Here’s a hard truth: sales and sales enablement leaders can be their own worst enemy. Our research shows that ill-conceived sales enablement efforts can even derail sales performance. Frankly, it’s a message we’ve delivered for some time. Sales enablement done poorly can be a massive distraction. And in some cases, it can actually hurt sales outcomes.
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...
Is Virtual Sales The Right Solution? Like a freight train barreling down the tracks, the Virtual Sales Organization is a...
Let’s face it, your Sales Methodology is Broken No need to confess, we know the truth. You spent a king’s ransom to lice...
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...
Professional selling has always been tough – and it’s not getting any easier. Research from Brevet and other sources pai...
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...
If you’re like the average B2B sales organization today, you’re probably clinging for dear life to an organization-wide ...
Learn the Seven Distinct Styles of Adult Learning Most people intuitively understand that teaching a new concept to an a...
Sales leaders and Trainers Should Expand Their Thinking Beyond Live Sales Training Alone Quick question: Who has the sho...
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...
How To Improve Sales Training Imagine you’re the founder of a startup software company that just received its first roun...
The following list of sales tips can help you better manage your selling time, write more effective emails, improve your...
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. ...
So how can we Improve Sales Results with shorter Prospecting calls? Long meetings that drag on are rarely productive. Th...
We’ve gathered the most surprising, horrifying, and enlightening sales stats on cold calling statistics, social selling,...
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...
How to Measure Sales Training Effectiveness Sales Training Success: Your organization just poured big money into a sales...
Halo Effect In Business If someone's first experience with you is positive and they see you in a good light, it’s hard t...
Despite all the hype around social selling, a recent Brevet Group study showed that less than 50 percent of salespeople ...
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...
Wolf of Wall Street Sales Training & Lessons Does Hollywood paint a realistic picture of business? In short, probabl...
In our last post we began to share insights from Brevet’s research into high-performing solutions for sales reps. For ye...
More than a decade ago, companies shifted from the sale of single products to combinations of goods, services, and intel...
Names are curious things. On the one hand, they can be harmless, even meaningless. On the other hand, they can be profou...
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