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Proving the Power of Situational Enablement

Situational Enablement has tremendous benefits for your organization. Imagine being able to ready your sales force to respond to urgent threats or opportunities in weeks, instead of waiting months. But realizing the power of Situational Sales Enablement requires a new…

The Necessity of Fluency Coaching

One of the claimed strengths of the traditional classroom training and enablement events was the power of roleplay, or “stand and deliver” activities. But there’s another, more effective way for your reps to gain proficiency in newly learned skills: Fluency…

Three Examples of Situational Enablement in Action

This article describes three examples of Situational Enablement in action. What is Situational Enablement? Situational Enablement programs are flexible and responsive sales enablement initiatives you can roll out to quickly address must-win business challenges and market opportunities. At the core…

The Three Waves of Sales Enablement

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). Toffler considered the Agricultural Age as the First Wave transition from our hunter-gatherer origins. You can…

The Good Room or the Bad Room?

Turns out, training effectiveness scores are impacted by “room quality,” even in a virtual environment. “Training leaders were refusing to teach in the basement classrooms because their scores were lower versus when they would teach in the top floor classrooms…

Customer Churn is Coming. What Can You Do?

Recent research from Gainsight, a customer success software company, paints a gloomy picture for technology companies when it comes to customer renewals and upsells. Almost in an instant, companies are turning nearly all their focus toward keeping and growing their existing customers.