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…...
6 Reasons Salespeople Win or Lose a Sale
Why does a salesperson lose a sale?It’s a question I’ve studied for years, as part of the win-loss analysis research I conduct.There’s a tendency to assume that the salesperson lost because their product was inferior in some way. However, in the majority of interviews buyers rank all the feature sets…...
75 One-Sentence Sales Tips Every Rep Should Know
Just as the best athletes constantly practice, improve, and refine their strategy, successful salespeople are always experimenting with existing techniques and trying out new ones. After all, the second an athlete or rep stops striving to get better, they backslide.Check out these 75 one-sentence tips to keep you in peak…...
13 Sales Podcasts Every Rep Should Check Out
After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube.Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day -- through podcasts.The next time…...
The Ultimate List of Words That Sell
The pen is mightier than the sword. Which is good, because you probably don't want to threaten prospects into buying at sword-point.As the primary "weapons" to convert prospects into customers, words are incredibly important to salespeople. How sales reps deliver their messages and converse with contacts can have a dramatic effect…...
