Here you can view previous Roundtable discussions:
Leading a Sales Team Through a Crisis and Out to the Other Side – Safely and Securely
We fully appreciate that survival is at stake for many businesses but eventually this crisis will abate, and so sales managers/leaders must live with the decisions they are making now or accept the medium and long-term consequences. That means more than simply keeping the machinery ticking-over. This is not a time for inertia and certainly […]
The Future of Professional Selling – What Will the New Normal Be Like?
We all understand that we are currently in unchartered waters and our uncertainty and anxieties for the health of our loved ones, our careers and our companies are natural. Nobody can predict with any confidence what the sales space is going to look like post-pandemic and returning to normality – yes, we will all win […]
Sales Leadership – The Coaching Imperative
Even if salespeople have undergone progressive sales training, there’s no guarantee that they will be successful. It is common knowledge that skills grow rusty over time and salespeople are prone to pick-up bad habits along the way, or to simply skip steps and take shortcuts that can lead to long-term trouble. Perhaps even more important […]
Sales Enablement or Revenue Enablement or Customer Enablement or?
What we do know is that sales enablement has stalled: Ongoing research suggests that less than 3%of organizations exceeded their objectives in 2019 and even the most vociferous evangelists are admitting that a plateau has been reached. During this latest Roundtable, we tried to understand why, after just five years, the wheels appear to be […]
How Can We Accelerate the Alignment of Sales & Marketing?
Sales and marketing misalignment is extremely common, and companies with divided sales and marketing teams that function separately are putting themselves at a disadvantage. And yet, both marketing and sales teams have the same goal of driving sales and revenue, so it is crucial to keep them in sync. Sales and marketing alignment is potentially […]