3 Choices: Innovate, Transform, or Be Disrupted

Who will guide today’s corporate leaders through the turbulent challenges presented by the digital economy? It’s a question posed by Scott Santucci, founder of the Sales Enablement Society and a ...

Defend Sales Enablement as if Your Life Depends on It

As a sales enablement professional, you may be feeling pressure to prove your value to the organization. While it’s not as serious as defending your life, it can certainly feel like you’re on trial.

What’s Wrong with Today’s Sales Content and Conversations?

  In the classic film “Glengarry Glen Ross,” an anxious salesman played by Jack Lemon defends his dismal performance by claiming “the leads are weak.”

Are You Selling with Insight? Here’s What It Takes…

Why are sellers always struggling with buyer indifference and indecision? One critical reason is a failure to sufficiently answer this pertinent question: Why change?

Want Predictable Growth? Invest in Front Office Fusion

This article is adapted from the book Next Era Selling: 5 Strategies to Make Your Business Unstoppable (Now + Next, 2016) by Britton Manasco and Anneke Seley. 

Leading Lights Interview: AA-ISP Founder Bob Perkins

What’s behind the impressive growth of virtual selling? What keeps companies from fully capitalizing on this practice? And what’s coming next? Britton Manasco, editor of The Visible Edge, spoke ...

Build a Team of Trusted Authorities to Open Doors on Higher Floors

Getting access to senior-level decision makers is a must if you want to accelerate the buying cycle. Reaching high-level decision makers, establishing credibility, and raising awareness about your ...

E-Book: Putting a Sales Playbook Program at the Heart of Sales Enablement

by VisibleImpact | Jan 20, 2016 | Sales Enablement

As a sales leader, you’re challenged to win more business and produce predictable results – even as you increase sales efficiency. You have to accelerate ramp times for new recruits, develop your ...

Confronting the Last Mile Problem in Field Sales

I think it's very important to have a feedback loop, where you're constantly thinking about what you've done and how you could be doing it better. I think that's the single best piece of advice: ...

Getting on the Grid

Sales leaders are increasingly hungry for data to drive predictable growth strategies. That’s one reason field sales activities are now being scrutinized like never before while inside sales ...