4 Secrets to Cracking the Sales Enablement Code

There are lots of terms that get tossed around in sales forces, and many of those have very vague meanings. For example, ‘sales process’ and ‘coaching’ are two of the biggest offenders. Another term that we frequently hear used in various ways is ‘sales enablement. Sometimes this is a code word for a sales operations…

What is Sales Enablement? [INFOGRAPHIC]

Sales enablement is a term that gets a lot of use, but I’m not certain it’s been viewed with a lot of rigor. Our research at Vantage Point Performance revealed a simple way to think about it – as a collection of activities intended to enable better sales execution. And we start doing this by…

Training: A Blind Spot for Marketing and Sales

Despite rapid advances in technology like Big Data, behavior based marketing automation, customer engagement platforms and intent data through content consumption marketing; the lament of CEOs and Boards of Directors on the ineffectiveness of marketing is growing. Their beef with marketing is over a disconnect between budget, priorities, and revenue ROI. For CEOs the only…

Sales Enablement: What Is It? [INFOGRAPHIC]

There are lots of terms that get tossed around in sales forces, and many of those have very vague meanings. For example, ‘sales process’ and ‘coaching’ are two of the biggest offenders. Another term that we frequently hear used in various ways is ‘sales enablement.’ Sometimes this is a code word for a sales operations…

Five Steps to Winning Negotiations

What would happen if you ended up winning negotiations every time? What would that do to your revenue, your margins, and your own personal income? Here are five steps to consider before you enter your next negotiation. 1. Clarify your outcome from your negotiation. Get specific. Write out two possible desired outcomes, the highest desired…