Value Selling

GTM Productivity Leadership Sales Process Value Selling

July 15, 2014

Why Your Heroics Won’t Scale

Who doesn’t love a hero? You’re down to the wire; the situation looks hopeless, and someone appears out of nowhere to save the day. Every company has them. The sales…

Doug May

Love1154

Sales Enablement Sales Process Value Selling

April 21, 2013

Value is in the eye of the beholder

Wait a minute. Value? You thought it was beauty that lived in the eye of the beholder. It is. But so is value. We each look at the world…

Doug May

Love379

GTM Productivity Leadership Sales Enablement Sales Process Value Selling

March 23, 2013

Stop Measuring Sales Enablement. Start Measuring Momentum.

T here's a question that needs to be asked at the end of every enablement session. Not to the trainers. To the reps. "What can you do now that you…

Doug May

Love3368

Sales Enablement Sales Process Value Selling

March 21, 2013

Everyone remembers the scene. Cuba Gooding Jr. has Tom Cruise on the phone and will not let up until Jerry shouts the words back to him, again and again, louder each time. “Show me the money”. I’ve heard those exact words in a hundred customer conversations, just usually without the shouting. They love the technology. They want it. But…

Doug May

Love253

GTM Productivity Leadership Sales Enablement Sales Process Value Selling

February 22, 2013

Driving Sales Productivity in GTM at Scale

When I was at Harness, I used to get questions about my role all the time. “SVP of Productivity? I’ve never heard of that role. What do you do?” When…

Doug May

Love549

Leadership Sales Enablement Sales Process Value Selling

February 15, 2013

New Year. New Quota. Here are 3 tips for Climbing that Mountain.

The clock hits zero. For most of the world, December 31 is a night for champagne and a look back at the year. For salespeople, it is the final buzzer.…

Doug May

Love382

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Why Your Heroics Won’t Scale

Value is in the eye of the beholder

Stop Measuring Sales Enablement. Start Measuring Momentum.

Show me the Money

Driving Sales Productivity in GTM at Scale

New Year. New Quota. Here are 3 tips for Climbing that Mountain.

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