From the Category:

Channel Programs

Use playbooks for sales and marketing enablement

Playbooks get a lot of airtime these days. There are many good reasons why – playbooks can be a great way to introduce new processes, reinforce messages, provide coaching, and get everyone on the same page. If you’ve decided that a playbook is right for your organization, there are a few things you should consider: Read more

Are you looking at me?

There are countless analogies that describe sales people as hunters. Actually, selling is less about pointing a weapon at a single visible target, and more about finding unknown customers that exist in the depths of the market. Like fishing. Landing a new customer requires many of the same activities as landing a big catch. Here’s Read more

Technology investments come in all sizes and serve many purposes. No matter what the scale, getting a return on these investments is contingent on how the technology is deployed, both inside an organization and externally. “Buy it and they will come” is not a business-building strategy. Technology vendors usually offer some assistance in helping their Read more