In the world of sales, it's easy to get caught up in showcasing product features and benefits. However, the most successful salespeople understand that focusing on the customer's need for change and the urgency driving that change is paramount. This…
In the world of sales enablement, the journey to success is rarely a sprint. It's more accurately described as a marathon, requiring meticulous preparation, strategic planning, and unwavering perseverance. Just like a marathon runner, sales enableme…
Welcome back to the blog! In this post, we're diving deep into a concept that's crucial for anyone involved in sales, customer success, or business development: the Value Realization Model. This model, championed by Tammi Warfield, offers a comprehe…
Welcome to the blog, where we delve deeper into the topics discussed on the Thoughts on Selling podcast. In our latest episode, 8. Let's build muscle memory in sales! Dr. Stefanie Boyer shares her research and recommendations!, we spoke with Dr. Ste…
Welcome to this blog post, where we'll be diving deep into the critical role of a supportive environment in sales training. Just like athletes need a safe space to practice and refine their skills, sales reps thrive when they feel comfortable taking…
In today's fast-paced and competitive business landscape, a well-trained sales team is essential for success. However, traditional sales training methods often fall short, failing to deliver the desired results. This blog post will unpack the key el…
Have you ever wondered why your sales team's performance doesn't always improve after sales training? It might be because you're not doing enough role-playing. In this blog post, we'll dive into groundbreaking research by Dr. Stefanie Boyer, which r…
Welcome to this companion blog post to our latest podcast episode, 7. Does sales enablement excellence require process expertise or subject matter expertise? Lisa Skillern and I duke it out! In this episode, I had the pleasure of speaking with Lisa …
Sales enablement is a multifaceted discipline, often requiring professionals to wear many hats. But when it comes to achieving excellence, which is more critical: deep process expertise or comprehensive subject matter expertise? This question forms …
Welcome to the companion blog post for the latest episode of the Thoughts on Selling™ podcast, "7. Does sales enablement excellence require process expertise or subject matter expertise? Lisa Skillern and I duke it out!" You can listen to the …