Enablement Works Best When You Think Like a Customer

By |November 3rd, 2015|Enablement|

Putting together a sales enablement strategy requires you to look through both ends of the telescope. The big end encompasses all of your products and services, all your bundles and solutions, and all the various [...]

Why Sales Pros Need to Become Experts Explainers of the Customer Value of the Internet of Things

By |October 23rd, 2015|Other|

If you’re in sales, you’re probably getting sick of every pundit on the planet telling you that you need to become a “subject matter expert.” Isn’t that what product marketing’s for, or your sales engineer [...]

5 Things Sales Technology Can’t Improve (without Some Human Help)

By |July 10th, 2015|Lead to Money|

Recently, I did an interview with TechnologyAdvice for their Expert Interview Podcast Series – you can hear it in its entirety here. The conversation was pretty far-ranging, but one area that kept surfacing focused on [...]