Should Sales Leaders Let In-Person Sales Training Programs 'RIP'?

Should Sales Leaders Let In-Person Sales Training Programs ‘RIP’?

Many in the B2B industry are buzzing about the death of in-person sales training programs. But my team at Mereo
Read More
13+ QUESTIONS TO ASSESS — AND OPTIMIZE — YOUR SALES ENABLEMENT PROGRAM

13+ QUESTIONS TO ASSESS — AND OPTIMIZE — YOUR SALES ENABLEMENT PROGRAM

An effective sales enablement program requires constant attention, assessment and adjustment from leadership. There is no machine to automate the
Read More
3 Paths to Organizational Alignment — Leading to Sustainable Revenue Performance

3 Paths to Organizational Alignment — Leading to Sustainable Revenue Performance

At my alma mater, every Baylor Bear — student, professor, athlete, fan and spectator — acts with respect, support and
Read More
SUCCESSFUL DATA-DRIVEN SELLING ORGANIZATIONS FOCUS ON PEOPLE — NOT TECHNOLOGY

SUCCESSFUL DATA-DRIVEN SELLING ORGANIZATIONS FOCUS ON PEOPLE — NOT TECHNOLOGY

In the early 2000s, Oakland Athletics general manager Billy Beane and assistant general manager Peter Brand replaced all their star
Read More
Reuniting Your Salesforce: 3 Ways to Make Realtime Count

Reuniting Your Salesforce: 3 Ways to Make Realtime Count

Sales teams are ready to make it real again. Whether your teams are reuniting for a face-to-face sales kickoff event
Read More
THE VALUE PROPOSITION FORMULA TO WIN AN UNFAIR SHARE™ OF THE MARKET

THE VALUE PROPOSITION FORMULA TO WIN AN UNFAIR SHARE™ OF THE MARKET

As most sophisticated selling organizations know: A value proposition is an essential sales enablement tool. At its simplest, this is
Read More
The Golden Rule of Buyer Retention

The Golden Rule of Buyer Retention

Buyer retention is vital to the revenue performance of your selling organization. Compared to prospecting new buyers, retaining 5% more
Read More
5 PROVEN BUSINESS DEVELOPMENT TECHNIQUES TO IMPROVE SALES RESULTS

5 PROVEN BUSINESS DEVELOPMENT TECHNIQUES TO IMPROVE SALES RESULTS

Few professional sellers enjoy the challenge of business development — and even fewer excel at it. Generating high-quality leads is
Read More
CURRENT SUBSCRIPTION CUSTOMERS WANT MORE VALUE — AND YOUR BUSINESS DEPENDS ON IT

CURRENT SUBSCRIPTION CUSTOMERS WANT MORE VALUE — AND YOUR BUSINESS DEPENDS ON IT

Upselling subscriptions can be a win-win for both your organization — and your customers’ continued success. After all, with a
Read More
Are you enabling your salespeople with the right answers to buyer questions? Research suggests not.

Are you enabling your salespeople with the right answers to buyer questions? Research suggests not.

In late 2021, 330 sales and marketing leaders were surveyed to uncover the current state of sales enablement for B2B
Read More