Zoominfo

JULY 12, 2021

The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. . Fast-Track Sales Enablement. Sales managers give feedback and share their expertise to onboard and coach their sales reps. Customer success teams.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

DocSend

MAY 17, 2022

A lot of what a sales enablement tool does is teach reps how to sell or store information they need to sell. These capabilities are a really great fit when sales managers want to choreograph how a rep should sell. Sales reps know that an opened email doesn’t accurately indicate prospect engagement level.

Negotiation 98

Negotiation Tools Collateral Hiring 98

Allego

SEPTEMBER 17, 2020

Virtual sales teams also need the ability to access key information while they’re on the go, share best practices, and learn as they go from subject matter experts. The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects.

Collateral 147

Collateral How To Video Face-to-face 147

Allego

JULY 31, 2023

They need access to multiple things related to their job, such as how to use sales tools, sales collateral, product information, presentation decks, HR documents, and training materials. Buyers receive outdated sales collateral. Sellers don’t know how to use sales tools. Can you find the content?

Buyer 62

Buyer Collateral Scale Survey 62

SalesFuel

MARCH 20, 2024

She recommends sharing “specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them.” Photo by Christina Morillo SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Hiring 52

Hiring Decision Maker Vendor Collateral 52

DiscoverOrg Sales

DECEMBER 4, 2017

Despite the vital role content serves in generating sales, the average salesperson doesn’t use most of what is created. Additionally, sales spends too much time on non-selling activities, which may include searching for relevant content, or even creating sales collateral themselves. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Cincom Smart Selling

FEBRUARY 9, 2016

New product rollouts and availability should be preceded by training, collateral distribution and sales support materials. Sales/Marketing Programs – Compensation plans, incentive plans, territory plans, market segmentation and special campaigns should be well understood and in place prior to starting any sales activity with a partner.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Allego

JULY 9, 2020

If you need to re-align expectations, identify specific competencies that need to be improved and focus on supporting managers’ delivery of that coaching. Pre-recorded video enables sales managers to observe, evaluate, and coach remotely and asynchronously. Sales managers need to understand if (and how) a rep is struggling.

Hiring 159

Hiring Training Scale Sales Enablement 159

Sales and Marketing Management

OCTOBER 26, 2020

Qualia, a real estate company, uses software that allows sales managers to listen in and “whisper” feedback. . A wider range of personality types can flourish in virtual sales, so the recruitment pool is larger than for field sales. .

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

SBI

MAY 17, 2018

Seismic centralizing all sales collateral into one area, and then automatically distributes it to other tools where sellers spend most of their time, such as in their CRM, their email client, or their mobile device. They can highlight content to the sales teams that they see are performing well.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

Mindtickle

AUGUST 28, 2023

Pharmaceutical sales training faces several unique challenges that require tailored approaches and solutions. These challenges include: No insight into field activities Traditionally, it has been difficult for sales managers to gain visibility into the daily activities of their sales reps in the field.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Highspot

JANUARY 4, 2024

It’s about getting sales reps out of the classroom and into actual sales environments, where they can learn firsthand from real-life interactions and challenges. Additionally, set up field visits to actual sales meetings where reps can observe and engage with more experienced reps and customers in real time.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Zoominfo

JANUARY 27, 2022

Two prospects who have the same job responsibilities might fill out the form differently, where one enters “Sales Manager” and another uses “Manager, Sales.” When it comes time to personalize an email campaign — or, in the case of live events, print name tags — data normalization ensures your collateral is on point.

Data 130

Data Segment Sales Qualified Lead Collateral 130

The Center for Sales Strategy

DECEMBER 3, 2019

Sales enablement is a strategy that aligns marketing, sales, and operations while lowering costs, increasing revenue, ensuring brand integrity, and ultimately closing more deals. Even the most talented sales reps can benefit from the right support, structure, and technology.

Report 65

Report Sales Enablement Media Collateral 65

Zoominfo

JULY 12, 2021

The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. Fast-Track Sales Enablement Sales managers give feedback and share their expertise to onboard and coach their sales reps.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Rank 130

SBI

JUNE 23, 2020

Sales managers leading geographically dispersed sellers are doubling down on the fundamentals. Sales managers need the ability to deliver messaging, share information in a timely manner, and help reps hone their talking points. A New Era of Sales Management. How could your organization improve messaging?

Hiring 143

Hiring Scale Face-to-face Collateral 143

Hubspot Sales

JUNE 8, 2022

Every business goes through sales slumps, and it's the job of sales managers and directors to formulate a company-wide strategy to combat them. Approach your manager about levers you can pull to get more prospects biting — discounts, freebies, relaxed contract terms, etc. Collaborate on new marketing collateral.

Data 122

Data How To Call-back Collateral 122

Hubspot Sales

FEBRUARY 22, 2023

And if so, what does it look like to sales professionals? In this post, we're going to discuss what it means to quiet quit in sales, what it looks like, and what sales managers can do when they think it's happening in their teams. Quiet quitting isn't a standard business term — it's subjective and new.

Motivation 87

Motivation Quota Collateral Call-back 87

Janek Performance Group

OCTOBER 18, 2021

As a football coach may pump up the team for the fourth quarter, sales managers can provide extra motivation. Here, managers can add incentives for increased activity, such as additional calls to close deals, and allow reps to be flexible with offers. For many sales organizations, time speeds up in the fourth quarter.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

Allego

NOVEMBER 3, 2022

You have a sales content library full of collateral, videos, reports, eBooks and more. Proving the impact of your sales content can be tricky. But do you know how effective that content is? Is it helping to move buyers through the pipeline and to close deals? Are your sellers even looking at the content?

Top of Funnel 113

Top of Funnel eBook Collateral Case Study 113

Sales 2.0

SEPTEMBER 14, 2014

It’s not our job to produce collateral that clearly communicates the message. So if you have the chance to join a startup as the first sales rockstar dude, I recommend you check they are ready for you. Sales Management' It’s not our job to “pivot” the company when the market says it does not want our offering.

Scale 373

Scale Hiring Collateral Social Selling 373

Allego

JULY 26, 2022

Then their sales manager can run the recording through AI-powered Conversation Intelligence software to analyze the conversation and identify areas where they need coaching. Sales Teams Need More than an LMS. For example, a rep can record their meeting with a buyer and upload it to the platform.

Competition 117

Competition Collateral Software Software 117

Highspot

DECEMBER 19, 2023

Marketing Collateral Including marketing collateral like brochures and presentations aids sales professionals in showcasing products or services. Link to appropriate resources or a content management solution. Sales Development Tools Where can SDRs find collateral, more information, support, and track interactions?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Janek Performance Group

MARCH 16, 2022

Every sales manager is fond of saying, “If it’s not in the CRM it does not exist.” For lead scoring to work, you will need visibility into all marketing collateral , web pages, landing pages, emails, and social media. Gain Insights Into Best Customers.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 62

Zoominfo

APRIL 26, 2018

50% of sales managers say transparency would assist in reporting and predicting revenue ( source ). 47% of sales managers said their executive team would benefit from seeing contract status in relation to revenue ( source ). 55% of companies don’t prioritize sales content personalization ( source ).

Hiring 197

Hiring Referrals Cold Calling B2B 197

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. That’s why having a strategic sales plan is vital. It sets out everything your sales team needs to know about your sales process, including what they need to do at every stage of the B2B sales funnel to convert high-value leads.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer. User buyer examples: Sales reps by vertical. Buyer insights.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

BrainShark

OCTOBER 25, 2022

Research firm CSO Insights defines sales force enablement as “a strategic, cross-functional discipline, designed to increase sales results and productivity, by providing integrated content, training and coaching services, for salespeople and frontline sales managers, along the entire customer’s journey, powered by technology.”.

Top of Funnel 62

Top of Funnel Sales Enablement Revenue Marketing 62

Highspot

FEBRUARY 29, 2024

Content Marketing and Communications Specialist Responsibilities: Creates compelling content for marketing materials, sales collateral, and communication channels. Develops sales strategies, identifies key markets, and facilitates effective communication between sales and other departments.

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

The Pipeline

FEBRUARY 2, 2017

We have all witnessed situations where an outstanding sales rep is “rewarded” with a promotion to sales management, leading to two compounding problems. But many don’t, we have all known career sales people, who continuously make more money than their managers or even directors, but and have no desire to take on the role.

Hiring 120

Hiring Incentives Incentive Promotion 120

Allego

MAY 17, 2022

Conversation Intelligence (CI) — artificial intelligence-powered technology that records, transcribes, and analyzes sales calls — is the solution marketers need to create deal-closing content. In addition to helping sales managers coach their teams, CI gives marketers an inside look into sales rep and buyer conversations.

Top of Funnel 62

Top of Funnel Conversion Closing Collateral 62

Showpad

MARCH 3, 2020

Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. While these two functions handle different aspects of the sales process, there is some cross-functional collaboration.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Showpad

JANUARY 23, 2020

5 Types of Sales Collateral Your Team Needs to be Successful. Make sure your Sales reps are equipped with the essential collateral that will win over buyers. Learn more about how they’ve found success in our partnership in this case study. Why Your Hot Prospect Has Stopped Talking to You.

Sales Enablement 45

Sales Enablement Collateral Case Study Pivotal 45

A Sales Guy

SEPTEMBER 23, 2019

Too much activity management. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. In 1996 all salespeople had was the phone, snail mail, bifold collateral with info sheets, that we would physically mail and our hard work. Not enough humility. That was it!

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

Allego

AUGUST 11, 2020

Sales managers leading geographically dispersed sellers are doubling down on the fundamentals. You also ease the burden of coaching for managers, while increasing the velocity with which new ideas are adopted by the field. Do prepare for a new era of virtual sales management.

Hiring 71

Hiring Scale Video Collateral 71

Allego

SEPTEMBER 28, 2022

Dispersed teams should be able to easily find high-quality assets aligned to their needs, making a central repository to store all the sales content essential in the era of virtual selling. A learning library that aligns with the sales process allows reps to find the right collateral at their moment of need.

Sales Enablement 71

Sales Enablement Hiring Video Sales Cycle 71

Emissary

JUNE 26, 2023

Sales Enablement In the last half of the year, enablement morphs from driving methodologies and broad rollouts, to running office hours and tactical/practical support to working behind-the-scenes to prepare for the following year. Enablement’s job is to worry about the things that sales managers just can’t spare the time for.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52