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Grant Glaser

Grant GlaserShare

Director, Sales Leader Excellence Coach, Salesforce
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Grant Glaser
Director, Sales Leader Excellence Coach at Salesforce January 10
I enjoy companies that operate from a set of core values & principles. Step one is to call out learning as core to the business's success.  Next, you should consider: ...Read More
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Grant Glaser
Director, Sales Leader Excellence Coach at Salesforce January 10
Great question & cross-functional support is paramount to success. My best recommendation: Find common areas of overlap or shared interest Align on the outcomes you bo...Read More
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Grant Glaser
Director, Sales Leader Excellence Coach at Salesforce January 10
Sales is an ever-evolving sport and there is no sitting on your laurels if you want to stay ahead. Companies are constantly on the look-out for cutting edge technology...Read More
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Grant Glaser
Director, Sales Leader Excellence Coach at Salesforce January 10
One word: outcomes. Sales enablement should (and needs to be) tightly aligned to business objectives & desired outcomes of the business/sales organization. When you ti...Read More
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Grant Glaser
Director, Sales Leader Excellence Coach at Salesforce January 10
Begin by baselining critical metrics for new seller success. It could be things like: time to first deal, deal velocity, time to pipeline, etc. Then: Divide new seller...Read More
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Grant Glaser
Director, Sales Leader Excellence Coach at Salesforce January 10
Without feedback, you're building & delivering learning in a vacuum and not setting yourself up for success. To mitigate this: Collect feedback early & often Send a 5 ...Read More
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Grant Glaser
Director, Sales Leader Excellence Coach at Salesforce January 10
There needs to be a problem to solve. Begin by finding out what problem exists. Then, Create a clear problem statement Define the current vs. desired future state Outl...Read More
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Grant Glaser
Director, Sales Leader Excellence Coach at Salesforce January 10
Getting feedback from sales (both leaders & sellers) is crucial. It'll help you assess success, relevance, and what you need to focus on next. It's easy to skip over &...Read More
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Grant Glaser
Director, Sales Leader Excellence Coach at Salesforce January 10
You'll get many enablement requests from a vast number of sources. I recommend triaging using this flow: Inbound request for enablement Substantiate with data (where &...Read More
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Grant Glaser
Director, Sales Leader Excellence Coach at Salesforce January 10
There are many of ways to incorporate feedback into your enablement work. One framework that has served me well is the, 'Successive Approximation Model (SAM)'. In summ...Read More
Credentials & Highlights
Director, Sales Leader Excellence Coach at Salesforce
Sales AMA Contributor
Top 10 Sales Contributor
Knows About Sales Enablement, Developing Your Sales Career, Sales Interviews, Pipeline Management...more