by Bob Junke | Aug 4, 2020 | Blog
The Corporate Executive Board found that salespeople engaged in B2B selling must now sell to buying committees with an average of 5.4 buyers. Corporate Visions reported that 74% of buyers choose the sales rep that was first to add value and insight. % Buyers Choose...
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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