Author Archives: Tamara Schenk

Providing Perspective – A Customer Core Principle

Playing football/soccer on a regional level is different from playing football in the Premier League or the Champions League. Mental preparation, fitness, agility, training, coaching – all these requirements build on each other, but their characteristics and their intensity are … Continue reading

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Missing in Sales Enablement – Customer Core

Getting prepared for a five-mile/km run is one thing; getting prepared for a marathon is a totally different challenge. The context is different, the requirements and the success criteria are different. Basic running training will get you to the five-mile … Continue reading

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Sales Enablement and Sales Operations – A Relationship With Great Potential

Your skeleton – what is it for? The bone structure provides a framework for the body. This framework supports the body and keeps the organs in their proper place. And muscles that are connected to the skeleton let us move … Continue reading

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Sales Enablement: Game-Changing Conversations To Drive Revenue @ BrightTalk

Valuable sales conversations that provide perspectives for prospects and clients have never been more important. Today’s complex challenges require new and innovative ways to engage buyers across all stages of their journey. Join a panel of sales enablement experts to … Continue reading

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Understanding Different Buying Environments – Where Are Your Customers?

Buying office supplies for an SMB organization on a regional level is different from buying office supplies for a global Fortune 500 corporation. There are differences regarding processes, volumes, required signatures, etc. But the well-defined and standardized products remain the … Continue reading

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Why Frontline Sales Managers Need Enablement

Michael Jordan is one of the most brilliant basketball players ever. His discipline to become world class, to achieve the brilliance that inspired millions of people, is well known. But he wasn’t nearly that successful as a coach. It’s the … Continue reading

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The Buyer’s Dilemma in a Complex Environment

You are responsible for an IT organization and your main goal is to outsource your own function as part of a corporate EBIT optimization program, which means processing many different tasks and issues—fact-based and change-related—that are all connected to each … Continue reading

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The Evolution Of Sales: The Survival Guide – New eBook!

Is the glass of water half full or is it half empty? Well, it depends on your individual perspective how to look at it. In my opinion the glass is always full, it just depends on the amount of water … Continue reading

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The Difference Between Simplification and Simplicity

If only it was this simple: Hire to a sales stereotype, give them a pitch and turn ’em loose. Sales experience – not necessary. You need critical thinkers preferably without a sales background.  How did the sales profession miss something … Continue reading

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Context Matters

“My Blackberry Is Not Working!” is one of the most brilliant sketches, especially when it comes to context. Imagine a fruit and vegetable shop. A customer comes in the shop, starts complaining that his BlackBerry wouldn’t work. Then, he puts … Continue reading

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