Grant Glaser

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

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

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

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

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

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

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

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

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

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