Yearly Archives: 2020
7 Traits That Help Millennials Succeed at Sales
For boomers and Generation X, it’s hard to believe that millennials aren’t kids anymore. It seems like yesterday when the internet was full of jokes about millennials, but the truth is, the generation born between 1981 and 1996 has grown up and now represent 35 percent of the workforce, the largest percentage of any generation. […]
What is Change Management, and How Can Your Sales Team Benefit From It?
Fresh off our extensive look at sales enablement, we’re beginning a new series of deep dive posts by examining the topic of change management. Like sales enablement, change management is a broad umbrella that covers a lot of different areas in sales. The short version: Change management is all the processes and steps involved in […]
Best Bourbons for Celebrating a Win
Though not an essential component of sales enablement, bourbon is always a welcome part of the sales process. After hours of discovery, rounds of presentations, and overcoming objections, there is no better way to celebrate a hard-won sale. For those with the taste, nothing tops the relaxing warmth of good bourbon, neat or chilled, as […]
Scary Sales Scenarios
Whether it’s recalling bagsful of candy or toilet papering a house, Halloween holds a certain nostalgic appeal. Though most adults know that the dead won’t rise, witches are just lonely cat ladies, and the masked figure on your porch is probably a kid in search of Snickers, it’s still fun to remember the times you […]
6 Tips for Selling to Informed Buyers
With the rise of technology, the internet, and social media, it’s no surprise today’s B2B buyers are better informed than ever. In fact, research suggests that, these days, buyers complete as much as 60 percent of the sales process before consulting an actual sales professional. While this may make the job seem daunting, it isn’t […]
How Salespeople Should Balance Friendships With Business Opportunities
One perk of working in sales is forming relationships. Aside from a competitive advantage—clients are more likely to buy from salespeople they like—it’s gratifying to find you have a similar background or share interests with a client, and it can be rewarding to form friendships with those you meet professionally. This also happens in reverse, […]
A Few of Our Favorite Sales Podcasts
These days, podcasts have become an increasingly popular source of news and information on a wide range of interests and topics. Sales podcasts are no exception. On Spotify alone, one can find close to 50 shows that delve into sales-related topics. In many cases, they are as interesting and informative as they are fun, and […]
Why Women Excel at Sales
Organizations with greater gender diversity outperform those that are not diverse, yet women are still severely underrepresented in sales. According to research in Gartner, women only represent 39 percent of the sales force and make up a mere 19 percent of leadership roles. Yet, despite this, women in sales do incredibly well. A study by […]
How to Measure the Effectiveness of Your Sales Enablement Strategy
Our sales enablement series continues with the final installment of this edition. Previously, we looked at what sales enablement is, how to increase the adoption rate of your sales enablement programs, and the most common mistakes that occur in enablement’s execution. Today we’ll examine how to measure the effectiveness of sales enablement strategy. Unlike previous […]