I first wrote about the concept of selling more by selling less in a 2016 article, How to Sell More by Selling Less. While that article was written from the marketing perspective, thought I would now talk about what sales reps and their managers can do to create a healthier and more productive sales environment. […]
There is a lot of industry buzz around the term “sales enablement.” This is terrific because the marketing department should always be concerned about how it can help the sales department achieve its revenue objectives. But truth be told, there is a lot of confusion about just what sales enablement is and how it benefits […]
I just listened to an interesting podcast featuring my old colleague Heidi Melin. Heidi is CMO of Plex Systems and is a well-respected marketer. It was an interview-style podcast, hosted by Glenn Gow of Crimson Marketing. The topic of the podcast is How CMOs of High Growth Companies Can Achieve Rapid Scale. Naturally, as a […]