Enablement

To improve our win rate by improving buyer interactions through content, process, talent and systems improvements.

It Is ALWAYS About Execution

It Is ALWAYS About Execution

I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions....

Sales Enablement Content

Sales Enablement Content

I sometimes work with companies that have thousands of pieces of Sales Enablement Content spread out across multiple repositories. This content sprawl happens for a variety of reasons, but most...

“I Don’t Do Templates!”

“I Don’t Do Templates!”

Recently, I met with a group of great sales executives. They were looking to raise the bar on performance, driving growth. We talked about a number of things, I was...

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