Tag Archives: Selling System

Why GoToCustomer Means Simplicity

GoToCustomer – let’s discuss, how this approach can lead to simplicity! GoToCustomer is first and foremost a consequent way of thinking and designing your sales system with the customers at the core. The customers are your central design point. Thinking … Continue reading

Posted in Content Management, Go-to-customer, Sales Enablement, Sales Enablement Challenges, Sales Training | Tagged , , , , | Leave a comment

How To Make Sales Enablement A Strategic Discipline

This post was published first @ TopSalesWorld – July Magazine, in a column version. A question people ask very often. They want to make a difference, create impact on business results. So, let’s discuss a few experiences and lessons learned to … Continue reading

Posted in Go-to-customer, Sales Enablement, Sales Enablement Challenges, Sales Enablement Definition, Uncategorized | Tagged , , , , , , , | Leave a comment

Why Selling Internally Is Key To Success for Sales Enablement Professionals

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

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

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

“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

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

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

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

Posted in Go-to-customer, Sales Enablement, Sales Enablement Challenges, Sales Enablement Definition, Sales Enablement Metrics, Uncategorized | Tagged , , , , , | Leave a comment

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

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

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

Thank YOU – Let’s Welcome 2013!

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