by Bob Junke | Apr 25, 2018 | Blog
Recently I had the honor of being asked by the Sales Enablement Society (“SES”) to offer my definition of sales enablement, as an alternative to the one the SES Definition Working Group came up with. My definition follows, along with the reasons for it and...
by Bob Junke | Feb 22, 2018 | Blog
Opportunity assessment is perhaps the most important function that first line sales managers should perform. It is the process of evaluating a seller’s opportunities against six key qualifiers to proactively identify and rectify problems, both with the opportunity...
by Bob Junke | Feb 14, 2018 | Blog
Heinz Marketing studies in 2015 and 2017 concluded that there is “…a massive gap between the importance and effectiveness of Sales Enablement.” In this podcast I’ll discuss the Nine Factors that Create the Sales Enablement Effectiveness Gap. My objective is to...
by Bob Junke | Feb 5, 2018 | Blog
Bob Junke spent several years working with many companies from around the world to determine how to create a high performance sales environment. The result is the seven conditions discussed in this podcast. By deploying these conditions companies can see dramatic...
by Bob Junke | Feb 1, 2018 | Blog
Objective I’ve worked with sales managers and sales executives from around the world for more than 25 years, and have helped them dramatically boost the performance of their sales people and in fact their entire sales operation. Based on those experiences, my...
by Bob Junke | Jan 26, 2018 | Blog
Insight Success Media recently nominated us as one of The 10 Best CRM Solution Providers To Watch 2018. We were nominated because of our ability to “help the business world by bridging the gaps between customers and consumers in the process, helping enterprises...
by Janine Buis | Jan 24, 2018 | Blog
By now, you’ve read the flurry of New Year posts and had time to reflect on your learnings from last year. You’ve finalized your growth targets for the year, and are energized and ready to go. You have that feeling of excitement and anticipation of all the...
by Bob Junke | Jan 22, 2018 | Blog
Sales Enablement is so much more than content creation. There is a somewhat dizzying array of important items to consider: The impact that external factors, such as market and technology changes, have on buyers and in turn your on content, Rapidly changing buyer...
by Bob Junke | Jan 9, 2018 | Blog
The Sales Enablement Effectiveness Gap In their 2015 study Heinz Marketing and Highspot concluded that, “New research shows a massive gap between the importance and effectiveness of Sales Enablement.” They affirmed that gap in their 2017 follow up study when they...
by Bob Junke | Nov 16, 2017 | Blog
A working group within the Sales Enablement Society has come up with a draft definition of what Sales Enablement is: What is Sales Enablement? Sales Enablement ensures buyers are engaged at the right time and place, and with the right assets by well-trained...
by Bob Junke | Nov 14, 2017 | Blog
Insights Success, a business solution magazine that focuses on emerging companies across the globe, has nominated us as one of “The 10 Best CRM Solution Providers To Watch 2017”. Our CRM product is the Adventace Sales Management System, and Insights Success...
by Bob Junke | Nov 9, 2017 | Blog
During the recent Sales 3.0 Conference in Las Vegas, Bob Junke, Adventace Founder & CEO, was interviewed by Selling Power’s CEO, Gerhard Gschwandtner. The topic was The Seven Conditions to Create a High Performance Sales Environment. In addition to the Seven...
by Bob Junke | Oct 17, 2017 | Blog
The Sales Enablement Effectiveness Gap Heinz Marketing recently conducted a study on Sales Enablement. They said, “New research shows a massive gap between the importance and effectiveness of sales enablement.” We’ve had extensive experience...
by Bob Junke | Oct 5, 2017 | Blog
The Problem Not atypically, if you take a look at a seller’s – and consequently an organization’s – revenue over the course of a year you will see peaks at the end of each quarter with a substantial peak at the end of the 4th quarter. This is...
by Bob Junke | Oct 5, 2017 | Blog
Introduction I applaud my colleagues at the Sales Enablement Society for having a working group whose task is to define sales enablement. Over the past 20+ years I have seen many sales enablement endeavors succeed and fail. When I look back, I would have to say...
by Bob Junke | Sep 20, 2017 | Blog
Introduction Two types of buyers now dominate the B2B buying world. Sales managers should deploy the sales enablement strategy described in this article so that their sellers can successfully sell to both. We’ll start by using the research-based model that defines how...
by Bob Junke | Sep 13, 2017 | Blog
Last week we came to grips with some statistics on “below the power line” opportunities – and how salespeople could be wasting a much as 40% of their selling time chasing down the wrong leads. Now, let’s look at a step-by-step approach to achieving a...
by Bob Junke | Sep 7, 2017 | Blog
Predictive analytics are a special class of sales metrics to track because they pinpoint specific sales performance problems today that will prevent achieving objectives tomorrow, unless they are corrected. As the research presented below shows, the number one problem...
by Bob Junke | Aug 29, 2017 | Blog
Every Sales Executive has a dream of building a high performance sales environment, culture, and team, yet have no idea how to do it. Your system and book is the only one I’ve seen that can get them there. David Kopf Vice President of Sales As Mr. Kopf said, the...
by Bob Junke | Aug 7, 2017 | Uncategorized
The Sales 3.0 Conference, Las Vegas will provide executives in sales and sales operations with key insight and strategies to drive improved sales performance and revenue growth. Adventace is pleased to be a sponsor for this important event. You will learn from sales...
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