Tag Archives: Selling System

Why Selling Internally Is Key To Success for Sales Enablement Professionals

Posted on May 2, 2013 by Tamara Schenk

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 →

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

Posted on March 10, 2013 by Tamara Schenk

“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

Posted on March 9, 2013 by Tamara Schenk

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 →

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

Posted on February 23, 2013 by Tamara Schenk

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 →

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Thank YOU – Let’s Welcome 2013!

Posted on December 30, 2012 by Tamara Schenk

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

The Selling System Perspective – The Missing Piece To Make Sales Enablement An Executive Level Role

Posted on December 27, 2012 by Tamara Schenk

Brad Holmes asked this question a few days ago in one of the well known LinkedIn Sales Enablement Groups. Those of you who are following my posts regularly, might have an idea in which direction my thoughts will go… Sales … Continue reading →

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Value Creation And Co-Creation In Outcome Selling Scenarios

Posted on December 16, 2012 by Tamara Schenk

I was very inspired reading Dave Brock’s brilliant thought leader post „Moving From Value Creation To Value Co-Creation“ including the great discussion on his blog. The essence of these thoughts made me challenging and rethinking the idea of the customer’s … Continue reading →

Posted in Buyer Enablement, Go-to-customer, Sales behavior, Sales Enablement, Uncategorized | Tagged , , , , , | 5 Comments

Sales Enablement And Sales Management – Enable Your Sales Managers First!

Posted on November 18, 2012 by Tamara Schenk

If you check out sales enablement definitions, approaches and discussions, think about the main questions that occur. What is sales enablement, where does it live, how to connect the dots between sales and marketing, what are best practices, how to … Continue reading →

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