Sales Performance Blog

Driving Success with a Formal Sales Enablement Program

August 30, 2016

We’ve established that having a sales enablement function in place creates success. But how do companies set their priorities when they think about sales enablement?
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Creating Deeper Relationships

August 25, 2016

As you create stronger relationships with your customers, we know all sorts of good things begin to accrue. Trust increases, and that gives you added credibility. Close times shrink and your customers start to see you as a partner.
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Expanding Sales Enablement beyond the Sales Function

August 23, 2016

We know sales enablement works. According to research from CSO Insights, companies that make a serious investment in enablement are more than 10 percent more successful than those that don’t.
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Consciously Using Humor in Sales Calls

August 22, 2016

Imagine you are entering the meeting room at an important Belgian customer. There are 6 seriously, maybe grim, looking important professionals, from different departments, waiting for you and your marketing colleague. The atmosphere is somewhat hostile due to problems with a previous project. The problems caused from both sides but highly attributed to your company’s poor execution.
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You Need to Be at the Top of the Sales Relationship Pyramid

August 19, 2016

I’ve been talking a lot about the sales process, but now I want to switch gears. I want to introduce you to our levels of sales relationships. We’ve been compiling data for more than a decade about the impact relationships have on the sale process, and I think you’ll be fascinated by what we uncovered.
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