Sales enablement and how organizations support sales teams is undergoing significant transformation and it’s an exciting time to be in this field, but this is only adding complexity for those trying to select and make investment decisions.
Read MoreToday’s sellers are being told time and again their role has evolved: “To be successful now, your job is to bring insight to our customers!” While this is true, with that mandate comes a new question: Insight into what?
Read MoreThe role of a sales professional evolved slowly over many years. We went from being "order takers" to “vendors” to “sales consultants” to “trusted advisors.” The last couple years however have ushered in change at a manic pace! We find it both fascinating and challenging for those attempting to keep pace. We’ve read about The End of Solution Selling in Harvard Business Review and most recently The End of Competitive Advantage by Columbia Professor Rita McGrath. Professor McGrath argues that due to a constant change of your value, as well as that of competitive alternatives, sustainable competitive advantage is being replaced by a series of short term transient advantages. We see that many support systems for sales enablement have not evolved to keep up with the speed of the current market. We’ve also heard about the B2B Digital Revolution (Google/CEB).
Traditional sales training, CRM and marketing support have not kept pace with what salespeople really need to compete in hyper speed.
Read MoreHow are changes synthesized and communicated in real time to your sales force in a way that allows words to come out of their mouths that reflect their value, competitive value, customer needs and execution of leadership priorities?
Read MoreWe are pleased to introduce the new 5600blue e-book about Selling at The Speed of Change.
Read MoreYour days of annual planning, fixed value, and customer needs are gone. Now selling happens at the speed of change. It is now imperative to change the way we sell, to make our numbers with more knowledge and less methodology training. Precision Guided Selling offers help building organizational competency to support sales, as well as the individual knowledge and skills needed for sales in today's world.
Read MoreWhat if I told you win rates for forecasted deals could increase by 19.6% without making any significant investments?
Read MoreI know, I know… the sales / marketing disconnect has been talked and written about for years. The problem now is that we need to fix it. What is the new oil for salespeople?
Read MoreTechnology was supposed to help salespeople compete, however, it never fulfilled that promise which is why 74% of organizations report low adoption. For sure it's added some value for management in terms of pipeline management and forecasting (even though average forecast accuracy is still below 50% and the odds at a Vegas craps table are better).
Read MoreIs your organization giving salespeople what they need to win?
Read MoreWhat salespeople need now is real time knowledge that helps them compete at the speed of change.
Read MoreSupporting the emerging skill of sales "decision making," an organization needs to communicate this "little data" that provides knowledge to all levels of sales on making better decisions
Read MoreUsing insights to sell is exactly the right thing to do. However, it's all about the execution.
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