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Improve Your Sales Forecast Predictability

Improve Your Sales Forecast Predictability

It’s the beginning of the month. Your VP asks to see a report of your current pipeline opportunities. Unfortunately, your sales…
sales mobility

Knowledge Delivery: The Secret Sauce Of Sales Enablement

While many of the firms I speak to focus on sales effectiveness initiatives, few concentrate on sales enablement. So, when I begin a conversation with a financial firm, I often have…
Are Your Reps Using Their iPads In The Right Way?

Are Your Reps Using Their iPads In The Right Way?

The proliferation of iPads in the workplace – both personal and company issued – brings with it the promise for extreme efficiency and communication gains as well as new challenges. This…
Why You Should Differentiate Your Sales Process From CRM

Why You Should Differentiate Your Sales Process From CRM

I’d like to set the stage with a couple of definitions. A sales process can be described as a systematic sequence of actions that drive customer interactions and, ideally, optimize both sales…
Why Sellers Should Follow A Consistent, Best Practices Sales Process

Why Sellers Should Follow A Consistent, Best Practices Sales Process

In a recent SAVO educational webinar titled “The View Beyond CRM: Reimagining Your Sales Process”, three out of four participants considered their CRM solution to double as their sales process.  Of…

Three Imperatives For Successful Enterprise Collaboration For Sales

Purposeful collaboration is a key theme for enabling sales. Recently, several people within SAVO posted their thoughts on why this is true. Pat Viohl discussed the issue of the inertia in sales by highlighting SAVO’s guided collaboration technology and…
Do You REALLY Understand Your Sellers?

Do You REALLY Understand Your Sellers?

In a recent post, I discussed the concept of relevance and the impact it has on sales enablement. I further defined sales enablement relevance as the condition of connecting businesses…