• You Can Lead A Sales Person To Water, But You Can't Make Him Think!

    9 days ago - By Business 2 Community

    TeroVesalainen / Pixabay
    So much of the conversation we see in selling is on enabling the salesperson (not just limited to the sales enablement function).
    Millions/Billions are invested in sales tools, training, content, and programs.
    We structure organizations “to optimize” performance, creating specialist roles so salespeople don't have to manage the whole process.
    We provide programs, scripts, systems/tools, to help the salesperson in engaging prospects and customers.
    In some sense, it seems we are trying to handhold salespeople through every conversation, every step of the process...
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