by Britton Manasco | Nov 30, 2017 | Sales Enablement, Sales Strategy
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 director at The Alexander Group in a keynote speech at the recent...
by Britton Manasco | Nov 30, 2017 | B2B Marketing, Winning Practices
Visible Impact’s new Managing Director, Rebecca Thorburn, reflects on change, challenges, and how to avoid being burned at the stake as a “technology witch.” Rebecca Thorburn is a straight shooter. When asked what gets her out of bed in the morning, she...
by Britton Manasco | Jul 23, 2017 | Account-Based Marketing, Account-Based Sales, Account-Driven Strategy, Content Strategy, Sales Strategy, Thought Leadership
Account-based this and account-based that is all the rage these days. The latest buzzwords are “account-based marketing” (ABM) and “account-based sales” (ABS). What explains this phenomenon? Well, young, venture-backed, insurgents, particularly those offering “as a...
by Britton Manasco | Apr 17, 2017 | Sales Enablement, Sales Messaging
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. Around 2000, sales enablement was what the Sales Benchmark Index...
by Britton Manasco | Mar 18, 2017 | B2B Marketing, Sales Enablement, Sales Messaging
In the classic film “Glengarry Glen Ross,” an anxious salesman played by Jack Lemon defends his dismal performance by claiming “the leads are weak.” Whatever you think about this familiar complaint, it seems that a new problem is undermining the success of salespeople...
