Value Killers - Misalignment in Sales and Marketing

Beware the Big Bad Wolf – Misalignment is Killing Your Value

When Little Red Riding Hood arrived at her grandmother’s house – dinner basket in hand – she found the big bad wolf, dressed in a bonnet, a nightdress, and fuzzy slippers – with plans to make Little Red Riding Hood the dinner. Too often, Sales and Marketing find themselves in this exact situation misaligned – […]

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How to Effectively Invest in a Sales Enablement Ecosystem

Research shows that sales enablement works. More than 75% of companies using sales enablement tools reported that their sales increased over the past 12 months, with nearly 40% seeing a growth of more than 25%.  Not only that, but 29% of companies that surpassed revenue targets and 72% that exceeded them by 25% or more – have actively implemented […]

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Leveraging Technology to Drive Coaching

How AI Can Reduce Unconscious Bias, So Organizations Can Thrive

Artificial intelligence has the power to reduce unconscious bias out of the performance management process; providing accurate insights into team members’ capabilities so that managers can customize coaching that elevates team performance. “Unconscious bias – judgments and behaviors toward others that we’re not aware of – is everywhere in our lives,” says an article in […]

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Is Your Sales Enablement Strategy Built with Hay, Sticks, or Bricks?

Too often, sales enablement is loosely defined as sales training. That definition is a recipe for disaster. Many organizations invest in training and believe they have adequately invested in sales enablement. In contrast, other organizations invest in blended learning – both in-person and virtual – and think they have gone above and beyond to set […]

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Empowering Coaches to Raise Their Game.

It’s easy, rewarding, and exciting to coach high performers. Their performance creates visibility, accounts for a majority of an organization’s performance, and warrants recognition. As Selling Power points out, “In sales, A players typically attract a disproportionate percentage of management attention, incentives, resources, and pats on the back.”  And yet, the success of your organization […]

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Tips For Maximizing Improvement-Focused Feedback (I.F.F) For Managers

One of the most critical aspects of any organization is the ability to give and receive improvement-focused feedback (IFF) as opposed to traditional feedback. Psychologist Gabriele Oettingen developed mental contrasting which is a visualization technique that involves juxtaposing the present reality with the desired future reality to generate motivation. This is important for (IFF) from […]

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Coaching starts here...

People-centric Coaching with Machine Learning

Sales coaching can leave an indelible impact on an employee, organization, or culture. And organizations looking to create high performing sales teams are, year over year, turning to sales coaching to create a competitive advantage.    In fact, 67% of companies who’ve had a formal sales coaching program in place for three years or more […]

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Unleash the power of data storytelling

Leveraging Human Connectivity to Gain Commitment

Last time, we got into why, as humans, we are attracted to great stories— which if you recall— involves a lot of biology! This time, we’ll discuss how to properly, effectively, relay, and relate data driven stories that will get reps closer to close. We should begin by stating that data without context, only tells […]

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