Blog

Tanner Mezel

Sales Transformation

A company wanting to shift its strategy must undergo adjustments in order to take a programmatic approach and drive lasting momentum...

Tanner Mezel

The Agile Revenue Organization

Change is inevitable. But it's never been more real than today. Companies must adapt faster and smarter than ever before.

Sales Enablement Maturity for World Class Organizations

Heather Easterday

Sales Enablement Maturity for World Class Organizations

You have now laid the foundation for maturing the strategic function of sales enablement by creating a clear definition and developing a...

Proving the Value of Sales Enablement Through Growth Initiatives

Heather Easterday

Proving the Value of Sales Enablement Through Growth Initiatives

One of the best ways you can prove the business impact of sales enablement is through the successful implementation of growth...

The Changing Definition of Sales Enablement

Heather Easterday

The Changing Definition of Sales Enablement

Connector. Revenue Driver. Sales Enabler. You. Do you think of yourself this way? Have you ever thought of your role as the center of an...

B2B Selling in a Post-Covid World: Re-Enable Your Sales Teams

Tanner Mezel

B2B Selling in a Post-Covid World: Re-Enable Your Sales Teams

Find out how high-performing companies are remotely enabling their sellers with information that is guided, ready in real-time, and easy.

Sales Enablement for Vertically Aligned Selling

Tanner Mezel

Sales Enablement for Vertically Aligned Selling

Sales needs to know your company is committed to the change to sell with deeper insight into specific industries.

Sales Enablement for Launching a New Product

Tanner Mezel

Sales Enablement for Launching a New Product

Here are some best practices and worst practices for launching a new product or service offerings.

The Sales Enablement Needed to Scale for Growth

Matt McClendon

The Sales Enablement Needed to Scale for Growth

Your company created initial momentum/success. Scaling for growth is about translating your initial success to a broader set of resources.

Sales Enablement for Selling Integrated Solutions

Rachel Bodayle

Sales Enablement for Selling Integrated Solutions

Your salespeople may be great at selling individual products, but how do you get the team up to speed telling a broader story?

Tanner Mezel

Sales Enablement for a New Message

Messaging is critical to the way products and services are sold, marketed, and perceived in the marketplace.

3 Actionable Ways to Align Sales & Marketing

Rachel Bodayle

3 Actionable Ways to Align Sales & Marketing

Marketing and sales often live in different worlds. So how can you bring these two groups from different worlds together?

Why Sales Playbooks are Essential for Sales Effectiveness

Rachel Bodayle

Why Sales Playbooks are Essential for Sales Effectiveness

Organizations produce messages on different levels. There’s a corporate strategy which influences strategies for growth.

Matt McClendon

What is a Sales Playbook?

So what is a sales playbook? Let's start with what a sales playbook isn't.

Matt McClendon

Sales Process Playbook vs Sales Messaging Playbook

A common mistake is viewing sales playbooks as primarily about what to do

Rachel Bodayle

Leading an Executive Conversation

In our work, we meet a lot of sales and marketing leaders who are puzzled as to why their salespeople avoid conversations with executives

Learning How to Lead a Better Sales Conversation

Rachel Bodayle

Learning How to Lead a Better Sales Conversation

Companies are always looking to have more effective customer conversations.

Rachel Bodayle

The Divide Between Sales & Marketing

We’ve found that there is often a sizable divide between sales and marketing teams.

Does Your Company Have a Sales Leadership Culture?

Rachel Bodayle

Does Your Company Have a Sales Leadership Culture?

Most B2B companies care about and invest in their sales culture, but often forget the importance of building a sales leadership culture.

Rachel Bodayle

A Competency Model for Selling in the Digital Age

Anthropologists are looking carefully at signs of evolution

Rachel Bodayle

How Digital Disruption Is Changing the B2B Sales Process

Digital Selling is transforming the process of selling.

5 Reasons B2B Companies are Failing to Sell Digital

Rachel Bodayle

5 Reasons B2B Companies are Failing to Sell Digital

Digital disruption is all around.

Rachel Bodayle

The Relationship Between Demand Generation and Today's B2B Sales Team

The following is an interview with Carlos Hidalgo, CEO of ANNUITAS

Heather Easterday

Effective Sales Training

Companies are spending 20 billion dollars a year on sales training, according to the ASTD – 20 billion!

Rachel Bodayle

Revolutionizing Sales Playbooks

The following is a transcription from DSG’s recent webinar "Revolutionizing Sales Playbooks" featuring Sharon Little and Tanner Mezel.

Have You Started Planning for Sales Enablement?

Tanner Mezel

Have You Started Planning for Sales Enablement?

It's never too late to start planning for sales enablement. What will be your company's big ideas for driving growth?

Tanner Mezel

A Proven Sales Transformation Process

Step 1: Commit to a 24-month Timeline

Tanner Mezel

What is Sales Transformation?

Sales transformation is the alignment of every sales channel with strategies for driving growth.

Tanner Mezel

Sales Transformation Keys to Success

We’ve watched hundreds of B2B organizations succeed as well as fail at Sales Transformation.

Creating Sales Playbooks for the Real World

Heather Easterday

Creating Sales Playbooks for the Real World

There is definitely a lot of complexity to this issue of aligning your sales channels with your growth initiatives.

Coaching to Sales Strategy Implementation

Heather Easterday

Coaching to Sales Strategy Implementation

So your strategy is right. Your messaging is right. And you feel great about your sales process.

Aligning Sales Process with Growth Goals

Heather Easterday

Aligning Sales Process with Growth Goals

Let’s assume the sales strategy is right. And the sales messaging is right. Have you aligned your sales process?

Heather Easterday

Deploying Sales Strategy

A new growth strategy creates lots of questions for the sales channels. Questions they may not even realize they should be asking.

I Want to be a Rock Star: Sales Coaching Tips from Nashville's Music Industry

Rachel Bodayle

I Want to be a Rock Star: Sales Coaching Tips from Nashville's Music Industry

Sales coaching is filled with lessons from the world of sports. We decided it was time for some new insights

5 Sales Messaging Lessons from Nashville Songwriters

Rachel Bodayle

5 Sales Messaging Lessons from Nashville Songwriters

With many organization focused on selling with insight, there’s an acute interest in equipping sales teams to be better storytellers.

Heather Easterday

Translating Sales Strategy Into Action

We find that a lot of companies place big bets on strategies that absolutely cannot fail.

INFOGRAPHIC: The Sales Conversation Divide

Tanner Mezel

INFOGRAPHIC: The Sales Conversation Divide

What is your big idea for growth?

Heather Easterday

Sales & Marketing Alignment: Building a Practical Bridge

The natural tension between sales and marketing is not going to simply disappear.

Sales & Marketing Alignment: Buying Conversation Examples

Heather Easterday

Sales & Marketing Alignment: Buying Conversation Examples

The model below is a high level example of ‘Buying Conversation Map’ which is utilized to map out sales enablement requirements

Sales & Marketing Alignment: Using the Customer Buying Process

Heather Easterday

Sales & Marketing Alignment: Using the Customer Buying Process

The Customer Buying Process can be a bridge that connects the marketing process to the selling process.

Sales & Marketing Alignment: What Bridges the Divide?

Heather Easterday

Sales & Marketing Alignment: What Bridges the Divide?

Alignment between sales and marketing – elusive, but many organizations are successfully bridging the divide.

Rachel Bodayle

INFOGRAPHIC: Risk of Not Aligning Sales

When companies fail to build a bridge from their “big idea” strategy to the sales conversation, there’s a negative business impact.

DSG Sales Training Programs Awarded for Excellence

Rachel Bodayle

DSG Sales Training Programs Awarded for Excellence

We’re proud to announce that Training Industry included DSG in their 2015 Watchlist of movers and shakers in the sales training industry.

DSG and SAVO Partner on a Playbook Approach to Sales Enablement

Tanner Mezel

DSG and SAVO Partner on a Playbook Approach to Sales Enablement

DSG’s Sales Enablement Services + SAVO’s Powerful Sales Technology. DSG is proud to announce a partnership with SAVO.

Implementing Sales Enablement to Improve Revenue Predictability

Heather Easterday

Implementing Sales Enablement to Improve Revenue Predictability

Today, we look at what you do to ensure implementation of the sales process and sales messaging created in part one.

Sales Enablement Lessons on How to Improve Revenue Predictability

Heather Easterday

Sales Enablement Lessons on How to Improve Revenue Predictability

A few years ago, IT outsourcing company CompuCom had a pipeline problem.

Rachel Bodayle

Sales Insight Roundup: Mobile Sales Tips & 2014's Top Sales Enablement Books

The sales insight roundup gathers news, research and provocations from thought leaders in sales and leadership.

Rachel Bodayle

Sales Insight Roundup: Challenging The Status Quo from Business Metaphors to Sales Strategy

The sales insight roundup gathers news, research and provocations from thought leaders in sales and leadership.

Rachel Bodayle

Sales Insight Roundup: Workplace Learning & Work-life Balance

The sales insight roundup gathers news, research and provocations from thought leaders in sales and leadership.

Rachel Bodayle

Sales Insight Roundup: Segmentation Strategy and Executive Coaching Tips

The sales insight roundup gathers news, research and provocations from thought leaders in sales and leadership.

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