Aug 8, 2018 | Best Practices
Recessions are inevitable. They are an immutable truth that we all must accept, particularly those of us in the sales profession. Our economy has been incredibly robust for a lengthy stretch of years. You can tell by the sheer number of luxury automobiles that you see...
Jul 24, 2018 | Best Practices
The best of the best companies who do sales enablement exceptionally well don’t like to talk about it. They actually consider their sales enablement mastery to be a competitive advantage. They use their sales enablement expertise as part of their recruiting...
Jul 13, 2018 | Best Practices
BANT is the qualification framework acronym created by IBM in the 1950’s. Virtually every sales person from a brand new sales development rep (SDR) to the grizzled old enterprise sales rep who has been selling for 20+ years is familiar with it and has used it....
Jul 13, 2018 | Best Practices
“I understand.” This is just one of the many classic lines of dialog in the 1979 movie called: “Being There”. There was an amazing cast in the movie starring Peter Sellers giving his most sublime performance ever. The supporting cast included...
Jun 28, 2018 | Best Practices
Are you losing deals due to a competitor’s feature? I talk to VPs of Sales and sales leaders every day. I’ve been in technology sales for over 25 years and it’s my passion in life. There is nothing that drives me crazier than when I hear a Sales...
