Eric Zines

Principal Analyst

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Sales Enablement And The Great Resignation — Three Things You Need To Do NOW

Eric Zines November 11, 2021
Between April and August of 2021, the US Bureau of Labor Statistics reported an alarming trend for businesses: The number of resignations, or the “quits rate” as they call it, began to climb to record monthly highs. In August, 2.9% of the labor force resigned, which is up from a “normal” run rate of around […]
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Build Or Buy A Sales Methodology? What You Need To Know Before You Decide

Eric Zines October 5, 2021
When confronted with the price tag for implementing a commercial sales methodology, many B2B sales and sales enablement leaders consider the option of building one in-house. The reasoning being: We are completely unique, and no off-the-shelf methodology would work here; plus we know our customers, we know our sales process, and we have sales learning […]
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What Is A “Hybrid” Sales Kickoff?

Eric Zines September 21, 2021
Yay, autumn! The time when those of us who didn’t put last winter’s work into building this summer’s beach body can finally relax … some more. We’re trying to figure out what to do with enough garden tomatoes to start a small Italian restaurant and what to do with the balance of our vacation days […]
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Sales Enablement Leaders: Name The Last Time You Spoke With A Buyer

Eric Zines August 23, 2021
As enablement professionals, how do we keep from becoming disconnected ivory tower philosophers? Consider these six strategies.
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Is Your Sales Methodology An Innie Or An Outie?

Eric Zines July 22, 2021
Don’t worry, this is not a discussion about navels; it is an attempt to provide some very basic categorization of sales methodologies based on whether the methodology addresses internal or external interactions.
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Three Sales Methodology Trends We Can All Get Behind

Eric Zines December 15, 2020
The days of sales methodology vendors offering a single strategy for every selling situation may be numbered. Vendors are now aiming to address sellers' specific challenges — and they're doing so with urgency.
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Four Critical Planning Considerations For Sales Enablement Leaders In 2021

Eric Zines October 20, 2020
Sales enablement leaders should be prepared to optimize and expand the all-virtual environment in 2021. Annual planning — for resources, personnel, and programs — will be particularly difficult as enablement leaders solve for the current environment but also anticipate what comes next. Improve your odds for success with the four following suggestions.
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Five Questions To Ask Before Changing Sales Methodologies

Eric Zines September 25, 2020
Sales methodology is a topic that evokes a wide range of comprehension among sales professionals, largely depending on their personal history with the methodologies their previous employers used.
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