The Rise of Virtual Selling and the Implications for Sales Enablement
It’s time to take inventory. The two dimensions of change to evaluate are your position relative to the change and its significance. Not having virt…
Topic: Featured
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CRM at the Top of the Sales Funnel
What are firms planning to do to hit those new revenue targets? To start to answer that question, Sales Mastery surveyed 250 sales enablement leaders,…
CRM is Your Change Agent
A “CHANGE AGENT” has historically been defined as a person from inside or outside of an organization who assists in optimizing or transforming how…
A Sales Enablement Conundrum: Who’s Coaching the Coach?
The room (and the online meetings) always become very quiet when we ask this question. Everyone knows the value of coaching, whether they’ve consciously thought…
Setting your 2021 CRM Enhancement Priorities
We now have 100’s of sales enablement solution providers working on introducing what feels like an endless stream of new capabilities each year. So …
Selling the Sellers
Instead of force-feeding SFA to your salespeople, try approaching them like you would with any other sale: Determine what's in it for them. Offer them…
Sales Force Automation Takes Wing
In The Fifth Discipline, Peter Senge uses the DC-3 as a metaphor for the five core disciplines essential to personal and business success. Just as the…
Garbage In, Garbage, Well You Know
Over the years, I've offered the following wager to hundreds of sales and senior executives: "I'll bet my house, right now, that you have people out w…
And the Word Was Process
Senior management today is not looking to fire people and is not looking to buy sales automation tools. Senior management is looking for measurable, p…
Debug the Sales Process Now
For those of us who lived through the economic downturns in 2001 and 2009, we well know that telling the sales organization to “work harder” does …