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The Bo & Luke Show Guest Podcast: How To Get 3X More Sales in 2022 with Tom Tonkin

Posted on August 15, 2022August 15, 2022 by Tom Tonkin

About the Episode: In his 25 years of business and technology experience, Tom has served as an executive in both Professional Services and Software Sales. He currently holds the position Senior Principal at Change Management & Transformation where he provides thought leadership for companies on how to improve their sales processes while also serving as CEO/Co-Founder at The Sales Conservatory (TSC), which helps leaders increase revenue through sales enablement efforts like efficient or effective strategies; all this is done with a focus towards helping clients become more mindful about changing landscape changes that will soon come upon them due not only economic turmoil but population aging too! Listen to the full The Bo & Luke Show™ Podcast here: #101 – S4E11 – How To Get […]

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Anatomy of a Decision: UKG’s Winning of DAC Group’s Business Proves That Client Success Begins Well Before the Sale

Posted on July 18, 2022July 19, 2022 by Brent Skinner and Natalie Harrington

What You Need to Know There is a certain level at which it can become very challenging to distinguish between reputable offerings. Consumers in some fields often find that any company that has managed to build a positive reputation will have a base level of capability that meets their needs and puts it on even footing with competitors. How in this circumstance is a shopper to decide between providers of software-as-a-service (SaaS) providers for the enterprise? “Eenie meenie minie moe” can stay on the playground; savvy SaaS vendors have learned to distinguish themselves through their service arms. This is surely true when it comes to vendors of full-suite human capital management (HCM) systems. There may be those that stand out as falling short compared to […]

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Why Use Analytics to Manage Your Sales Process?

Posted on July 13, 2022July 13, 2022 by Tom Tonkin

Ask John Boyd. It was the early 50s, in the midst of the Korean War, John “40 second Boyd” arrived on the scene as an F-86 pilot. John Boyd was given this nickname because he was able to defeat any opposing pilot in an aerial dogfight in less than 40 seconds. At face value, one would attribute his success to excellent piloting skills. However, his favorite fighter jet was the F-16. In layman’s terms, the F-16 is a modest machine compared to other fighter jets such as the F-15. Specifically comparing it to the F-15, the F-16 lagged. You would think that John Boyd would be more successful utilizing a giant, faster fighter jet. This was not the case. The F-16 had a few intangibles […]

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Treat Others the Way You Want to be Treated… No, Thank You!

Posted on June 29, 2022June 29, 2022 by Tom Tonkin

Treat others the way you want to be treated—the Golden Rule. Sounds good, wholesome, and righteous; yet I have concluded that this is not the best advice. That’s right, I said it. Look, I’m not trying to be contrarian or provocative here. I have spent years trying to understand how to build better relationships. This is key to having a better, more fulfilling life at home and work. I even went down the authenticity route. I was learning how to be authentic and speak my mind, “being real,” as the kids might say. Nope, that will not help you as it did not help me. Authenticity in building relationships is, shall I say, not very useful. Where did I land? For starters and brevity, I […]

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Driving B2B Sales Revenue Guest Podcast: Sales Enablement Like You’ve Never Known It (But Should)

Posted on June 15, 2022June 15, 2022 by Tom Tonkin

About the Episode: There are not enough really smart, bold, experienced, and downright radical people in sales enablement. Luckily, there is one who made a guest appearance on this very podcast, this very episode. Dr. Tom Tonkin PhD isn’t a sales enablement practitioner like you’ve ever known. Razor sharp, a mind built for critical thinking, and the presumption that salespeople need to experience things in their inner world to be able to internalize any kind of meaningful learnings as a result of sales training. As for his methods – sorry kids, you’ll have to check out the episode to get a taste of that, but I assure you – you’ll be glad you did. So brace yourself for sales enablement like you’ve never known it […]

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Case Study: isolved Re-Brand Transforms Culture and Enables Company to Weather the Pandemic Successfully

Posted on August 11, 2021November 9, 2021 by Nicholas Biron and Brent Skinner

Many organizations struggle with internal strife due to siloed teams or positions. Marketing and sales are frequent combatants, a situation that is particularly unfortunate as sales enablement works best when it’s the responsibility and purview of both teams. Although sales enablement is often perceived as marketing-led, the fact is that while the sales team needs the resources marketing provides, the marketing team also needs feedback and context from sales in order to source the most effective and useful leads. The two roles certainly do depend on one another, but if the communication is lacking, this interdependence can breed frustration for both divisions. Without proper synergy, the sales team will be uninformed about the company’s marketing campaigns, and the marketing team won’t know what actually helps […]

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Research Note: Exploring the Necessity of Modern Customer Success in the Cloud

Posted on February 22, 2021June 23, 2022 by Brent Skinner

When did customer success become a department, a division, a role, at vendors of business software for the enterprise? It was when their leaders first feared that customers’ dissatisfaction with, or ambivalence over, the product would begin to affect the bottom line in uncomfortable ways. When and where was this? According to The Customer Success Association, it was in 1996 at Vantive, a company that produced software for customer relationship management. This surprised me. My guess was a cloud company as the first. But the rationale at that CRM company, Vantive, was similar. And, once it becomes relatively easy for customers to discard with one vendor’s product in favor of another product to address the same need, vendors are more apt to sense the urgency […]

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