All of our sales enablement engagements start with a discovery phase. It is the linchpin of our success and the foundation for all of the quality content, Field Sales Guides and associated sales training that we deliver. We identify a diverse set of subject matter experts (SMEs) that have field sales tribal knowledge on what…
It may not sound intuitive or logical, but I submit to you that developing a great, effective sales enablement program has a distinct sausage making process component to it. And while that sausage making process may be quite raw, dirty and even a tad disgusting at times, it is ultimately imperative to achieving the best…
Let’s start by providing Oxford Dictionary’s definition of context: “The circumstances that form the setting for an event, statement, or idea, and in terms of which it can be fully understood and assessed.” Inherently the definition tells us that context absolutely matters in sales. Sales is all about understanding and assessing the customer’s situation, needs/pain/business…
Have you ever watched the Jeff Foxworthy comedy sketch “You Might Be a Redneck If”? It’s a funny bit with little blurbs that may signal you are a redneck. He’s made a lot of money off that series of jokes, and I believe there is an analog with sales enablement. I promise not to come…
According to most respected economists, the health of a nation’s economy can be directly correlated to their income inequality distribution curve. This blog post is not a politically charged piece, rather it intends to draw an analogy between the importance of the economic middle class and the sales middle class. The International Monetary Fund conducted…
No one ever said that you had to be an Einstein to run sales, but his thoughts do apply: “Insanity is doing the same thing over and over again¨ but expecting different results” Yet many sales leaders seem to accept living with the insanity of sales ineffectiveness, or sales enablement programs that lack focus. These sales leaders…
Here is a staggering statistic for you, according to Bloomberg, 80% of entrepreneurs fail in the first 18 months (http://www.forbes.com/sites/ericwagner/2013/09/12/five-reasons-8-out-of-10-businesses-fail/) of launching their business. Having said that, True Sales Results is delighted to celebrate our 8th year in business with unprecedented growth! What do we attribute this to? We’ve been incredibly fortunate to work with…
People are hard wired to tell and listen to stories. Human beings have been telling stories for thousands of years, just ask a caveman. Good story tellers are engaging and dynamic. Great story tellers draw an emotional, visceral response. Every successful sales process starts with a compelling story told to the prospect or customer. It…
What impact does your first line of sales management have on overall revenue and sales performance? Based on 25 years of high tech enterprise sales experience, I submit that ensuring that your sales coaches can effectively coach is equally if not more important to your bottom line than ensuring that your sales reps can effectively…
We’re often asked, how do you define a business story? How do you create an elevator pitch? Here’s the formula that works for us .. You should be able to tell an engaging ‘why us’ business story in 60 seconds, 3-5 minutes, or 20 minutes on a call or whiteboard as part of a larger…