer landscape and the three big challenges facing sales enablement today: Moving sellers from Solutions +...
Do you know what the Commercial Ratio is all about, why it’s a great sales and marketing alignment measure, and how it can get you a seat at the big table? Scott and I discuss each of these topics in depth, and as you’d expect from us both, not shying away...
It seems that every day, there are more and more tech tools at our disposal. Many technologies, including artificial intelligence (AI), can seriously help a business’s bottom line. Adoption of AI and machine learning allows companies to make needed improvements in the...
What summer is complete without sitting in the park, by the pool or on the beach reading or listening to a great book. For EVOLVERS this means mixing in some great lessons to establish a better mindset, learn some new tricks and expand our horizons. We’ve...
Listen and EVOLVE to this previously recorded webinar as Matt Navarro (Amer Sports Corporation) and Devin Long (The Heineken Company) discuss ways they are leveraging digital selling and accelerating sales transformation in a time of remote sales and uncertainty....
A while back, I spoke with Liz McChrystal, VP of customer experience with Accent Technologies. We discussed how the first wave of Sales Enablement, a world of content management, sales readiness and point solutions, is quickly being replaced with a second wave, which...
ABCOMRENTS, a proven leader technology rentals services, needed to evolve from managing content via email and file shares, to empower sellers to better find and leverage important content across 4,000+ SKUs. This challenge became more urgent as ABCOMRENTS acquired a...
Gregg recently joined Citrix as the Global Head of Value Engineering, chartered to build a worldwide team to help prospects and customers assess the business value of running on Citrix technology. In this interview, we discuss his challenges launching this new...
I was shadowing a virtual meeting last week and it was quite typical. The seller was walking the prospects through the corporate presentation deck:the agenda, who we are, here are our customers … you know the one. I watched the prospects via their video feeds, and...
When I was a performance driving instructor, we used mnemonics to help our students remember the most important elements of how to go faster and keep the shiny side up. When it came to taking a corner, the advice we gave to students on how to best handle a turn was...
I was interviewing a leading CPG sales enablement leader recently about the impact of the crisis on their business. Sure, the lockdown had crushed their restaurant and bar business, but on-line and store sales were making up for the shortfall. Indeed, sellers weren’t...
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