Category Archives: Sales Enablement
How Olympians Become Olympians and What This Means for Salespeople
Have you ever wondered why some people get really, really good at something while others stagnate? Is it natural athleticism, or some inherent trait that makes them better? Have you ever wondered why you have been playing golf or tennis for years and have gotten to a plateau? It is very common to find recreational […]
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The Art and Science of Selling Blog Series: How Does Cooking Correlate with Selling?
In last week’s blog, we examined how dramatically different the data sets are for consumer versus B2B sales. We highlighted that customer data is shallow and available in large numbers and that B2B customer data is very rich and limited in number. This week’s blog examines the art and science of selling from a bit […]
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Calling Audibles – Adapting to Changing Situations
This article was originally published on the Gartner website and written by Hank Barnes, Chief of Research. For nearly every job, there is a literal or figurative playbook that guides planning and execution. In some cases, the plays are executed regardless of the situation (or the situation is highly controlled–which effectively defines the plays […]
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How to Build an Agile Sales Force
What is agility? Webster definition of agile: having a quick resourceful and adaptable character Agility is the ability to adapt individual behavior based on the situation the person is facing. Individuals who are agile read the situation, use the information they uncover to choose the best course of action, execute that action, monitor changes in […]
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The Art and Science of Selling
How B2B Selling Uses Data Differently than Consumer Two very important trends are alive and well in today’s B2B environment. The first is ensuring that a company has a strong digital experience for their customer base. And largely driven by interaction with a website. The second trend is using AI to serve up the right […]
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B2B Selling in a Post-Covid World: Re-Enable Your Sales Teams
Written by: Michelle Vazzana, Co-founder & Chief Strategy Officer for VantagePoint Tanner Mezel, VP of Sales and Marketing, DSG Consulting This last in a series of three blogs explores how high-performing companies are enabling their sellers in a way that leverages technology to capture buyer insights, determine sales plays that win, and serves that information […]
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The B2B Sales Force Post-Covid: Define the New Buying Journey
Buyer behavior has changed in dramatic ways over the course of the last 16 months. Seller behavior has had to adapt. How buyer behavior has changed and the best ways for sellers to respond has been a topic of much interest to sales and sales enablement leaders. Everyone touts the use of AI to stay […]
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Redefining B2B Selling in the Post-Covid World
According to Accenture (see link to article at the end of this blog), the new world of B2B selling requires several imperatives to survive and thrive in this new world in which we live. The first of these imperatives is to “rediscover your customer.” The prevailing theme is that historical customer insights are irrelevant. What […]
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Are you Gambling with your Sales Force? Take Three: How Top Performers Execute Sales Agility
In our previous two blogs about gambling, we pointed out parallels between selling and poker. Both involve making the best decisions possible in conditions of uncertainty. Neither selling nor poker are a binary affair, where the next best step is glaringly obvious. Playing poker is subtle. The best poker players evaluate the situation they are […]
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Are you Gambling with your Sales Force? Take Two: Sales Agility = Better Decision Making in Conditions of Uncertainty
In our last blog, we shared that Annie Duke, one of the great professional poker players, advised that good poker is about making the best decisions under conditions of uncertainty. We explored why there is uncertainty in Texas Hold’Em; however, we are now exploring the sales environment and how those same sorts of conditions hold […]
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