Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. Some are written by enablement experts. I am concerned about the subjects being curated for sales and sales leadership professionals.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Mindtickle

FEBRUARY 21, 2024

Not that long ago, it was rare for an organization to have a dedicated sales enablement team. But today, a whopping 84% of organizations invest in a sales enablement function. 0 % of organizations invest in sales enablement That’s not surprising. Those capabilities vary by role.

Sales Enablement 52

Sales Enablement Strategy Guarantee Exercises 52

Zoominfo

JULY 13, 2023

The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. At ZoomInfo, we tend to think of a successful customer retention and expansion strategy as having three key phases: planning, execution, and enablement.

Strategy 130

Strategy Customer Hiring How To 130

Allego

APRIL 16, 2024

There’s no doubt about it. Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. Sam, can you share a bit about what you do?

Hiring 62

Hiring Scale Proposal Analysis 62

Allego

AUGUST 7, 2023

B2B sales has changed dramatically in recent years. For sales reps, it used to be that the more people you called, the more deals you would win. They prefer self-guided buying experiences, forcing companies to change their approach or watch sales go to their competitors. Not anymore. What made you want to join the company?

Revenue 62

Revenue Scale Call-back Engineering 62

Partners in Excellence

AUGUST 4, 2021

My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail to give sales people what they need. It’s a critical issue, we have to understand, at a deep level, what sales people need to perform at the highest levels possible.

Sales Enablement 125

Sales Enablement Coaching Policies Tools 125

Allego

MARCH 30, 2021

How are successful teams adapting their coaching to ensure sales reps can find and close deals despite the challenges of virtual selling ? With reps working remotely, sales leaders are often no longer physically in the same building for observation and mentoring of their team. This model is a four-step pyramid.

Coaching 160

Coaching How To Sales Coaching Film 160

Showpad

JANUARY 8, 2021

Looking back on a pandemic-driven year, we learned a lot about remote selling, virtual selling and engaging via video. For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. Does sales enablement as a discipline also need to shift to virtual enablement?

Lead Rank 144

Lead Rank Scale Sales Enablement Hiring 144

Allego

NOVEMBER 8, 2022

Voya really wants to help the special needs community, people with disabilities and special needs, and caregivers of their loved ones who have special needs. In his role, Harmon leads the health and wealth sales, distribution and relationship management teams at Voya. Bill Harmon is chief client officer for Voya Financial.

Google 110

Google Sales Qualified Lead Sales Enablement Distribution 110

Showpad

NOVEMBER 21, 2021

Meet Jaclyn D’Arcy, Director of Revenue Enablement at GHX. In this interview, Jaclyn provides a unique perspective on why her role is important and you can build a revenue enablement team. . Don’t be afraid to think about what you want to accomplish in 30 days, six months, one year, five years, or 10 years,” Jaclyn said. “To

Face-to-face 98

Face-to-face Revenue Training Data 98

Allego

FEBRUARY 27, 2024

Imagine your sales team transforming overnight: Tasks that used to pile up are now checked off in record time. With AI, analytics turn into gold, and your sales approach is fine-tuned with precision. Welcome to the big leagues of sales enablement platforms. You’re in the right place.

Sales Enablement 62

Sales Enablement Analytics Follow-up Ideal Customer Profile 62

Allego

JULY 20, 2022

A sales rep schedules a meeting with a prospect, but then they receive a request to attend a training session for the exact same time. Sales training is critical. The best solution: Implement a sales training program that allows for both. The best solution: Implement a sales training program that allows for both.

Training 118

Training Hiring Webinar Metrics How To 118

Alice Heiman

JANUARY 31, 2023

EventMobi’s early sales model was classic founder led with Bob doing it all from mining his network for leads to closing deals. His decision to bootstrap versus take external investment meant that hiring an experienced sales leader was out of the question. Growth was great, annual sales revenue soared. How did he do it?

Hiring 131

Hiring Lead Rank Promotion Cancellation 131

Mindtickle

SEPTEMBER 14, 2021

The reality is that as much as 90% of our content goes unused by sales, and according to Sirius Decisions , marketing efforts are far less effective unless they’re aligned with the needs of a sales organization. That’s why we’re excited to announce Asset Hub from Mindtickle, the first sales content management software built for sales.

Remedy 105

Remedy Sales Enablement Face-to-face Consumer 105

Mindtickle

JUNE 5, 2023

Episode summary ChowNow was looking to elevate and grow its sales training program using Mindtickle. Cole Lindbergh, Sales Enablement Manager, Revenue Operations at ChowNow , talks about his experience with Mindtickle. We’re obviously using it as our Learning Management System.

Sales Enablement 96

Sales Enablement Video Case Study Training 96

Partners in Excellence

APRIL 25, 2024

What’s our win rate, what’s our average deal size, what’s the sales cycle, what’s the quality of the opportunities we are managing in the qualified funnel? It would never cause people to think about, “What if we changed our win rate? What if we changed our sales cycle?

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Top of Funnel Funnel Sales Qualified Lead Leads 77

Sales Hacker

AUGUST 2, 2021

Sales coaching is often a touchy subject. We carried out research on sales coaching , looking into how different sales employees view it, and the results showed overwhelmingly that sales coaching works, and that most people involved want to see more of it. It’s practically unanimous: sales coaching really works.

Sales Coaching 107

Sales Coaching Coaching Enterprise Enterprise 107

Allego

JULY 15, 2021

Welcome to the Allego Customer Spotlight, where we share insights from conversations with customers who rely on Allego to help transform their sales learning and enablement. Mat spoke about the evolution of sales enablement and his advice for getting buy-in from senior leadership. And so we had to change with it.

Sales Enablement 118

Sales Enablement Customer Coaching Sales Leadership 118

Allego

NOVEMBER 10, 2022

If your sales organization hasn’t felt the impact, you’re probably on edge, hoping to get through this economic crunch unscathed. Competition is greater than ever, buyers are cautious, your industry is constantly changing, and sales managers have little time to ensure their reps get the coaching they need. But it isn’t easy.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Mindtickle

FEBRUARY 12, 2024

In it, Elisha Zhang , one of our product marketing managers, shares insights on reducing chaos in sales onboarding by using CRM, enablement analytics, and conversation intelligence. The approach enables accurate risk assessment, sustained improvement, and a culture of continuous improvement.

Analytics 52

Analytics CRM Coaching Remedy 52

BrainShark

JULY 9, 2023

If you’re trying to maximize sales rep performance and drive results, coaching should be an essential part of your strategy. CSO Insights reported that sales coaching has had the greatest impact on win rates and quota attainment over the span of five years. Let’s not think that coaching is a natural skill for our managers.

Coaching 62

Coaching How To Lead Rank Lead Scoring 62

Mindtickle

FEBRUARY 29, 2024

Is traditional sales content management stifling your org’s growth potential? In this video, Mindtickle Principal Product Marketing Manager Christian Pieper outlines how orgs can build a content strategy using data from your CMS, DSRs and CRM. The result? Different solutions may be on the seller’s hard drive. This is critical.

CRM 52

CRM Strategy How To Data 52

Allego

MARCH 23, 2021

Welcome to the Allego Customer Spotlight, where we share insights from conversations with customers who rely on Allego to help transform their sales learning and enablement. Allego: Tell us about your experience in learning and training? I was in sales, I did marketing, and I also did training.

Customer 111

Customer Face-to-face System Course 111

DocSend

MAY 17, 2022

What is sales enablement? At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. When do you need sales enablement? On-time enablement. And DocSend is not it.

Negotiation 98

Negotiation Tools Collateral Hiring 98

Allego

FEBRUARY 3, 2022

A company might have sales reps who individually sell well. But without a sales enablement strategy, it won’t become a growth company. Daniel Perry, Managing Director-Sales Excellence at The Riverside Company, has witnessed this firsthand. Build Your Sales and Marketing Around Your Ideal Buyer.

Revenue 116

Revenue Ideal Customer Profile Strategy Buyer Persona 116

Allego

JANUARY 24, 2023

While the exact number ranges between 27% and 36%, depending on the survey, the message is clear: Sales reps spend the bulk of their day on activities that don’t directly generate revenue for your company. 4 Strategies to Increase Sales Rep Productivity 1. Allego research found sales teams have 5-13 tools in their technology stack.

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Mindtickle

DECEMBER 7, 2023

Today I’m here to talk to you about something that we are hearing a lot from our customers and prospects. We obviously as a company are deeply passionate about F tech, and believe that every category and vendor out there has something valuable to offer to its users. But then you also have sales, onboarding, and training.

Revenue 52

Revenue Hiring Analytics Vendor 52

Hubspot Sales

NOVEMBER 22, 2023

That's where Customer Relationship Management (CRM) software comes in. It's really hard to standardize information in those types of properties and can lead to nightmares for reporting,” says HubSpot Senior Inbound Consultant Bradlee McKibben. Imagine if every business had this level of customer knowledge and personalization.

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Hubspot CRM Churn Lead Rank 82

Allego

AUGUST 11, 2022

This is a common problem when it comes to creating sales content. Marketers don’t collaborate with sales and end up creating content that is ineffective and goes unused. The result: wasted time, energy, and money—and lost sales. That’s why it’s critical for sales enablement leaders to work closely with sales and marketing teams.

Hiring 116

Hiring Sales Enablement Webinar Metrics Face-to-face 116

Hubspot Sales

DECEMBER 15, 2020

If you started paying more attention to the sales enablement needs of your organization, you’re not alone. For sales organizations that have been waiting to implement dedicated sales enablement measures — the time is now. In 2020, Crayon placed even greater emphasis on sales enablement to support their sales force.

Sales Enablement 124

Sales Enablement Revenue Top of Funnel Hiring 124

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Sales Enablement is about to become your priority (if it isn’t already). Sales Enablement is about to become your priority (if it isn’t already).

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

Allego

JULY 28, 2022

Podcast hosts are turning to Allego experts for advice on improving sales results. That’s because sales teams are under intense pressure to win deals and hit quota. It’s understandable, as sales are what drive a large part of a company’s success. That demand, however, may cause sales reps to pressure buyers.

Sales Enablement 115

Sales Enablement Strategy Top of Funnel Face-to-face 115

LevelJump

FEBRUARY 16, 2021

I recently chatted with my LevelJump colleague Adriana Romero, Director of Enablement Solutions, in a live webinar about which enablement metrics you need to be paying attention to in 2021. In other words, these don’t really nail down how much the needle moves. How is enablement making people productive?

Hiring 98

Hiring Sales Enablement Webinar Metrics Objections 98

Mindtickle

JUNE 27, 2023

Episode summary In this video, Fastmarkets’ Anusha Purkins, Head of Sales Enablement, talks about how they’re using Mindtickle to roll out its first-ever certified sales enablement program. They also aimed to provide sales managers with effective coaching tools to drive sales performance.

Sales Enablement 52

Sales Enablement Coaching Face-to-face Sales Methodology 52

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless forecast and pipeline discussions–usually between managers and not with people. One on one’s are irregular, and easily pushed off when something the manager prefers to do. And every once in a while, they see a customer with their sales people.

Coaching 104

Coaching Lead Rank Pipeline Data 104

Showpad

AUGUST 4, 2020

How do you scale sales enablement? First, we talked about how enablement could be your engine to drive digital transformation. Second, we looked in greater detail at vertical and horizontal alignment and alignment’s role within the three enablement success factors. But what does it really mean? .

Scale 140

Scale Resources Sales Enablement Lead Rank 140

Mindtickle

AUGUST 9, 2023

Video summary Juniper Networks relies heavily on Mindtickle for revenue enablement, viewing it as an indispensable tool. Its integration has not only enabled effective content delivery but also provided robust measurement capabilities, proving essential for success. The ability to deliver enablement, but also to measure it.

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Networking Revenue Pivotal Channels 52