General

Revenue teams often start out with homegrown or “good enough” tools in their tech stack, but many stay stuck there. From patchy CRMs to DIY content folders and outdated SharePoint sites, these systems tend to survive far longer than planned. On the surface, it looks smart: custom tools tailored to your team’s needs, already paid…

“I can’t seem to find it.”   “I’ll follow up with the latest info.”  “I don’t have access to that information right now.”  These responses from your reps have the power to derail a strong conversation, but they don’t have to. Leaders across Animal Health are sharing a clear priority for 2026: Get the right data and insights into the hands of field reps, at the right…

Pharma field teams walk a tightrope every day. There is patient safety, regulatory accuracy, and brand compliance on one side. On the other, the day-to-day urgency of engaging healthcare professionals and moving conversations forward. The problem is, these two sides often pull reps in opposite directions. When compliance solutions are slow or clunky, work slows.…

Personalizing content for buyers appears simple on paper but is a daily challenge for field sales teams. Although sales leaders know that strong buyer engagement depends on timely, relevant content, reps often find themselves relying on generic presentations and one-size-fits-all messages.   As the year-end pressures rise and winter demands swift closures and planning for the…

Long sales cycles can pull buyers in a lot of different directions. With big decisions on the line and many people involved, B2B sales aren’t simple. Most buyers are juggling competing priorities, sorting through too much information, and sitting through slide decks that often miss the mark. That’s where custom pitch decks start to make…

Having been a student of Sales and Marketing Technology for the past decade, I’ve witnessed a notable shift recently in the practice of Sales Enablement. This has led me to believe that we are witnessing a generational shift to Sales Enablement 2.0. The Covid pandemic in many ways fueled the rise of traditional Sales Enablement.…

One of our favorite overused terms in tech is “transformation.” The reality is that in this industry’s history, I can count on one hand the number of times when true transformation has occurred. First was Cloud Computing. In 2004, when the idea of computing resources in the cloud was being proposed, if one were asked…

Aggressive sales tactics are a turn-off for prospective clients. A recent study showed that for 84% of buyers, tone-deaf sales tactics that do not directly address their needs was an ongoing concern. In addition, only 62% of buyers felt that sales reps listened to their needs. 45% of buyers did not believe that sales reps did any…