Author Archives: Tamara Schenk

What Excellence And Buying Have In Common

Remember the last time you have written a blog post or an article. How did that go? I start with an idea and a mind map. Then I capture all my ideas as they flow, followed be rethinking the core … Continue reading

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Enablement Mechanisms: From “Push versus Pull” To “Be Inspired!”

Providing all the content that was available to the sales force and let them search – that’s where sales enablement has its early roots. Stand-alone knowledge management and enablement platforms were invented, sold and implemented. Everything was designed to provide … Continue reading

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How Sales Professionals Create Value for Customers

In complex B2B sales, why do buyers buy? Not because a salesperson could present all the required functions and features. That was already available online and didn’t create additional value. No, buyers buy because they learned along their journey how … Continue reading

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Processes, Methodologies and Skills – How They Fit Together

Imagine you are traveling from London via Edinburgh to the famous Isle of Skye. You know where to start (London), and you know where you want to go (Isle of Skye). The map you are looking at offers various options … Continue reading

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World-class Sales Performers Have Clarity of Vision and Purpose

“It is the skill of having a clear and decisive vision for the future whilst staying focused on the present that makes the real difference when it comes to performing under pressure.” Keeping the balance between staying in the present and … Continue reading

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What Are the Main Investments in Sales Productivity? Part 3: Developing Frontline Sales Managers

„The growth and development of people is the highest calling of leadership.” – Harvey S. Firestone “Where have you or do you plan to invest to improve sales productivity?” That’s the question we asked the participants of our 2014 MHI … Continue reading

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What Are the Main Investments in Sales Productivity? Part 2: Sales Operations and Technology

“Stressing output is the key to improving productivity, while looking to increase activity can result in just the opposite.” –Paul Gauguin “Where have you or do you plan to invest to improve sales productivity?” That’s the question we asked the … Continue reading

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What Are the Main Investments in Sales Productivity? Part 1: Sales Enablement

“Productivity is never an accident. It is always the result of a commitment to excellence, intelligent planning, and focused effort.” –Paul E. Meyer “Where have you or do you plan to invest to improve sales productivity?” That’s what we asked … Continue reading

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10 Ways to Gain a Competitive Edge in 2015 ― Your Customers’ Success is your Success

LiveHive and leading sales community, Top Sales World, have put together an eBook of best practices from prominent industry sales experts. This eBook will help you: Learn best practices on working smarter Get tips on relationship building Find out how … Continue reading

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Why World Class Sales Performers Are Always Keen To Learn

It rarely happens that I’m impressed by motivational speakers. Too often, they cannot build a bridge that enables people to tap into their wisdom right after the conference. Steve Backley, English javelin athlete and three-time Olympic medalist, offered a very … Continue reading

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