Posts matching tag: "sales"

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Building the Foundation for Customer Satisfaction & Loyalty
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Building the Foundation for Customer Satisfaction and Loyalty

Customer loyalty is essential to every company’s success. This is especially true in SaaS and other subscription-based business models that rely on renewals and expansions to sustain growth. With so many competitive options today, your profitability is dependent on your ability to build trust and brand loyalty with customers. Keeping your current customers happy and

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What is Sales Enablement?
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What is Sales Enablement?

A definition, the most popular tools, and best practices A quick Google search for sales enablement will get you over 12 million results. That’s a staggering number for a term that was coined a little over 20 years ago, and it shows the depth and breadth of the subject. It also highlights the level of

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mary-shea
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Up -Level Your Sales Enablement!

In an interview with the incomparable Mary Shea of Forrester, we discussed the changing climate of sales and sales enablement. One of the many topics she provided clear and valuable insight on was the seemingly steady merge of transacting and engaging both on and off line… “When you think about the silos that have existed

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kate-migon
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Overcoming Tribal Bias to Achieve Success– with Kate Migon

Kate Migon is a successful leader, honing her sales craft since her first sales job in high school. But every once in a while, you face that challenging situation. One which tests your mettle and makes you even more passionate about wanting to do well. In this episode, we explore just such a situation, the lessons Kate learned, and how it

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Jeff-Davis
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Create Togetherness – with Jeff Davis

I interviewed Jeff Davis, a sales and marketing alignment expert, author and international keynote speaker. We discussed his book: Create Togetherness: Aligning Sales and Marketing to Drive Revenue Growth, to provide practical tips to help you identify and begin to address your sales and marketing alignment issues. Jeff had some wonderful insight into growing and changing

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sales strategy
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5 Must-Dos For A Killer 2020 Sales Enablement Strategy

Better quota achievement. Better win rates. Bigger deal size. Accelerated sales cycles. Every company, regardless of size or digital maturity, can benefit from sales enablement and value selling technology, yet less than 8% have taken the leap. Why? Last week, Tom Pisello, the ROI guy, participated in a webinar, interviewing esteemed Forrester Principal Analyst Dr.

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Jim-Ninivaggi-photo
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How to Differentiate Yourself in a Highly Competitive Market

Over the past decade I had the honor to interview and collaborate with the late Jim Ninivaggi many times. Jim was well known and respected for his work with SiriusDecisions, as Sales Enablement Practice Leader, and as the Chief Enablement Office for sales enablement firm Brainshark. He was also well known for his pocket square,

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Mary-Shea-Photo-1
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Forrester: Advancing Beyond PowerPoints to Value Selling

Forrester research highlights significant B2B “last mile” issues, where sellers directly engage with customers. This according to Mary Shea, Principal Analyst for Forrester, as she co-presented with me at a breakfast presentation to a group of B2B marketing and sales enablement execs in Austin TX. Unfortunately, according to Forrester research, there is a distinct value

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A Crisis of Customer Confidence

How to Solve with the Right Sales Enablement and Content Marketing It was 1979, and the transition to the new decade wasn’t looking good. “Stagflation” reigned, with the economy experiencing a critical combination of high inflation and low economic growth. Jimmy Carter was President, and he blamed the challenges on a “Crisis of Confidence”. The

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