Tag Archives: leads methodology

Does Sales Training = Sales Enablement?

In recent months I’ve noticed a significant increase in the attention focused on the enablement of Sales organizations.  In Silicon Valley alone I find several online postings for positions for a Sales Enablement Director or VP being sought today.  This … Continue reading

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What is Sales 2.0?

I was speaking with a Sales leader last week when he asked me, “How do you define Sales 2.0?”  At first I thought this was an easy question but as I formulated an answer (I try to do that before I … Continue reading

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Resource Specialization: Sales Development Representatives

“Sales Development” is a description composed of two words, the discrete meaning of which is clear but in combination the definition of the phrase can be ambiguous.  For example, it can used to mean sales training, as in “developing” the … Continue reading

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