A deep dive into Thoughts on Selling podcast episodes
Jan. 13, 2026
The Power of 'Why Change, Why Now' in Sales
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…
Jan. 13, 2026
Sales Enablement as a Marathon: Preparation, Planning, and Perseverance
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…
Jan. 13, 2026
The Value Realization Model: A Holistic Approach to Customer Engagement
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…
Jan. 13, 2026
The Power of Repetition: How Many Role Plays Does it Take to Master a Sales Skill?
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…
Jan. 13, 2026
Creating a Supportive Environment: The Key to Effective Sales Training
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…
Jan. 13, 2026
Building a Sales Training Program That Works: Creating a Safe and Supportive Environment
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…
Jan. 13, 2026
The Shocking Truth About Sales Role-Playing: Why Less Can Actually Hurt
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…
Jan. 13, 2026
The Indispensable Boatswain: Guiding Sales Teams to Success
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 …
Jan. 13, 2026
The Ideal Sales Enablement Pro: Balancing Process and Subject Matter Expertise
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 …
Jan. 13, 2026
The Indispensable Sales Enabler: Balancing Process and Subject Matter Expertise
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 …