Continuing where I left off in my last post about The New Rules of Sales Enablement, Rule 1: Conversations, Not Collateral We need a new definition of sales enablement Before defining what sales enablement

If your company is like most, you equate sales enablement with collateral and sales tools. You’ve treated sales enablement as a task—loading your sales and marketing collateral into a sales portal or intranet

I used to play by the OLD RULES. Now I know better. Let me say something up front: I write from experience. For more than 20 years, I’ve supported B2B sales teams, first as a product manager, then as a

According to a research study by IDC, more than one-third of weekly selling time is lost due to poor #salesenablement. According to the study, inside sales representatives spend 26% of their week on