A Conversation With Cory Bray: Developing Sales Enablement Methodologies


Cory Bray , coauthor of The Sales Enablement Playbook , Sales Development , and the recently released Triangle Selling. With a background in sales, finance, and operations, he’s crafted his experiences into a career in sales enablement.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses. But many B2B firms can’t afford all the bells and whistles of a comprehensive sales enablement function.

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Spaced Reinforcements: Helping Sales Readiness and Enablement Win the Battle Against the Forgetting Curve


Sales and other customer-facing representatives are likely familiar with the phenomenon. As a sales rep, information about products, services, and even industry trends boost credibility and adds value in the eyes of the customer or prospect.

Tom Pisello: The ROI Guy: Forrester announces Sales Enablement.

The ROI Guy

Thursday, September 09, 2010 Forrester announces Sales Enablement Conference focused on Selling into the New Economy We were excited to hear that Forresters first Sales Enablement Conference will be focused on Selling into the New Economy. The Forgotten Sales Profess.

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Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath Live. It was a lucky double stroke of good fortune recently that sales thought leader Jill Konrath would be coming to town and that I was not on the road myself.

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The Ultimate List of YouTube Channels for Sales Professionals


With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Sales for Life.

Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The Forgotten Sales Profess.

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Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

The ROI Guy

Generating Awareness In order to start the engagement process with prospects, awareness needs to be created. The research implies growing skepticism over sales pitches and marketing fatigue make these once effective channels less so at raising awareness. The Forgotten Sales Profess.

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. The End of Sales as we Know It? The Forgotten Sales Profess.

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The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content

The ROI Guy

These new channels have made it easier than ever for marketers to reach out to prospects, and marketers are certainly taking advantage of the available efficiency. For example, the typical B2B prospect receives an average of 20.3

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Sales teams are being engaged later and later in the sales cycle.

Tom Pisello: The ROI Guy: Measure to Manage - Driving Sales.

The ROI Guy

So how much is spent on sales enablement? Though required, is the enormous and important investment in sales enablement paying off? Research by IDC recognizes that sales enablement investments are significant, but may not be delivering on promises.

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Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

The ROI Guy

New digital marketing channels have made it more efficient than ever to broadcast marketing messages to prospects, but are the current strategies effective at connecting with and educating ever more skeptical and frugal buyers ? Your Sales & Marketing Ready to Do Business with F.

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Tom Pisello: The ROI Guy: Can a Value Selling / Marketing Program.

The ROI Guy

This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Moreover, the executive assessments continually led to multiple projects / product sales at decidedly higher deal sizes.