When change creates the need to adjust business strategy, companies must also change their approach to sales. Such changes must be understood and applied by the entire sales team if the organization is to adapt and succeed.
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Behavioral economists sometimes draw the distinction between "declared preferences" (what people say or feel) versus "revealed preferences" (what people actually do). They typically refer to this idea when explaining the discrepancies that tend
A compelling conversation about "sales enablement" is unfolding among thought leaders in sales and marketing. The initial emphasis on sales enablement grew out of what "Harvard Business Review" calls "the notoriously fraught relationship between sales...
The ‘520’ sales dilemma. If you are in sales, or you manage those who sell, there is a choice to make. And it’s not about what to do after work, it’s not deciding who to hang out with or where to meet at 5:20PM for drinks or dinner.
It is never too early or late to evaluate the needs of your sales organization, and make changes where needed in response to emerging trends in the marketplace.
Critical thinking gets customers out of their box. During my graduate work in training and development, I had the good fortune of taking a psychology class. Toward the middle of the semester, the professor asked me for a favor.
Selling has always had its share of stresses. Certainly economic uncertainty has placed additional pressure on sellers to creatively manage the sales cycle. The new normal of sales will require resolve and backbone to survive.
Too often I’ve witnessed sales teams flown in to exotic locations only to be crammed into a 50 degree room for several very long days of PowerPoint, role plays and flip charts ad naseum.
Employee training is a challenge for most companies because of constant service, product, staffing, market or consumer changes. Therefore, companies are always on the lookout for the best educational solutions to quickly and effectively train staff.
Meeting the Five Moments of Need: High-Impact Sales Enablement through Virtual Learning Environments
To what degree is my organization addressing the entire journey performers make from the beginning stages of learning through the full range of challenges that can occur at the moment of apply, when learners are called upon to actually perform?