For your sales enablement practice, you want to improve your sales productivity (your sales force's ability to generate profitable revenue) . Achieving this goal first requires a strong foundation of the concepts of sales enablement and sales effectiveness. This post lays out that foundation which fuels the mashup of sales enablement and sales effectiveness. I’ve always liked the Socrates quote, “The beginning of wisdom is the definition of terms.” Remarkably, we have relatively few common definitions in the sales profession. So, for purposes of alignment and...

This adaptable sample agenda can guide conversations during this first meeting.

Eighty percent of major companies expect to be using artificial intelligence by 2020, but their training departments are likely to be the last places you’ll find it. We need to fix that.A recent survey of Millennials revealed that 40 percent of them interact with a chat bot, a program that simulates a human conversation, on a daily basis; another survey indicates that many people prefer chat bots over humans for certain types of customer support transactions.While other industries are already developing AI, the learning industry seems to be lagging behind. It’s...