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David Reeves

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Director, Sales Enablement, Novell, Inc.

30 points

18 years in building, managing, and enabling sales, partnerships and alliances. Strong emphasis in partner development and maximizing the dynamics of partners and employees. Occupations: Sales Enablement, Business Development, Channel Management, and Field Sales.

May 12, 2011

David Reeves recommends this answer by Tamara Schenk

Is there a difference between 'project management' and 'project leadership'? If so, what is it?

They are not the same! There is no better quote than this one from Seth Godin to explain the difference:
" Leaders have followers, managers have employees".
Managing projects is about getting the project work done in budget, time and the defined quality. The focus ... more

Information Technology

Cloud Computing

April 6, 2011

David Reeves is now following Kathleen Schaub and 2 other people

April 6, 2011

David Reeves and 3 other people answered this question

Is the way we do sales and marketing aligned with the world today? Why/why not?

@Kathleen - agree with your comments. Excellent points. You hope that the CEO allows the CMO (who is well-informed via the troops engaged at the front-lines) to drive innovation based on changing buyer behavior...which should lead to business strategies being addressed at the exec levels ... more

Marketing Tactics

March 31, 2011

David Reeves recommends this answer by John Cousineau

What is the best way to train sales people to better understand their customers needs?

Customers are too busy to commit further time to a sales person who hasn't understood their needs (or tried hard enough to do so). So ... give your sales people feedback, in the form of buyer action metrics, that let your people see + understand ... more

Sales Development

Sales Management

March 25, 2011

David Reeves and 4 other people answered this question

What are the biggest pain points in your sales enablement processes and how can you identify them?

Thanks for initiating a discussion on this topic, Lauren. For me, biggest pain points are in two areas: alignment and measurement.
Aligning cross-functional teams towards an outcomes-based enablement model is never easy. Absolutely necessary, but a difficult task in a large company. Aligning the message/content, aligning ... more

Enablement Strategies

Sales Enablement

March 21, 2011

David Reeves recommends this answer by Mark Hunter

What are your 3 best practices for developing global sales training material?

Best item is in knowing all role-plays and examples must be developed by individual market. Attempting to use the same role-play globally will turn off audiences quickly.
Second is in "localizing" the language, pictures, diagrams. Yes the training concepts must remain the same globally but how ... more

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Enablement Strategies

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