Encountering objections in our sales processes is a fact of life. Whilst I have seen enough people trying to shy away from objections, the best ones actually do the opposite. They see objections as an opportunity to clear a blockade to make the deal happen. They actively engage with their customer ...

Often sales professionals find themselves in a competitive market space and proper training is crucial to gain the advantage to win. Furthermore, sales training is a crucial continuous exercise that does not build skills in the early year, but also helps to adapt to ever-changing market dynamics.

The rise of artificial intelligence (AI) has been both incredible in its capabilities and its pace of improvement. AI is already taking over a large portion of work across various industries and professions. In this post, I'll reflect on using OpenAI's GPT-4, the latest iteration of the most ...

Revenue Enablement is by no means an old term, moreover it is still being coined by the large consulting and research firms. We read studies about how markets develop and how Revenue Enablement is set to supersede Sales Enablement. It came to us, that whilst it is a crucial function to the growth ...

When we speak about Revenue Operations or RevOps, we often associate the activity with large businesses, which is a real miss for small companies as the benefits are universally applicable. In fact, when done properly RevOps may even act as a flywheel for smaller business that are experiencing fast ...

When you ask anyone about the importance of coaching, they will probably answer that they know coaching is the key to unlocking the best in people, no matter the background. The same applies to sales professionals. Whilst individuals may perform well without coaching, talent will truly excel when ...

With buyers spending an ever increasing time evaluating their options online and the time sales reps are spending with them decreasing, sales enablement is undergoing a significant change, giving the rise to Revenue Enablement. The aim of this shift is to take a more holistic approach to revenue ...