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Increase Your Sales Team’s Productivity With the Use of Virtual Chatbots

June 17, 2021
Digital Sales Transformation Has Accelerated: There is no debate that COVID-19 accelerated the digital transformation in the B2B world. Businesses that pivoted their Go-to-Market strategy to changing customer demands thrived while laggards were left behind waiting for the dust to settle....

How to Measure Your Sales Team’s Performance in 2021

February 2, 2021
Sales leaders are all inundated with a significant amount of data. The ability to draw insights from data (and act on these insights) is a key capability that separates winners from losers. Working with sales leaders across a wide range of...

The Market Has Changed—Is Your Sales Team Aligned to New Opportunities?

June 25, 2020
How has your market opportunity evolved in today’s world, and how has your organization reacted? You want to align your sales team to the opportunity and ensure that they are equipped to go after the top accounts. If you cannot...

Preparing Your Sales Team for a Shift From On-Prem to Cloud

May 11, 2020
“Curiosity killed the cat” is an old proverb used to warn of the dangers of unnecessary investigation or experimentation. Now, replace “curiosity” with “complacency,” and this new phrase will resonate with many businesses that cease to exist. In 2000, Reed Hastings...

Accelerating Revenue by Improving the Sales Team’s Agility

April 27, 2020
In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes...

A Deal Desk Is the Secret to Maximizing Efficiency for Your Sales Teams

December 23, 2019
As a sales leader, you are always looking for ways to make your team more productive. At the end of the day, you want your sales team to be data-driven, you want them to react in real-time, and you want...

Lead Management – Enabling Your Sales Team with Technology

September 16, 2019
Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a...

Aligning Your Sales Team to Your Pricing Strategy

April 12, 2019
Start with Why, a book written by Simon Senik, touts that you can inspire action by getting people to buy into your purpose. The ‘why’ discussed in the book is philosophical in nature yet has practical application. He explains why...

As a Product Leader, Are You Regularly Engaging the Sales Team in Product Ideation?

March 21, 2019
A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base....

Ending Sales Team Resistance to Your Pricing Initiatives

February 8, 2019
A sales rep’s mind can be their worst enemy when it comes to pricing initiatives. You have probably heard the comments in the hall-way and board rooms. “We don’t have good products/solutions to command those types of prices”. “My customer...
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