Past Research

Engineering Valuable Sales Conversations

The report introduces the core concept of sales enablement the remains valid today - build a factory to scale valuable conversations.

Uncovering the Hidden Cost of Sales Support

Taking an accounting approach, this report provides a way to classify categories of spending that are more informative and valuable than activity-based approaches.

The Selling System in the Age of the Customer

Provides a macro overview of the changes going on in the market, introduces a more systems thinking based approach to sales and marketing, and how to envision it more holistically.