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Who Owns Sales Enablement – Sales or Marketing?

Sales Benchmark Index

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The Missing Piece to Sales Enablement Success

Sales Benchmark Index

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What is Sales Enablement?

Sales Benchmark Index

Five years ago Sales Enablement was a fringe term. Today, it is one of the fastest growing positions within the sales organization. Sales Leader Small Company Sales Leader Resources Sales Enablement

The Secret Sauce for Sales Enablement

Sales Benchmark Index

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. Corporate Strategy Marketing Strategy Podcast Sales Strategy SBI on Demand sales enablement sales methodology sales productivity sales strategy sales training secret sauce

Where Does Sales Enablement Belong?

Sales Benchmark Index

Sales Enablement is the new kid on the block for many organizations. The question has become, who owns Sales Enablement? The answer is stunningly simple: Sales. Sales Enablement needs to be a centralized function within sales for a number of reasons. Article Sales StrategyHere’s.

Sales Enablement – don’t put the cart before the horse!

Sales Training Connection

Over the last several years Sales Enablement has moved to center stage as a topic of attention in the world of sales. Although the exact definition varies depending on the actor, Sales Enablement is all about creating and delivering the following: practices, technologies and tools that enable a sales team to improve their performance and productivity.

3 Keys to Sales Enablement Success

Sales Benchmark Index

2014 was a big year for Sales Enablement. The role became prominent in the sales community. sales strategy Sales Operations Strategy Sales Enablement Director of Sales Enablement Conferences were dedicated to the function. Departments and teams were created in companies across all industries.

Is Your Sales Enablement Making a Difference?

Sales Benchmark Index

Summer’s upon us and you may have a mid-year sales training event coming up. How do you make your enablement more effective? Sales manager coaching is a good place to start. Sales Operations Strategy sales coaching Sales Enablement Director of Sales Enablement Where does the time go? Q1 is in the books and Q2 is halfway done.

Need Better Sales Enablement? Just add Social.

Sales Benchmark Index

Are you getting results from your enablement efforts so far? Are you equipping your sales team to make the number this year? These are common questions for all good sales enablement leaders. But do you know what the BEST sales enablement leaders are doing today? Social Selling Sales Enablement Director of Sales Enablement

Why Sales Enablement Can Help Your Sales Reps Sell More

Pipeliner

Now that may sound dramatic, but the implications for sales teams are HUGE – and not every [.] The post Why Sales Enablement Can Help Your Sales Reps Sell More appeared first on Pipeliner CRM Blog. Sales Methodology Salespreneurs As you know, customers are now more aware of the options available to them than ever before.

Is Your Sales Strategy Stuck Without Sales Enablement?

Sales Benchmark Index

Sales Enablement is a critical part of your new sales strategy. Sales Enablement is the vehicle for execution and adoption. Your sales strategy is ‘stuck’ without Sales Enablement. SBI’s latest Research Report finds that 78% of Sales Organizations have the wrong sales strategy.

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” Bluntly stated, he’s firing a warning flare to get our industry (including investors, CEO or executive committees, sales, marketing, etc.) Sales needs more of your help during the sales process itself.

Can Sales Enablement Build Pipeline?

Sales Benchmark Index

Sales Kickoff is over. Was it bad sales training? Is there a gap in my enablement? Sure, you cover the sales process. Sales Process Sales Training Sales Operations Strategy Sales Enablement Director of Sales Enablement Your company just missed the number. The questions continue though. Why did we miss? Check. Check.

Is Gamification Right for Your Sales Enablement Program?

Sales Benchmark Index

Gamification is still a new craze hitting the Sales Enablement Community. Because if done right; it educates, rewards, and influences behavior of a sales organization. Gamification gives you visibility into how Sales is adopting your enablement and systems initiatives. Sales Operations Strategy Behavior Gamification Sales Enablement Director of Sales Enablement

5 Sales Enablers Every Sales Manager Should Watch Like a Hawk

Pipeliner

Sales management is a challenging, exhilarating (often stressful) role — but you don’t need me to tell you that! The post 5 Sales Enablers Every Sales Manager Should Watch Like a Hawk appeared first on Pipeliner CRM Blog. Sales Management With so much pressure (and emphasis) on achieving targets, it’s far too easy to get distracted by the headline number.

How Sales Enablement Can Help Close More Deals

Sales Benchmark Index

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The Most Effective Way to Increase Your Sales Enablement Budget

Sales Benchmark Index

“The average Sales Enablement budget doubled between 2012 and 2014 from $1.2M Sales Operations Strategy Sales Budget Sales Enablement Director of Sales Enablement to $2.4M.” ” 1 Did yours?

Making it all connect: the power of sales enablement

Sales Training Connection

From time to time we post a guest blog written for the Sales Training Connection. Sales enablement technology helps accelerate the time towards close and gives you the power to leverage faster, better, and stronger sales best practices. At its heart, modern sales enablement exists to organize, strengthen, and drive results in these three concrete ways: Content management. Driving Improved Sales Performance by Better Connecting Sales Training. We know that sales training is a key building block to setting your team up for success.

Is Sales Enablement Helping Reps Do More with Less Effort?

Sales Benchmark Index

Today’s article is focused on transitioning from sales training to sales enablement. . The goal is to drive revenue per sales head up and time to productivity for new sales hires down. The sales enablement function exists to onboard new sales hires. Article Sales Strategy b2b sales on-boarding sales enablement sales onboarding sales training

How to Make Your Sales Enablement Roar Like a Ferrari

Smart Selling Tools

You’re proud of your Sales Enablement capability and programs but you’re smart enough to know it’s not a trophy to place on your shelf and admire; right? Because of its very nature, Sales Enablement should not be seen as static, nor should it be considered merely a set of KPIs. Many sales enablement updates (aka tune-ups) happen only when new products are released.

7 ways to Uncover the Real Meaning (and Proper Execution) of Sales Enablement

Smart Selling Tools

Type “definition of sales enablement” into the Google Search bar and you’ll get 63,900 results. If you’re a sales trainer, sales enablement means giving your sales team the knowledge and tools to sell effectively(so they can sell more). At Smart Selling Tools, we’ve identified nearly 50 tools we consider to be the top tools for B2B sales organizations.

Top Sales Enablement Priorities

Partners in Excellence

Rightfully, sales enablement gets a lot of attention these days. Dozens of articles and studies talk about the importance of sales enablement in developing the capabilities of sales people. Organizations like the Sales Enablement Society is bringing the discussion and frameworks for sales enablement to the front and center of our collective attentions. What about Front Line Sales Management development/enablement? Yet only a few $100 million is spent in Front Line Sales Manager development. Talent management.

Sales Enablement: From Hire to Retire

Sales Benchmark Index

Podcast Sales Strategy

Podcast: Pfizer and Jive Software Share Sales Enablement Philosophies

Sales Benchmark Index

I recently had a chance to catch up with two sales enablement leaders. Andy Garrity leads sales enablement for Pfizer and Patrick Merritt leads sales enablement at Jive Software. Sales Enablement Podcast

What is Sales Enablement

Score More Sales

Sales enablement is much talked about and often misunderstood or misrepresented. Just what is sales enablement and how does it affect the organization as a whole? This week at DemandCon I saw one of the best presentations about Sales Enablement I’ve seen given by Jerry Rackley of DemandMetric. So what is sales enablement? Have you defined it?

How Should You Prioritize Your Sales Enablement Efforts?

Sales Benchmark Index

Sales Enablement is a role new to many organizations. In all likelihood these have just been a series of activities to ‘check the box’ A Sales Enablement program should not be just a ‘check the box’ activity. Ask yourself: How do I build a Sales Enablement program in my organization? You need to know where to start.

Revealed: The role of marketing in sales enablement

Pipeliner

Who within a business should own the process of sales enablement? Sales and marketing departments probably spring to mind, and when you look at what sales enablement actually is, you can understand why. In this blog, we’ll explore three important ways marketing departments can go beyond lead generation, to proactively support sales to close more [.]

Sales Enablement Versus The Front Line Sales Manager

Partners in Excellence

Mike Kunkle is leading an important discussion about a new trend in Sales Enablement. Mike identifies the issue: “I’ve been reading Sales Enablement leadership job descriptions lately. I find it concerning how many paint the enabler as responsible for working directly with reps to improve their performance. Sales enablement or the sales manager?

Field Advisory Board – The Guiding Light to Sales Enablement

Sales Benchmark Index

Joining us for today’s show is Andy Panos, a Vice President of Sales who knows a thing or two about making the number. Today’s topic is sales enablement and how to drive revenue per sales head up, and time to. Corporate Strategy Sales Strategy Video advisory board andy panos b2b sales FAB field advisory board sales sales advisory board sales enablement sales enablement content sales enablement function sales leader vice president of sales

Top Takeaways for Augmenting Training with Sales Enablement

Sales Benchmark Index

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My Favorite Sales Enablement Tools

Partners in Excellence

Sales Enablement tools are Hot! Developing and offering sales enablement tools is a multibillion dollar industry. It seems every week I get at least one email of a tool that is intended to help improve the effectiveness of sales people, managers, or anyone involved in sales. These tools, like any sales enablement tool require constant use.

Sales Enablement Tools Help or Hinder

Score More Sales

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” It is true that never before have we had access to technology, metrics, and science to assist us in doing our sales roles better than ever. For example take Salesforce.com which is the predominant CRM tool sales teams use. But sometimes these tools hinder our success.

What You Need to Know About Sales Enablement

Sales Benchmark Index

Article Sales Strategy

7 Ideas to Master Sales Enablement

Sales and Marketing

Teaser: In this second part of a two-part story, we provide tips that help create a path for companies to follow as they attempt to implement sales enablement strategies. In this second part of a two-part story, we provide tips that help create a path for companies to follow as they attempt to implement sales enablement strategies. Issue Date: 2016-02-09. read more

How to Build Your Sales Enablement Team to Drive Revenue Growth

Sales Benchmark Index

Article Sales Strategy

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Trained the sales force and channel partners on the new product. Did you forget about enabling the sales force ? Where in your plan is getting your sales force ready to sell your new product? To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool.

Increase Your Sales Enablement ROI with Video

Sales and Marketing

Teaser: In the face of self-educated buyers, increasing quotas and lengthening sales cycles, it’s no surprise that organizations are looking for ways to better arm their reps. Increasingly, sales and marketing teams are turning to a new tool that can uniquely address some of the most pressing challenges of modern sales enablement — video. Author: Eric Burns.

ROI 39

6 High-Impact Activities That Operationalize Sales Enablement

Sales and Marketing

Sales enablement is a nebulous, often undefined term in the world of sales. Since no single definition of sales enablement exists, companies and industry organizations are defining sales enablement on their own terms. read more

Bringing Clarity to the Ill-defined Sales Enablement Function

Sales Benchmark Index

On this week’s SBI Insider Video Podcast we discuss Sales Enablement, a surprisingly ill-defined and misunderstood term. The goal of Sales Enablement is to drive revenue per sales head. Sales Strategy Video b2b sales b2b selling quota sales enablement sales strategy

Sales Enablement: Making Sales Strategies Great

Sales Benchmark Index

Podcast Sales Strategy