Author Archives: Tamara Schenk

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

Posted in Content Management, Sales Enablement, Sales Training, Uncategorized | Tagged , , , , | 2 Comments

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

Posted in Buyer Enablement, Sales, Sales Enablement, Sales Enablement Challenges, Uncategorized | Tagged , , , , , , , | 1 Comment

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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How I Work

This blog post was initially written for the Matt Heinz blog. The series “How I work” is a recurring feature on Matt’s blog. How did I become part of this fascinating series? It was Jonathan Farrington, CEO of Top Sales World … Continue reading

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What Sales Enablement Content Analytics Really Mean

“Not everything that can be counted counts, and not everything that counts can be counted.” Albert Einstein Einstein’s observation holds true for sales enablement content-related analytics. Imagine the launch of a shiny, new enablement and collaboration platform. Many different roles … Continue reading

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Sales Force Enablement – See you in Atlanta, Sept 17

The term “Sales Enablement” is used for almost everything that has to do with content, messaging, training, collaboration and technology to improve sales productivity and drive sales effectiveness. The function is rarely a strategic discipline that translates selling challenges into … Continue reading

Posted in Go-to-customer, Sales Enablement, Sales Enablement Challenges, Sales Enablement Definition, Strategy, Uncategorized | Tagged , , , , , , , , | 1 Comment