Enablement Is the New Black
October 02, 2019 | By Peter Ostrow
- Organizations frequently think of marketing, sales, service and renewal cycles as independent sets of customer interactions
- Customers are more likely to purchase and renew when their experience is consistent across all interactions with an organization
- Sales enablement is making strong headway via competency-driven support, but other customer-facing personas should receive similar enablement
Five B-to-C Brands We Love – And Why They Matter in B-to-B Interactions
April 16, 2019 | By Peter Ostrow
- As consumers, we have strong preferences for the companies we trust and admire
- These companies thrive because they focus on customer interactions and treat their buyers with respect and relevance
- B-to-b organizations can earn the same loyalty – and economic advantages – by learning from their consumer-driven peers
B2B Marketing Certification Program
Learn MoreAre You a Sales Enabler or a Sales Inflictor?
January 18, 2019 | By Peter Ostrow
- Sales enablement is a rapidly growing function with a wide variety of definitions and responsibilities
- Some organizations take a legacy approach to enablement rooted in product-centric learning to inform seller-buyer interactions
- Best practices in sales enablement favor a more holistic approach to developing role-specific skills, knowledge and process awareness that yields stronger sellers
Why Do I Keep Hearing, “Play it Again, SAM”?
November 06, 2018 | By Peter Ostrow
- Sales asset management deployments often fail to meet buyer expectations – why?
- Too often, shiny object syndrome motivates misguided sales enablement technology purchases
- Replacing a failing sales technology with a new product isn’t a panacea
Chief Sales Officer: 2020 Planning Guide
Access GuideWhat Is a Sales Manager Enablement Playbook, and Why Should I Have One?
September 28, 2018 | By Peter Ostrow
- Compared to the reps they lead, first-line sales managers often receive significantly fewer opportunities to develop competencies specific to their role
- Ad hoc and reactive sales manager enablement leads to inconsistent results and processes that lack scalability and repeatability
- A lack of effective sales manager enablement drives away high-performing managers and their best reps
Three Customer Quotes About Sales Enablement That Are “Full Send”
September 17, 2018 | By Peter Ostrow
- Sales enablement is a challenging blend of art and science that requires an extensive understanding of your internal customer
- Organizations taking a holistic view of enablement – focusing on building great reps instead of conducting simple knowledge transfer – produce win-win results all around
- While the research and advisory business focuses on teaching and guiding customers, sometimes you can learn a lot from them as well