Blog Archives

Five Imperatives for Sales Enablement in 2020

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By Seleste Lunford, CRO of CSO Insights – part of Korn Ferry ELAvate is now part of the Korn Ferry partner team. Here is the latest review of sales enablement progress and potential enablers by Seleste Lunford. ELAvate respects her as

Posted in B2B Sales, Enablement

Selling in the Age of Ceaseless Change: The 2019 Sales Performance Report

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by Miller Heiman As a partner of Miller Heiman Group across Asia, I am happy to send you the latest MHG Sales Performance Report as of 2019. Use this report to review, reflect and make changes in your sales productivity

Posted in B2B Sales, Sales Performance, Sales Strategy

One Size Fits All ? Not in Sales!

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Wikipedia describes “One size fits all” as a description of a product that would fit in all instances. The term has been extended to mean one style or procedure would fit in all related applications. Many sales managers seem to

Posted in B2B Sales, Character, Sales Talent

The 5 Levels of Sales Leadership

Sales Blog #86 — The 5 Levels of Sales Leadership

All successful B2B sales people have mastered the 5 Levels of Sales Leadership. Adapted from Dr. John Maxwell’s book “The 5 Levels of Leadership,” the accompanying power point slides will illustrate how you can achieve better customer relationships that lead

Posted in B2B Sales, Customer Relationships, Sales Leadership

10 Trust Busters that Can Lose the Sale

Sales Blog #85 — 10 Trust Busters that Can Lose the Sale

B2B sales people take a journey to reach the close. This is with usually more than one customer, more than a few sales calls. If trust is gained on the journey, you are more likely to get the sale. Trust

Posted in B2B Sales, Customer Relationships

10 Guidelines for Collaborating With Influencers for B2B Sales Success

Sales Blog #81 – 10 Guidelines for Collaborating With Influencers for B2B Sales Success

All salespeople want to get to and sell to the “decision maker.” Many a sales person has trampled over the influencers to arrive face to face with the boss only to find they lost the sale already.  The influencers told

Posted in B2B Sales

The ROI of Sales Messaging

Sales Blog #74 — The ROI of Sales Messaging

Remember, there’s as much differentiation in how you sell as there is in what you sell. The rise of the connected, informed buyer demands the B2B sales organization have a granular focus into how it’s engaging with customers, both digitally

Posted in B2B Sales, Communication

Elevate Your Game and Win More

Sales Blog #73 — Elevate Your Game and Win More

Recently, my sales training principal, MHG, published a very insightful research paper on “The 4 Critical Insights of Selling Today” in today’s global world of the B2B marketplace. ELAvate is happy to provide you this research where you will learn:

Posted in B2B Sales, Research

You Thought The Sale was Closed and Now The Customer Wants to Negotiate!

Sales Blog #69 — You Thought The Sale was Closed and Now The Customer Wants to Negotiate!

Many of us love selling, but dread negotiating. To sell in the B2B environment, we are the eternal optimist, problem solver and relationship builder and feel real good when we get the verbal yes for the sale. Then the client

Posted in B2B Sales, Sales Negotiation

Successful Sales People Practice Intentional Living

Sales Blog #65 - Successful Sales People Practice Intentional Living

Last week Dr. John Maxwell came to Singapore and Jakarta. I was inspired, blessed and motivated to reach new levels of success and significance as a leader, B2B sales manager, father, and coach of young leaders listening to John being

Posted in B2B Sales, Books

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