Marketing is Moving Further Down the Sales Funnel
August 6, 2020
If you’re a marketer, you’re responsible for more of the buying journey than ever before. This is a big shift from your traditional role,… Read more
Proving the Power of Situational Enablement
July 30, 2020
Situational Enablement has tremendous benefits for your organization. Imagine being able to ready your sales force to respond to urgent threats or opportunities in… Read more
The Necessity of Fluency Coaching
July 23, 2020
One of the claimed strengths of the traditional classroom training and enablement events was the power of roleplay, or “stand and deliver” activities. But… Read more
Deficit Learning and the Rise of the Just-in-Time Situational Salesperson
July 16, 2020
People are more willing to learn and will learn best when they’re in a deficit—a moment of need. This kind of learning is what… Read more
Three Examples of Situational Enablement in Action
July 13, 2020
This article describes three examples of Situational Enablement in action. What is Situational Enablement? Situational Enablement programs are flexible and responsive sales enablement initiatives… Read more
The Three Waves of Sales Enablement
July 2, 2020
In Alvin Toffler’s book, “The Third Wave,” he talks about society’s transition from the Industrial Age (Second Wave) to the Information Age (Third Wave).… Read more
Winning the Moment with Just-In-Time Situational Sales Enablement
June 25, 2020
Too many organizations plan their enablement with a “just-in-case” mindset. They lean on competency maps and learning paths to plot out an annual plan,… Read more
How to Make Virtual Sales Meetings More Engaging and Memorable
June 18, 2020
Sales reps who were selling in person just a few months ago are now steeped in a very different (virtual) reality. But how do… Read more
The Good Room or the Bad Room?
June 4, 2020
Turns out, training effectiveness scores are impacted by “room quality,” even in a virtual environment. “Training leaders were refusing to teach in the basement… Read more
Four Must-Win Conversations to Keep and Grow Your Customers
May 7, 2020
The Expansion Sale e-book will give you research-backed messaging strategies for customer retention and expansion. As a native Midwesterner, I grew up with an… Read more
