Pacesetting Leadership- Is It Right For You?
December 8, 2020
If the Rocky movies taught me anything, it’s that training never ends. The result of your last big fight doesn’t matter anymore, you need to keep trai...
In 2001, Daniel Goleman published a book called Primal Leadership. In it, he posits that there are six leadership styles –Visionary, Coaching, Affiliative, Demo...
So you’re hiring a new salesperson for your team. Do you hire for sales experience, or do you take a chance on a keen, albeit inexperienced, salesperson?
If you are in sales enablement, you know that marrying your measures directly to revenue outcomes is a never-ending challenge. It is the number one question we ...
The Gap — no, not the American retail store, this refers to the gap between where a prospect is and where they want to be.
I interrupt your regularly scheduled mundane scrolling with precious insights! I recently had the honor to interview Ray Owais, Retail Revenue Enablement Lead...
As a sales leader, it’s assumed that you’re good at adapting to change. Which is important because the current environment needs great sales leaders who are nim...
Once you identify that your team has a sales cycle length problem, it’s time to do something about it. Here’s everything you need to know to create sales coachi...
Most sales leaders wish that C-level executives would view sales enablement as a necessity, not just an amenity for teams; but to get buy-in from the top can ta...
Charles Darwin said it’s not the strongest or smartest species that survives, but rather the species that’s the most adaptable to change. Chuck might as well ha...
Guess who’s back. Back again. Shaffer’s back. Your CS friend.
Sitting in Google drives, SharePoints, and laptop folders across the world, collecting digital dust and just waiting to see the light of day, are hundreds of en...
Sales enablement is a broad term that covers a wide gamut of efforts, ultimately aimed at driving more revenue. This includes stuff like tools and processes, bu...
There are several stages involved in implementing a sales enablement program. You need to create a hypothesis, get all stakeholders on board, and roll it out ef...
Last week I was lucky enough to sit down and “moderate” (read: shoot the breeze with some cool people) a panel discussion between Matt Biggerstaff, CSM at Gong,...
There are several key steps to building a successful digital sales enablement program. The most exciting part, however, is actually shipping the program so you ...
All too often, enablement managers design programs reactively, based on an ad-hoc requests sales leaders toss their way. It inevitably ends up being random acts...
Who doesn't like scavenger hunts? We'll do you one better: what if the next scavenger hunt could help you save significant resources and play a vital role in yo...
In order to effectively implement digital enablement, it's imperative to get all the essential stakeholders on board. Without buy-in throughout your organizatio...
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