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“Have you ever had a dream, Neo, that you were so sure was real? What if you were unable to wake from that dream? How wo...

This is a continuation our exploration of how sales leaders approach their first 90 days in a new role. The topic was bo...

Most prospecting campaigns fail for the same reason, and it's why many sellers don’t know how to write a cold email that...

Sales Training that Drives Results When budgets are tight, training spend often takes the first hit. And too many enable...

Start Planning Your Best Ever Sales or Commercial Kickoff Blame it on Taylor Swift. The bar for live events is higher th...

Change in today’s sales organizations is constant. For front-line sales managers, navigating their teams through disrupt...

Mid-year is the make-or-break period for hitting annual sales targets. Don't go at it alone. We've curated a set of reso...

How Sales Managers Can Master MEDDPICC Deal Reviews Too many sales coaching conversations revolve around activity levels...

When Every Deal Counts In a market defined by softening demand, missed deals are no longer bumps in the road; they can d...

Smart qualification is more important than ever. MEDDPICC (and its related MEDDICC cousins) is the simplest, most action...

Deal champions come with different titles, roles, and personalities. But the truly effective customer advocates and coac...

The pace of sales leader turnover is accelerating. For those new to the role, success is forged by your earliest actions...

Sharpening Your Deal Champion Strategy Customer cost-cutting and market uncertainty continue. For sales teams, this mean...

In today's hyper-competitive sales landscape, the difference between success and failure often comes down to deal qualif...

Today's Sales Ops leaders are masters of strategy, data, change, tech, and more. Expectations for quick results have nev...

Active collaboration with your champions drives deal momentum and influencer alignment. This editable workbook is a prac...

Rapid shifts in markets, decision landscapes, and competitors mean more frequent GTM pivots. This eBook provides leaders...

It's never too early to plan next year's sales kick-off. With tighter budgets and greater executive scrutiny, SKOs requi...

Turning Your Most Valuable Asset into Your Most Valuable Player Our recent pulse survey of more than 300 sellers confirm...

How to Ignite Action from Insights At Brevet we train to MEDDPICC as the cornerstone of effective B2B sales qualificatio...

SaaS companies are thinking differently about their sales compensation plans. We recently teamed up with SPIFF to discus...

Next Year’s Sales Kickoff Must Look and Feel Different In-person SKOs were declared forever dead at the start of the pan...

What if today’s unprecedented hybrid world can help build stronger relationships with customers? What if we became the t...

Welcome to 2022 – the complexity and confusion of our world continues! Confidently navigating change is table-stakes for...

Have you bought a car in the last 18 months? If you want to take a trip down memory lane, walk into a car dealership and...

We once consulted with a VP of Sales who worked for a large Fortune 50 financial services firm. He was having, like many...

Sales Loves Collaboration Whenever we work with groups of salespeople, there is one prevailing theme: They love to inter...

We recently joined other revenue leaders to discuss mid-year opportunities for re-energizing sales teams with special in...

In B2B sales, driving revenue from existing accounts is far easier than landing new customers. With so much opportunity ...

Like oil and water, sales and marketing teams don’t always “mix” the way they’re supposed to. This is a sad truth, given...

Last year, we conducted a survey to see how organizations adapted to the changes triggered by COVID. Now, we're excited ...

In the 'good old days', when I was selling instead of consulting, we did a lot of account planning. You know… that thing...

“Some of our best sellers have become some of our worst,” said the Sales Ops team at our largest client. We suspected th...

A long-time client called us recently. He’s a sales VP who joined his current firm during the pandemic. He’s never met t...

Like most of you, we’ve been working to adjust to a world of meetings and social interactions on virtual devices. Stress...

Part 1 of this blog began with a statistic showing that U.S. firms spend just south of one trillion dollars on their sal...

This is the story of Tom, a recently fired Chief Sales Officer (CSO). Although the sting of professional failure is star...

“If you’re not first, you’re last,” - Ricky Bobby, Talladega Nights. In most cases, sales is a zero-sum game. There is t...

Many argue that sales managers play the most important role in the salesforce. They can drive adoption of your sales pro...

Everyone agrees on the importance of front-line sales managers. But in practice, sales coaching continues to fall short....

There’s this TED talk we like by General Stanley McChrystal called “Listen, Learn… then Lead.” General McChrystal has se...

Brevet Partners with TCU Sales Center Students Everyone agrees the world of selling continues to change as we navigate a...

This is a continuation our multi-part exploration of how sales leaders approach their first 90 days. So many of our clie...

This is the conclusion of our multi-part exploration of how sales leaders approach their first 90 days in a new role. We...

It’s called Pandemic Downtime, and we have it. It’s that extra time we’d normally never have because we’re on airplanes,...

CRM (Client Relationship Management) can be defined as, “The strategy upon which companies plan, manage and analyze inte...

Think how much the landscape of sales and company structures have changed over the course of the past few years… Sellers...

We recently came across a VP of Sales, talking about their sales pipeline. During this conversation, he lamented about a...

If you’re a sales VP and have been for more than 2 years – Congratulations, you’re above average! You’ve exceeded the av...

We’re excited to launch the 2020 SaaS Sales Compensation Policies and Practice Survey in conjunction with the great team...

Whether in-person or virtual, there's no question of the positive impact a strong sales leader can have during a trainin...

The value proposition. It’s at the core of everything we sell, right? Value propositions come in many varieties, but ess...

If you manage sellers, frontline sales managers or indeed anyone, you understand they’re under stress, apprehensive, and...

Effective virtual selling is more than turning your camera on. Unprecedented market changes over the last 6 months have ...

We've found that many sales training companies use the word “transformation” when they’re only talking about tweaking th...

If you’re a successful top performer seeking a senior management position, there is something you should know. It’s been...

Buzzwords like “big data” and “strategic data-driven decision making” have been bouncing around board rooms for quite so...

We spend a lot of time with sales leaders, fully understanding the hours they work and pressures they face in their role...

For most sellers, face-to-face customer meetings are still out of the question. They may even be a thing of the past. Ph...

What is your vision for the future? Do you know what you want the sales organization to become? Is your vision of the fu...

The market is changing quickly. Organizations are having conversations they couldn’t imagine two months ago. Projects an...

“Sometimes a tweak (delivered through training or a new tool) is all a sales force needs; other times, a full-bore trans...

In our research on sales force transformations for our book, 7 Steps to Sales Force Transformation, the greatest challen...

What does it take to truly transform your sales organization? Do you even need to transform, or simply tweak? What lever...

Like many of you, our team spent much of the pandemic learning how to make the most of virtual tools. Webex, MS Teams, Z...

Annually, U.S. firms spend approximately $900 billion on their sales forces, which is greater than three times their tot...

Everyone wants to sell their offerings for more. But sales teams are torn. Corporate says, “We need to sell value. What ...

Another crazy week. Companies are reeling from the news. Continuity plans are being deployed. Sales teams are rallying a...

This is unchartered water for all of us – both personally and professionally. We’ve been spending a lot of time thinking...

Guiding Your Sales Team During COVID-19 Turn on the news and you'll likely find yourself in state of panic. The stock ma...

There’s A Science to Onboarding a New Salesperson Onboarding is likely at the top of the “to-do” list as any business in...

Your sales reps’ biggest enemy is time. A typical week for a rep includes many time burdens, yes – even sales enablement...

What if TODAY is the day that you create a customer for life? If you’ve sold to small or mid-sized businesses, you’ve in...

2020 will go down in the books as the most challenging year in contemporary selling. Even before the COVID-19 crisis, al...

Another year in the books! Now’s the time to celebrate the wins and learn from the losses. Whether you made your number ...

Most sales kick offs focus on training sales reps on specific things they need to sell in the field – the “hard skills.”...

The Best Sales Reps are Tapping into the Mindset, Skillset, and Toolset of Change Management The phrase “change manageme...

Evaluating Sales Performance Through The Lens of Your Compensation Plan As the song goes, we’re about to enter “The Most...

Cracking The Sales Content Code The goal was right: bridge the divide between marketing and sales. Equip sellers with co...

It all started with a small group of high-potential sales leaders that included seven VPs and directors. One of our long...

Sales Methodology Definition The term “sales methodology” has been around for a long time. It was a way to elevate sales...

Sales enablement has secured a seat at the table across a variety of industries and companies. This is the biggest takea...

Several weeks ago, we sat in a client meeting with the company’s sales and marketing leaders. It went something like thi...

How Can You Leverage Your Sales Compensation Design Process to Bring Clarity on Your Sales Strategy? One of my former le...

Recession Proofing Your Sales Organization This June marked the 10th anniversary of the U.S. economic expansion that beg...

As we approach the fourth quarter, there’s some good news and some bad news. The bad news is it’s probably too late to s...

Selling complex solutions to modern buyers is hard. Your teams should be looking for every edge possible. A low-hanging ...

The Goal of a Great Sales Experience is Differentiation What’s it like to buy from a great sales rep? For the past decad...

“Ya Gotta Believe!” In 1973, Tug McGraw instilled these three words into every NY Mets fan. As the All-Star break ends a...

Modern buying has impacted nearly all aspects of sales. And many sales organizations have stepped up to fill the gaps – ...

It’s Less About What You Sell and More About How You Sell We find some interesting contrasts as we work in different ind...

Virtual Activation Strategies that Drive More Results In a blink of an eye the first half of 2019 will be behind us. For...

The pace of sales organizations hasn’t let up in the first five months of 2019. Every CRO, sales ops leader, and sales e...

Product training has gotten a bad rap lately. In a lot of companies, it’s the only sales training that’s offered. Many i...

Congratulations! You’re now a sales enablement leader. Your excitement is in full swing as you prepare for your first da...

Sales Reps With Strong Mental Muscle are Your Hidden Gems Raise your hand if your March Madness bracket is a now just a ...

Improving the Business Acumen of Your Team Should Be A Priority The college admissions scandal raises a lot of questions...

The end of the first quarter is only days away. It’s the first critical milestone of the year and will establish the mom...

Framing The Customer’s Problem Can Be The Hardest Part of Selling Talk to any rep and ask: “How often do your customers ...

It’s that time of year. Spring training is underway, NCAA brackets are forming, snow is a thing of the past (hopefully)....

Effective Team Selling Means Much More Than Just Adding People To The Team Paul, a rep for an alternative energy company...

For an Effective Sales Discovery Meeting, the Seller Acts as a Facilitator We’ve all been a part of a bad sales call. Ma...

14 Months into a Merger: Phil Saunders covers how he merged two sales departments, pre and post merger issues, healthy p...

Deals and dollars invested into sales tech startups are hitting all-time highs. Sales organizations are continuing to sp...

Several weeks ago, on the eve of the new year, we polled several dozen senior sales leaders about sales enablement. The ...

Sales technology analyst Nancy Nardin, in a unique position to understand and clear the technical fog of sales enablemen...

Sales Reps Need Great Situational Awareness to Properly Execute a Sales Process One of the most fascinating parts of foo...

Sales Enablement Planning & Budget Strategies With Guest, George Bronten 2019 is HERE. Time to at least start your p...

Congratulations - you made it to year-end! For most of us, year-end brings both stress and relief. But it's also one of ...

Sales needs sales enablement; it’s an art and science relationship, with each balancing the other. The art of sales can ...

I recently talked with John Krumheuer, VP of North American Sales at SmartDrive Systems. We discussed the relationship b...

Key Strategies for Improving Under Pressure Sales As a consultant, I spend a lot of time in the field with clients. Whet...

Our conversation is with Chris Day, inside sales leader at Bazaarvoice. We explore how to using situational awareness an...

Sales Leaders Today Have An Expiration Date Ben was the sales leader of a billion-dollar manufacturing firm, and he was ...

What do dinner rolls, an umbrella, and sales quotas have in common? While this may sound like a bad joke, these are all ...

So much of sales comes down to relationships. But even great relationships can grow a little cold over time. This is eve...

The Persuasion Code by Patrick Renvoise & Dr. Christophe Morin Today is a special day because within the last 24 hou...

How Marketing and Sales Work Together Last week I had two sales managers at different companies complain, “Marketing doe...

Today we welcome Sam Wilson, Senior Vice President of Small Business and eCommerce at 8x8 Communications. Our topic toda...

We’ve been spending a lot of time in the field with reps lately. Some reps are on track to hit their Q4 numbers, but oth...

We have Bill Hicks as a guest this episode. Bill is the Chief Relationship Officer for Ultimate Software. He is responsi...

Sales Enablement Technology Are we reaching the peak of the sales technology hype cycle? How can sales leaders make sens...

Thursday July 19, 11:00 am Pac - Mike Kunkle is our guest today. Mike is a highly-respected sales transformation archite...

Like many at Brevet, I’m a former sales rep. And I’ve been to my share of good and bad sales kick-offs. While the intent...

During this program on Sales Enablement Radio, host Dan Perry (The Brevet Group) interviews Phil Saunders, CEO of the $2...

Business, like nature, is governed by cycles. And just like nature, the planning and preparation for the next season occ...

The day after Labor Day I had a conversation with a sales enablement leader. She was heading to Dreamforce soon and had ...

Never before has sales had access to so much data. And you’d think that with this level of data there’d be more fact-bas...

There Are Three Distinct Modes of Sales Coaching Enough already, let’s get practical about the importance of sales coach...

Sales is arguably the oldest profession in the world. As long as there are products and services, there have been sales ...

Every sales leader we know faces too much work and not enough resources. Often the response is to hire a body – ANY body...

Turnover continues to be a challenge for modern sales organizations. A strong job market, the disappearance of pensions,...

Results from our latest Buyer Pulse Survey are in. Yes, buyers are inundated with information about purchase decisions a...

In my previous post, we discussed the impact of the front-line manager on sales effectiveness initiatives. A sales manag...

Most sales leaders know that just because you’re in sales, it doesn’t mean you’re a good salesperson. Last week we were ...

In my first outside sales job, each district had a dedicated field training manager. At first, I was intimidated. Not on...

You have an opening for a sales manager. Your rainmaker is vying for the role. He's great at personal selling and has he...

Shorten Your Sales Cycle With Four Targeted Actions My first car was a used 1979 Honda Civic. Five-speed manual. Cracked...

Front-line Sales Management is Where Your Initiatives Live or Die Most sales initiatives don’t take hold. At least not i...

Graduation season is upon us and more than 5,000 students will graduate with a formal sales major. Over fifty universiti...

Ask most sales leaders about their sales force structure and they’ll likely reference a triangle. Global/strategic accou...

Internal and External Recruiting Over and over we hear the same question from our clients: “Should we be hiring internal...

Management consultants wear many hats – advisor, change agent, devil’s advocate. Sometimes we find ourselves in the role...

When It's All Hands On Deck – A Sales Enablement Leader Gets The Ship Back On Course You walk into your monthly leadersh...

Sales managers are the most important people in the salesforce. They can drive adoption of your sales methodology or the...

I met last week with the Sales Operations leader of a large software company. After much discussion about his current st...

How To Motivate Sales Reps "Sales Reps are just coin-operated machines. Pay them to get results." It’s a common phrase w...

Sales Enablement can be defined as getting the right content, in the right hands, at the right time, with the right mess...

We see it all the time. A company was once booming. In past years, revenue growth ranged from 20-30%. The market was exp...

Our consultants have been busy in 2018. More than 100 ride-alongs and sales call reviews. SKO sessions in eight countrie...

The calendar has quickly turned to February. Sales teams are shaking off their SKO hangovers and back building pipeline ...

Picture a high-performing sales rep. What do you see? Is he a charming and charismatic? Is she aggressive? Does he chall...

Increasingly, sales enablement is seen as a core organizational capability. And right now, nearly every enablement team ...

As a sales enablement professional, now is the time when the rubber meets the road. You've spent months developing busin...

For years we’ve shared our view on the flaws of a one-size-fits-all sales methodology. Our research shows that the best ...

We work with a lot of sales managers. Over 51 countries visited, 221 countries represented and 103,000 sales managers wo...

Family, food, football. There are a lot of traditions that come with the Thanksgiving holiday. Of course, the most impor...

Here’s a hard truth: sales and sales enablement leaders can be their own worst enemy. Our research shows that ill-concei...

Sales enablement has arrived and making a difference across companies of all sizes. This is the biggest takeaway we lear...

We’re headed to Dallas on October 26th for the Sales Enablement Society conference: Experience Sales Enablement 2017. St...

An effective sales incentive design is critical to enabling your reps to achieve their quota. Yet the design of most sal...

The push for field adoption of sales methodology misses the point. Reps will never embrace a one-size-fits-all approach....

It’s that time of year again: strategic planning season. This is when the executive leadership gets together to plan for...

4 Ways Sales Reps Can Maximize Their Time With Customers A recent 2017 Sales Benchmark report had some eye-catching stat...

Professional selling has always been tough – and it’s not getting any easier. Research from Brevet and other sources pai...

Product and sales training are one In interviewing buyers, one of the biggest complaints we hear about is the “walking p...

High performers of all types—from highly trained military operators to elite athletes to world-class surgeons—share one ...

One of the best parts of being a consultant is getting to know senior executives across many industries. Compared to the...

When I interact with sales leaders, the question I get asked the most is, “How can I get my sales reps to actually use o...

Sales leaders standing up a sales enablement function don’t always know what a “rockstar” looks like. Thankfully, we’ve ...

If you’re like the average B2B sales organization today, you’re probably clinging for dear life to an organization-wide ...

What separates elite performers from the rest of the field? How long did it take Mozart and Picasso to achieve “world cl...

Learn the Seven Distinct Styles of Adult Learning Most people intuitively understand that teaching a new concept to an a...

Sales Training Best Practices Many senior leaders don’t fully appreciate the complexity of creating a truly effective sa...

We are proud to announce that PointForward, our video-based training and coaching solution, has been named one of the "T...

Sales leaders and Trainers Should Expand Their Thinking Beyond Live Sales Training Alone Quick question: Who has the sho...

The Importance of Sales Training for Millennials Supporting, compensating and retaining top sales performers is an expen...

Note: This article was originally published as a guest post on the LeadFuze blog. With just a couple days left until the...

Developing Soft Sales Skills can be Detrimental to Your Next Sale Most instructor-led sales training programs focus on e...

Understanding the true capabilities of your sales force is critical, whether you're a startup company scaling a new prod...

How To Improve Sales Training Imagine you’re the founder of a startup software company that just received its first roun...

Developing a training program that is both impactful and a high-quality learning experience is a critical part of operat...

Having trouble making your sales training concepts “stick”? Here’s the step you’re missing. If you’re like most companie...

See You In San Francisco! We’re Going to the Dreamforce Sales Enablement Day Soiree. If you’re a sales enablement profes...

There's a lot to be said about following a structured, logical process in sales. But just because you're using a discipl...

If you've watched any of my sales training videos, you've probably guessed from my accent that I’m from the South. A lot...

I’ve recently taken up running. Actually, I’ve become an addict, completing a 5K or 10K just about every other weekend. ...

No doubt technology has changed the way we sell today. We’ve now loaded down our reps with mobile devices, presentation ...

Salespeople seem to have a set of rules and habits that they stick to stubbornly, no matter how much the selling environ...

Your company has made your development as a sales professional a core part of their strategy, so you are about to enroll...

"U.S. firms spent about $156 billion on employee learning in 2011, the most recent data available, according to the Amer...

Despite all the hype around social selling, a recent Brevet Group study showed that less than 50 percent of salespeople ...

We see it time and time again. Companies pour money into the wrong types of sales programs. Millions are spent on the an...

Monday was a big day in the Williams household – the first day of school for our kindergartner. We’ve been busy the past...

In the 1980s Oldsmobile ran a series of pretty cheesy, but memorable ads with the tag line, “This is not your father’s O...

At Brevet, we like to think we stand out (hopefully, in a good way!). In a profession where far too many decisions are m...

Perhaps Success in Sales Teams is Rooted More in Sound Fundamentals and Positive Atmospheres I was disappointed to see P...

In our last post we began to share insights from Brevet’s research into high-performing solutions for sales reps. For ye...

Okay, I will admit it. I’m a lifelong Seattle Seahawks fan. I grew up watching the team, an experience that included a l...

More than a decade ago, companies shifted from the sale of single products to combinations of goods, services, and intel...