Author Archives: Tamara Schenk

Conscious Collaboration—A Behavior Of World Class Sales Performers

Look at a couple of your won deals and analyze the criteria that made the difference. There will be tangible criteria such as the vision of future success, the compelling business case, a specific solution whose value outweighed the perceived … Continue reading

Posted in Sales Enablement | Tagged , , , | Leave a comment

What Are The Leading Investments In Sales Productivity?

In our 2013 Sales Performance and Productivity Study, the following investments in sales productivity 2013 and 2014 emerged as the top three: Process, skills and competencies cover the “how to sell” dimensions, whereas the second initiative is focused on the … Continue reading

Posted in Sales Enablement, Uncategorized | Tagged , , , | Leave a comment

Why Being A B2B Buyer Is Different – Consumerization Is A Poor Comparison

When buying a personal laptop, you know what you want, your budget, and your brand preferences. Then you make your online research to come up with a short list. Your best options get compared and you make a decision, placing … Continue reading

Posted in Buyer Enablement, Sales Enablement, Uncategorized | Tagged , , , , , , | Leave a comment

The Biggest Inhibitors To Sales Success

Consider this scenario: The first physical meeting with a new customer has been scheduled. To prepare, the account manager invited a colleague from solution sales and an industry expert. A few emails were exchanged and they finally meet for the … Continue reading

Posted in Sales | Tagged , , , , | 1 Comment

Enabling Principles To Develop Salespeople’s Adaptive Skills

Let me start by defining a couple of terms that I’ll be using throughout this article. Principles provide guidance that are based on an organization’s core values how to deal with different customer situations. Principles require interpretation and adaption to … Continue reading

Posted in Sales, Sales behavior, Sales Enablement, Sales Enablement Challenges, Sales Training, Uncategorized | Tagged , , , , , | 2 Comments

Sales Enablement: Customer Core Framework to Provide Perspectives

What are the elements that are missing in many sales enablement approaches? How could the discipline create much more business impact? How could a scalable enablement framework look like – a framework with the customers at the core, that equips … Continue reading

Posted in Sales Enablement, Sales Enablement Challenges, Sales Enablement Definition, Uncategorized | Tagged , , , , , , , , | Leave a comment

Sales Enablement and Technology – The Execution Gap

Watching a film we are often impressed – apart from a great story – by the technique or style with which the artistic work was produced. We are impressed when a film is entirely professional in its execution. Execution – … Continue reading

Posted in Sales Enablement | Tagged , , , , , , , | 1 Comment

Sales Enablement and Technology – The Collaboration Gap

From a bystander’s standpoint, Formula 1 is a highly competitive sport. But F1 is also collaborative. The drivers of an F1 team work closely together with their mechanics to improve their cars’ performance. In parallel, the drivers compete against each … Continue reading

Posted in Sales Enablement, Sales Enablement Challenges | Tagged , , , , | Leave a comment

Sales Enablement and Technology – The Change Gap

How many Microsoft Word or Excel features do you really use? Ten percent, 20 percent? Most Office users will never write a book and they will also never use more than the basic arithmetic. It’s similar with sales enablement technology, … Continue reading

Posted in Content Management, Sales Enablement, Sales Enablement Challenges, Sales Enablement Definition | Tagged , , , , , , | 1 Comment

“The Expert” – Why Understanding Your Customer Is Key To Provide Perspective

If you have seven minutes to spare, I encourage you to watch “The Expert.” It’s absolutely worth your time. A customer and her design specialist have a meeting with a service provider, represented by a salesperson, a project manager and … Continue reading

Posted in Buyer Enablement, Sales Enablement, Sales Enablement Challenges | Tagged , , , , , , , , | Leave a comment