Author Archives: Tamara Schenk

Why Selling Internally Is Key To Success for Sales Enablement Professionals

Posted on May 2, 2013 by Tamara Schenk

Selling internally – that’s when sellers complain about processes, templates, specific questions they have to answer to get delivery commitments, necessary invests and so forth… This is the first dimension of selling internally – already addressed in many articles. There … Continue reading →

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Forrester Sales Enablement Forum 2013 – Highlights Part 2: The Selling System And Simplicity

Posted on March 10, 2013 by Tamara Schenk

“Simplicity is the ultimate sophistication” –Leonardo da Vinci Today, let’s focus on the bigger picture, the selling system and the need to think differently to achieve simplicity. We all learned a lot about selling systems and simplicity on our journeys … Continue reading →

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Forrester Sales Enablement Forum 2013 – Highlights Part 1: The C-Level Perspective

Posted on March 9, 2013 by Tamara Schenk

I’m back from the Forrester Sales Enablement Forum. It was the third event since 2011 and the first event outside of San Francisco! We were in Scottsdale, AZ, blessed with sun and a really beautiful location, close to the desert. … Continue reading →

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“Breaking Down Challenges And Driving Change One Step At A Time” – Forrester SE Forum March 4-5, Scottsdale

Posted on February 23, 2013 by Tamara Schenk

That’s the title of my key note! I hope to see you next week in Scottsdale: Forrester Sales Enablement Forum, March 04 – March 05. This year’s conference theme is called „Accelerating Revenue In A Changed Economy“. I love that … Continue reading →

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Outcome Selling Part 2 – For Sales Managers: Outcome Selling Skills Mapped To The Customer’s Journey

Posted on February 9, 2013 by Tamara Schenk

Based on our foundation from Outcome Selling Part 1, let’s discuss today what specific skills are relevant for successful outcome selling, building on general selling skills and general knowledge regarding a vendor’s portfolio. Then, let’s map those skills to the … Continue reading →

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Outcome Selling Part 1 – What Is It And How Do We Tackle It?

Posted on January 22, 2013 by Tamara Schenk

Everyone is talking about outcomes, outcome selling, outcome-based selling, outcome-driven selling, outcomes in general and how to achieve them. As you might remember, I announced in my „Thank YOU – Let’s Welcome 2013“ blog post a whole series about outcome … Continue reading →

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Thank YOU – Let’s Welcome 2013!

Posted on December 30, 2012 by Tamara Schenk

I launched this blog in October 2011. I didn’t celebrate the first birthday (“wow, already one year on-line?”). But today, I’d love to celebrate the first full year of my blog with you! Sales enablement – the term is still … Continue reading →

Posted in Go-to-customer, Sales behavior, Sales Enablement, Sales Enablement Challenges, Sales Enablement Definition, Uncategorized | Tagged , , , , , , , , , | 4 Comments