Sales Performance

The death of the sales funnel

We have been closely following the shift in B2B and B2C sales organizations. It’s not news that sales motions are becoming more complex. However, what’s different now (and continues... ...Read more

Five steps to increase seller productivity in FY17

Sales leaders know that their ability to properly enable their sellers is one of the most important factors in hitting numbers. However—with the proliferation of sales enablement vendors, bloggers,... ...Read more

Account-based marketing: The three things that matter

PK recently hosted a roundtable with Senior Marketing Executives across high-tech and software industries. The attending brands ran the gamut from considering targeted account-based marketing pilots to deploying ABM... ...Read more

Need to increase sales enablement in 2017? Start here.

Q4 is upon us. This means it’s crunch time for all sales organizations looking to hit their numbers. It’s also planning time for FY17, which means sales leaders are... ...Read more

Seven steps to successfully implement sales enablement tools

Highspot recently published reports from three leading analyst firms listing 52 companies with sales enablement technologies. Clearly, sales enablement capabilities are top of mind for many companies these days.... ...Read more

Why Your Sales Initiatives Won’t Work (And What to Do About It)

Sales organizations have been trying to ‘crack the sales code’ ever since selling became a profession. Every few years someone comes up with a new sales methodology that claims... ...Read more

Key Success Factors For Implementing Sales Enablement Tools

Enabling sellers to be more efficient and impactful is difficult. Technology is one aspect of sales enablement that is helping companies increase productivity. The challenge is identifying the technology... ...Read more

Webinar: Improve Real-time Training with Sales Enablement

Webinar: Improve Real-time Training with Sales Enablement Thursday, February 18 at 11:00 am Pacific / 2:00pm Eastern Register here At PK, we help organizations improve sales performance. With the... ...Read more

Re-tuning the B2B Sales Role for 2016 and Beyond

Buyers today are informed, digitally savvy and squarely in the driver’s seat in terms of how and when they want to talk to sales. As we illustrated in The... ...Read more

Top 5 Reasons You Need to Implement Sales Enablement in 2016

The Aberdeen Group recently released a report on Why Sales Enablement is a Must Have. Aberdeen’s research discovered that 60% of best-in-class organizations have a formal competency to ensure... ...Read more