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Strategy
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Case Study: Designing the Incentive Compensation Plan for the Sales Team

Click here and listen to this podcast. It is an interview with Dave Loeser. Dave is currently the SVP of WW HR at Unisys, and is a bona fide heavy weight in the HR field. Dave has 30 years of...

Case Study: How One Sales Enablement Leader Put an End to the 80 Hour Work Week

Are you a sales enablement leader working too much? Are you overworked, under staffed, and underfunded, resulting in you spending too much time away from your family at the office? If so, click here and listen to this podcast. It is an interview...

Case Study: Avoid Going from Hero to Goat Overnight Due to Poor Forecasting

Have you ever missed a quarterly revenue target for one of these reasons? A deal pushed from one quarter to the next. A deal that was supposed to close for big dollars closed for little dollars. A deal that was forecasted to close...

Case Study: Strategic Alignment Between the CEO and the Customer

Brian Walker, the CEO of Herman Miller, recently joined me on the SBI podcast. Brian has been the CEO of Herman Miller for 11 years. Brian is a proud alumni of Michigan State University with a degree in business administration...

Case Study: Keeping the Sales Team Focused

Paula Shannon, the Chief Sales Officer and Executive Vice President of Lionbridge Technologies, appeared on the SBI podcast recently. The topic of the interview was keeping the sales team focused on the year’s priorities, as the year progresses. Paula is worth...

Case Study: Increasing the Available Selling Time of the Sales Team

Stuart Kerst, Vice President of Sales Operations at HP, recently joined me on the SBI podcast. Stuart has 20 years of experience helping to improve the productivity of sales teams within leading enterprise companies such as HP, SAP, and ADP....

Case Study: Achieving Consistent Results from Sales Enablement Programs

Rick Balkindleads the sale enablement efforts for Pegasystems. He recently joined me on the SBI podcast. If you work in sales enablement you should listen to what Rick has to say. The topic of our conversation was earning consistent rep adoption...

Case Study: How Sales Can Work Smarter with the CFO

Tim Huffmyer, the CFO of BlackBox Network Services (symbol:BBOX), recently appeared on the SBI podcast. The topic of our conversation was reallocating the sales and market budget as the year unfolds. You can listen to the podcast here. If you are not...

Defining Sales Enablement

You could go to one of the famed Le Cordon Bleu cooking schools, train with a master dessert chef, use the best ingredients and still produce a deflated mush of eggs, sugar, dark chocolate, butter, cream of tartar and a...

Have You Double-Checked Next Year’s Sales Plan?

The New Year is upon us. With it comes high hopes and great expectations. As the holiday festivities wind down, take some time to double-check your sales plan. It’s always good practice to ensure you are ready. “Give me six hours...
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