How to Get Started

Remember the old joke about how to get to Carnegie Hall? The surprise answer was “practice, practice, practice.”

Imagine if you really had to answer that question, in the absence of GPS technology. It’d be important to know your friend’s starting point, right? In my webinars, I use this cartoon to illustrate the point relative to how to start or evolve a sales enablement function.

Develop a Sales Enablement Charter

I’m a big fan of alignment. A boat won’t go as fast as possible if the rowers are paddling in opposite directions. Long before I heard others talk about developing a “sales enablement charter,” I just called it ...

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