Sales Enablement. Is it another buzzword gaining traction—distracting well-meaning sales leaders from more compelling issues—or a must-have sales strategy that will leave your team in…
Trish Bertuzzi, my good friend who heads up The Bridge Group, has written an exceptionally detailed playbook for sales development, that part of the sales…
If you have what Strategic Coach Dan Sullivan calls a "Unique Process," you are way ahead of your competition in differentiation. Your brand promise IS that…
A new report from CSO Insights is their 2013 Sales Performance Optimization -- Sales Execution Analysis. This research study--19th in CSO's series--looked at more than…
I'm happy to recommend a new book by my friend and colleague Nancy Bleeke--all about how to have "collaborative conversations" with your prospective customers. As…
Focusing on the outcomes of your work for customers can promote a clear differentiation from competitors. All buyers are interested in the end result--what will…