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Why sales tech alone won’t solve your problems

Unless your business has digital culture at its core, sales technologies will never be used to their full potential Finbarr Toesland Disruptive sales enablement technologies are fundamentally changing the sales funnel. Putting the consumer at the centre of the sales process is the clear advantage offered by these innovative tools, [...]

The seller is no longer a supplier of facts

OPINION The seller is no longer a supplier of facts, but a diagnoser of issues and a recommender of solutions It is clear the world of selling is changing. It is easy enough to simply declare that fact. But what is really driving the changes and what do these changes [...]

Is marketing morphing into sales?

Salespeople are increasingly reaching out to prospects and acting as the first touch point for brands, while marketers are making an impact on the buyer's journey as a sales enabler Nicola Smith According to Brent Adamson, distinguished vice president at Gartner: “Traditionally, business-to-business (B2B) sales and marketing have been set [...]

Design Thinking

Is design thinking the next big thing?  Originally a way to brainstorm creative challenges, the philosophy of design thinking has a new home in sales departments Charles Orton-Jones It can be exhausting to keep up with fads in management thinking. Remember theory Z, which promoted a Japanese-style approach to motivation? [...]

Coca-Cola European Partners

As the one of the most recognizable brands in the world, Coca-Cola is at an advantage: All of its potential customers are familiar with its products. The sales team does not have to educate buyers about the product and instead, they’re challenged to connect emotionally with prospects and deliver an [...]

What is Sales Coaching? Sales Enablement Defined

What are your sales representatives’ goals? Some include closing deals, hitting quotas, and generating revenue, which seems straightforward enough, but the path to reaching those goals isn’t as clear. A combination of content, training, and ongoing sales coaching is needed to drive reps’ success. Read more here:

Improve sales and marketing alignment with this key strategy

It’s no secret that your sales and marketing teams each play a critical role in the success of your organization. While the performance of each individual team is certainly important, what’s even more impactful on your organization’s maturity is the way these two teams collaborate to better meet the changing [...]

Sales and Marketing Alignment Engagement Platforms: Sales Enablement Defined

Sales engagement platforms are no longer “nice to have;” they are a requirement for mature sales organizations that provide personal experiences for their buyers. With new sales engagement platforms designed to streamline sales processes being constantly introduced into the market, it can be overwhelming for sales enablement teams to decipher [...]

Learning & Developing

Over the past 3 years, ISM corporate partner Geberit, a Swiss multinational manufacturer of sanitary products, has invigorated its sales training approach so that today it meets the requirements of ISM qualifications and of the national training standards of which they form a part. The architect of the company’s UK [...]

How to Select The Right Training Course

Recognizing the need for training is an important first step in ensuring an organization achieves and maintains success. But the real challenge lies in knowing which training courses to choose from in order to reap the most benefits and provide the best return on your training investment. Read more: [...]

Sales enablement: why it matters, and how to get started

There are currently more than 350 vacancies in the UK listed on job search website Indeed with ‘sales enablement’ in the role title or description. This number will no doubt rise as the kind of relationship B2B buyers want to have with vendors continues to evolve. A relatively new discipline, [...]