The Sales Enablement Technology Dark Ages: Sales 0.2

As we continue to dig deeper into the capabilities of the leading sales performance improvement companies, we’re not encouraged by some of what we’re seeing in the area of sales enablement technology.
Through recent engagements where our clients evaluated sales training companies, we listened to double-talk, vendor sales reps ducking questions, and a complete lack of understanding [...]

The Front of the Funnel

I had the opportunity to interview Jill Konrath last week for an ESR podcast. (Here is ESR’s list of podcasts.)
Most of the top tier sales training companies have little to say about how to fill the pipeline. They typically focus on sales opportunity and account management. If a company’s marketing department isn’t doing its job, [...]