by Bob Junke | Dec 21, 2019 | Blog
The 2015 MHI Sales Best Practices Study found that salespeople engaged in B2B selling must now sell to buying committees with an average of 5.8 buyers. The findings in the study also state that in today’s world of “rising buyer expectations,” these...
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 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...
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