Sales Enablement can be defined as getting the right content, in the right hands, at the right time, with the right message to further the right sales opportunity. A lot of right’s, right? At face value, this seems like a straightforward task. Have a Sales Enablement charter. Build the right sales plays and…...
Product Over Price: How To Beat “Your Prices Are Too High” | Ian Altman | Sales Gravy Articles
I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve. You failed to engage the customer in a discussion about their past…...
Accelerating Your Deal Velocity: Are You Driving a ’79 Civic?
My first car was a used 1979 Honda Civic. Five-speed manual. Cracked dashboard. Brown. She was a beauty. At 60 horsepower, there was no possibility of burning rubber. Yet, my mother relentlessly warned about the dangers of driving too fast: “Speed kills, young man!”In modern sales, it’s the opposite. Deal…...
How to Choose Between Personality Tests and Sales Assessments
Finding good salespeople is one of the biggest challenges that sales VPs face today.Most sales managers find themselves stuck in a never-ending quest to hire quality salespeople that will help grow the company to new levels.And, as you gain more hiring experience, chances are you are learning that the standard…...
Top Tips on How to Improve the Sales Performance of Your Team
According to a Hubspot study, 66% of salespeople miss their quotas. This statistic really shines a light on the fact that a lot of sales teams are struggling.Even if you feel your sales team is doing a good job, ask yourself this: “Could they be doing better?”No salesperson in the…...
Aligning Functions for Enablement
Sales Enablement can be defined as getting the right content, in the right hands, at the right time, with the right message to further the right sales opportunity. A lot of right’s, right? At face value, this seems like a straightforward task. Have a Sales Enablement charter. Build the right sales plays and…...
7 Questions That Lower Resistance to Negative Feedback
Gut check:If we open our hearts at all, it’s to people who care. If you don’t care, walls go up. Are you fully committed to the best interests of feedback recipients? Or do you have an ax to grind?If you’re trying to be useful, press forward. But if self-interest motivates you, forget…...
