Category Archives: Sales Enablement

June 17, 2021

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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June 9, 2021

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
June 1, 2021

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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May 17, 2021

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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How Agile Selling Leads to Better Results
May 7, 2021

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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How Agile Selling Leads to Better Results
August 20, 2020

Are you Gambling with your Sales Force? What Professional Poker Players can Teach us about Sales.

Annie Duke, one of the great professional Texas Hold ‘Em players – attributes playing great poker to great decision making. The poker players that make the best decisions at the poker table make the most money over time. Other famous poker books espouse rules to always follow and offer decision charts. Annie scoffs at those […]

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Sales Strategy: How to Make Yours Effective
July 20, 2020

Sales Strategy: How to Make Yours More Effective and Modern

There are plenty of strategy templates and articles out there sharing how to build a sales strategy. They are usually fairly basic and cover important (but not differentiated) topics such as objectives, hiring, compensation, sales activities and the like. These sales strategy documents are incredibly helpful to align your organization. But, here’s the problem: your [...]

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The Current State and Possible Future of Artificial Intelligence and Machine Learning in B2B Marketing and Sales
June 17, 2020

eBook: Jetson’s vs. Terminator

Sales and marketing is not for the faint of heart. You get told “no” more than most two-year old’s. Because of this (and maybe in spite of it), most of you are smart, inquisitive and empathetic people who are driven to do better and prove your value. These factors have created a perfect storm where there [...]

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Agile Sales to the Core
June 11, 2020

The State of Sales in 2020

LinkedIn recently released their 2020 State of Sales Report and it is a fantastic snapshot of how the world of sales is rapidly changing. It brings to light some things that had been transpiring but are accelerating and also new challenges that teams are facing. In a nutshell, we believe the report shows how old [...]

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Solving the Mystery of Successful Sales Enablement
June 2, 2020

Infographic: The Force Multiplier in Your Sales Organization

Your Frontline Sales Managers are the force multipliers for driving the desired impact of all your investments. However, the deepest and most comprehensive study on frontline sales managers shows that there is a huge variation in the performance of sales managers—and that 75% of sales managers are struggling to meet basic targets. Download the Infographic

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