The visible impact Blog

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. Around 2000, sales enablement was what the Sales Benchmark Index...

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? The typical pitch is loaded with solutions including benefits and points of differentiation. However,...

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.    As management guru Michael Hammer wrote nearly 20 years ago, "A company that does not focus...

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 recently with Bob Perkins, founder and chairman of the American...

Develop a Solid Content Engine for Thought Leadership

If you wish to be a thought leader in your sector, you’ll need to think strategically about content marketing. Consider this: Most B2B buyers conduct their own research before engaging with a select set of potential vendors. Moreover, it’s rare for a major B2B...

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