Author Archives: Tamara Schenk

Thank YOU For An Amazing 2014!

Last year at this time, I made an amazing announcement – it was the beginning of changing perspectives from a practitioner and executive role to an analyst role at the MHI Research Institute. This change was also driven by the ambition … Continue reading

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Connecting The Dots Between Sales Enablement And Coaching

How do you learn a new sport? You attend regular training sessions to learn techniques and methods, you practice regularly and you figure out what works and what doesn’t. You get coaching sessions to adjust your practice based on specific … Continue reading

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Frontline Sales Managers – Key Role, But Poorly Developed And Enabled

Look at any world-class sports team. Is there any public debate if the chief financial officer has been replaced? Not so much. But there are big public discussions if there are any decisions around the team’s coach to be made. In … Continue reading

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Is Sales Enablement Making Salespeople Stupid? Part 3 – Enablement In Transactional And Complex Sales Environments

The series on this thought provoking question “Is Sales Enablement Making Salespeople Stupid?” continues. In case you missed the first two posts, click here for Part 1 which discussed auto-pilot versus strategic thinking and here for Part 2 where we … Continue reading

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Rethinking Renewals

A big deal is in the funnel; a must win, a secure deal – it’s a renewal. This one will make the quarter a great success. We all know this situation and the feeling when such a “must win deal” … Continue reading

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Last call to share your insights and to receive research in return – 2015 MHI Sales Best Practices Study

Three weeks to go – three weeks to share your insights and to receive research in return – immediately after taking the survey and with first-access to the results in Q1/2015. For us at the MHI Research Institute, we begin … Continue reading

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Is Sales Enablement Making Salespeople Stupid? Part 2 – Sales Enablement’s Role In Value Messaging

In Part 1 of this series we discussed the question: Do salespeople rely too much on the organization to get things right at the expense of strategic thinking? This was a panel topic a few weeks ago in Atlanta, at … Continue reading

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Is Sales Enablement Making Salespeople Stupid? Auto-Pilot Versus Strategic Thinking

It’s conference season. I’m back from our Miller Heiman Client Summit in Denver, the Sales Force Productivity Conference in Atlanta and Dreamforce in San Francisco. In Atlanta, Bob Kelley, chairman of the Sales Management Association, invited me to attend a … Continue reading

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The Inability To Communicate Value Messages – Biggest Inhibitor To Sales Success 2014

At the MHI Research Institute, we have asked this question in each of the past three years: What are the biggest inhibitors to sales success? Our 2014 data delivers a consistent message: The “inability to communicate value messages” is again … Continue reading

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Give The Gift Of Data And Get Research In Return – The 2015 MHI Sales Best Practices Study

Sharing is the first step of collaboration, receiving is a natural follow-up. Collaboration leads to receiving more than the sum of the given pieces. Across industries, peer-to-peer networks, communities and the sharing economy are based on this collaborative principle – … Continue reading

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