In: Sales Enablement

Salesperson sitting at laptop - responses to the changing sales environment

14th Aug 2020Five key responses to the changing sales environment


What are your five key responses to the changing sales environment? Many companies, especially those selling complex solutions, have had their…

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Selling in the new sales environment Showing desk top with keyboard

04th Aug 2020Selling in the new sales environment


You are selling in the new sales environment. Like most other activities, COVID-19 and social distancing have affected sales. Depending upon…

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Note book for Sales Enablement

09th Feb 2020Sales Guide – the real benefits


How do you deliver the real benefits of a Sales Guide programme? We provide a process to capture the information required…

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People discussing business development

06th Nov 2019Partnership Framework 9/9 – Business Development


Business Development might be a rather obvious partnership activity. Our view it has two facets that you shouldn’t confuse. This is…

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People discussing partner enablement

31st Oct 2019Partnership Framework 8/9 – Partner Enablement


You have completed the heavy lifting of having a partnership strategy, recruiting partners and developing joint propositions. Now it’s time to…

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Joint Portfolio Development

31st Oct 2019Partnership Framework 7/9 – Joint Portfolio


Not every company will have a Joint Portfolio, but if you do, this article gives some guidance. “My model of business…

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Partners signing a Partnership Recruitment Contract

17th Oct 2019Partnership Framework 6/9 – Partner Recruitment Process


In this blog we move on to discuss the Partner Recruitment Process.  “What really matters in a networked age? Relationships.” Reid Hoffman…

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People Planning

10th Oct 2019Partnership Framework 5/9 – Solutions


This is our fifth blog about the Partnership Framework. Here we focus on the Partnership Framework Solutions you are providing, and…

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Partnership Plan People

03rd Oct 2019Partnership Framework 4/9 – Partner Plan


In part 4, we consider the Partner Plan – how we recruit and work with the right partners. “Give me six…

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Strategy Brainstorm

26th Sep 2019Partnership Framework 3/9 – Strategic Plan


For the third article in this series, we’re going to consider the Partnership Framework Strategic Plan  “Tactics without strategy is the…

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