Author Archives: Tamara Schenk

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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Thank YOU For An Amazing 2014!

Last year at this time, I made an amazing announcement – it was the beginning of changing perspectives from a practitioner and executive role to an analyst role at the MHI Research Institute. This change was also driven by the ambition … Continue reading

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Connecting The Dots Between Sales Enablement And Coaching

How do you learn a new sport? You attend regular training sessions to learn techniques and methods, you practice regularly and you figure out what works and what doesn’t. You get coaching sessions to adjust your practice based on specific … Continue reading

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Frontline Sales Managers – Key Role, But Poorly Developed And Enabled

Look at any world-class sports team. Is there any public debate if the chief financial officer has been replaced? Not so much. But there are big public discussions if there are any decisions around the team’s coach to be made. In … Continue reading

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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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