Many GTM Enablement professionals struggle with the art of knowledge engineering – the process of transforming expert knowledge into actionable training materials. This crucial step is a foundational piece of effective training programs, ensuring your GTM teams have the tools and resources they need to succeed.
Read MoreDesigning effective training for salespeople – whether it’s your first sales hire or if you are scaling a large team – requires a thoughtful blend of adult learning principles, a deep understanding of the unique challenges faced by sales teams, and an acknowledgment of the fast-paced, ever-changing business landscape.
Read MoreAs the weeks pass, more and more data point to a long term shift towards remote work. If remote work is not a passing trend and it’s here to stay, how do we adapt our work routines for the long term?
Read MoreLevel213 is excited to announce the launch of our new podcast. Each episode of Fueling the Revenue Engine features a topical conversation between revenue enablement professionals…
Read MoreFor revenue leaders, it comes down to this question: “How can I ensure that my revenue generating teams are as effective as possible in every single customer or prospect interaction?”
Enablement directly addresses this question. Enablement exists solely as a force multiplier for revenue productivity.
Read MoreIt’s hard to know what to say right now amidst the COVID-19 chaos: Are you ok? Are we ok? Is anyone ok? Having been a quota carrying rep during other major times of crisis and economic downturns, I know the pain of having to find a way to sell during very difficult times and I have so much empathy for the sales leaders, AEs and SDR/BDRs doing it right now. I keep asking myself, “How can I help support my community and offer a bit of humanity through this crisis?” I would like to share some of what I learned while successfully selling during difficult times. My hope is to add value and support your team by sharing this.
Read More2019 took off like a jet plane and we were out and about, working with amazing clients. Although we kept talking about writing a blog post, it turns out we were having more fun out doing stuff and the tumble weeds collected here. More goodness coming shortly!
Read MoreIt is Q4, and for most people in sales that means an all-out effort to hit year-end targets and post a strong close the fiscal year. At the same time, we find ourselves pulled into planning for the new year, and that often includes a Sales Kickoff (SKO) for the Sales and Go-to-Market (GTM) teams.
SKO is typically the biggest investment the organization will make on the internal team all year. When done well, SKO can have a huge multiplier effect on the long and short-term productivity of the Sales and Sales and GTM teams, as well as significant boosts to employee retention, team building, and job satisfaction.
I recently had the pleasure of being interviewed by Chris Anderson, head of Community & Events at Guru. Our conversation turned into an exploration of how Sales Enablement has evolved, how technology impacts our work, what metrics to track, and how shortsighted it is to provide enablement for just “Sales” instead of the entire customer-facing Go-to-Market team.
Read MoreWhen I look at some of the older leadership models that depict an authoritarian leader who dictates and directs, I notice a visceral reaction within me. While there is some comfort in this well-worn and known model, I also feel a strong resistance to it. Why the resistance? In practice and over time, this traditional model is short sighted and rigid, with the potential for creating cumulative losses.
Read More“I have great people on my team, but I’m struggling to bridge the gap between raw potential and sales success.” This sentiment is a common one, especially in the fast paced world of technology where sales leadership often finds themselves recruiting smart and capable people with the intent of developing their raw potential into sales success.
Read MoreSKO was a success! Your team left motivated to execute on the year’s initiatives, and you feel good that the week will have a tremendous impact on the year's success. Now you ask yourself, “How do we keep that momentum and focus all year long?”
Read MoreIt is Q4, and for most people in sales that means an all-out effort to achieve year-end targets and have a strong close to the fiscal year. At the same time, planning is underway to start the new year off with a bang, and that often includes designing an SKO experience for the Sales and Go-to-Market teams.
Read MoreMaybe your sales process is like a jigsaw puzzle. You’ve done a whole lot of work on it, you can see the picture on the box that shows what it’s supposed to be, but it’s still missing some pieces and you can’t seem to find which ones they are.
Read MoreThe term “performance management” sounds flashy, but it’s pretty broad and how the heck does one really go about managing this performance we’re chasing after?
Read MoreEver wonder why someone else saying the same thing can produce different results?
Read MoreShould you wait until things are difficult before bringing in sales enablement, or should you stay ahead of the curve by investing early?
Read More2018 planning is firmly underway. Yes, you read that correctly. 2018 is fast approaching, we are planning, and so should you.
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