What I learned About the Future of Sales Enablement at #Transform18 hosted by Showpad

Jeff Davis

The theme was “Reimagining Sales Enablement”. As a keynote speaker and business coach focused on strategically aligning Sales and Marketing, I attended because I wanted to see what the future of Sales Enablement looks like.

If Knowledge is a Key Ingredient for Success in Sales…

The Ultimate Sales Executive Resource

The 3 C’s of Knowledge For a successful sales campaign, adequate knowledge is needed about: The customer ’s/prospect’s situation The competitive landscape The supplier’s capabilities How do CRM Systems Support These Domains? Capabilities knowledge is probably mostly stored in Sales Portals.

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Sales does not use our Marketing Assets

The Ultimate Sales Executive Resource

On the other side, poor or non-existent relations between a sales and marketing team can mean leaving quality assets untapped. This is probably not a wise thing to do when CMOs are increasingly held accountable by CEOs about their contribution they make to the business In my Masterclass “Why do Salespeople Make Little Use of Marketing Assets” on August 20, 2009 at 11 a.m. Not using marketing assets negatively impacts sales effectiveness.

Contradicting opinions on who generates leads

The Ultimate Sales Executive Resource

In contrast to this, CSO Insights in their Sales Performance Optimization – 2009 Survey and Analyzes, report that about 52% of the leads salespeople are working on, are self generated by the salespeople. One possible explanation for this discrepancy could be that a shift has already occurred how field sales forces are used. It seems plausible that for this scenario, generating leads directly by the sales force might be more effective.

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Are your Salespeople asking the right questions.

The Ultimate Sales Executive Resource

Reading a contribution by Paul McCord to an interesting discussion on sales force ineffectiveness started by Dave Brock over at The Customer Collective, lead me to this question. When a sales person finally can establish contact with the prospect, this prospect is already very advanced in the decision process. Studies done with buyers in the IT sector revealed that they already think salespeople are making the sales cycle too long compared to how they want to buy.

If I Was a Sales Executive.

The Ultimate Sales Executive Resource

There is certainly an abundance of information starting from books over websites to blogs, pod casts, and social networks I can use to get a first impression of what is available on the market of sales training, sales enablement or sales effectiveness offerings all aimed at upgrading the talent of a sales force. The sales consulting, training and coaching industry offerings are full of juxtapositions making choices difficult.

Tom Pisello: The ROI Guy: How TCO is a common sense sales and.

The ROI Guy

IT budgets for 2009 are contracting even further from the modest forecasts for 2008, which are being trimmed even as this is being written. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F.

Tom Pisello: The ROI Guy: VMware launches new version of ROI / TCO.

The ROI Guy

Wednesday, February 04, 2009 VMware launches new version of ROI / TCO Calculator Virtualization is one of the key cost savings initiatives that IT executives are implementing in order to tighten their belts in these uncertain economic conditions. The Forgotten Sales Profess.

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Tom Pisello: The ROI Guy: Microsoft Virtualization with Hyper-V.

The ROI Guy

Wednesday, February 04, 2009 Microsoft Virtualization with Hyper-V - better value? The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

Sales Success rests on building Strategic Roadmap with Customers

The ROI Guy

In today’s tough selling environment, a sales enablement best practice is to deliver tools to help sales professionals compete better. Most sales enablement groups have started to implement best practices to help connect better with customers in the later stages of the sales cycle, including tools to create better business cases (ROI Analyses), deliver and quantify competitive comparisons (TCO analyses), provide better RFP responses, and build better proposals.

Sales Enablement Effectiveness?

The ROI Guy

Because of Frugalnomics, an environment where buyers now demand bottom-line value from every investment, B2B sales teams are challenged more than ever to deliver expected results. IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. Sales Enablement Ineffectiveness? April 2009.

Customers and Sellers: The knowledge divide

The ROI Guy

A recent newsletter from sales and marketing best practices analysts at SiriusDecisions ( www.siriusdecisions.com February 2009; Knowledge Inflection Points) highlights that today’s buyers are more savvy, and gather more information than ever from public sources before they engage sales professionals. 2) Sales enablement needs to arm sales professionals with moe than the customer can get on their own from the provider’s or competitor web sites.

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Sales Enablement and The Economic-Buyer

The ROI Guy

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months.

The Slippery Slope Called Sales Enablement

Jonathan Farrington

If your “help” is hurting someone, it is enabling them. Enabling shields loved ones in the name of love. A very well respected organization in the marketing and sales alignment business now reports that most companies have done all they can to help sales at the top of the funnel.

Accelerate Slow Sales Cycles with More Sales Enablement Investments?

The ROI Guy

Two successive downturns over the past decade have resulted in buyers more skeptical of sales pitches than ever, and a condition called Frugalnomics – where buyers demand quantifiable proof of bottom-line impact for each purchase decision.

Frugalnomics Forces Changes in Sales Enablement

The ROI Guy

As defined by Forrester, "Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the ROI of the selling system.” As a result, organizations are making much larger investments in sales enablement teams, programs and tools. April 2009.

Forrester and IDC think Sales Enablement is a Big Deal. and We Agree!

The ROI Guy

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. Sales Enablement Defined What is Sales Enablement? Why such a sudden rush to address sales enablement? April 2009).

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Marketing Leaders indicate Sales Enablement Tools as key for 2010 Success

The ROI Guy

This reverses the downward trend, where in 2009 spending dropped 8.3% The go forward advice from IDC? > “Bundle” your new budget requests with budget savings to show frugal focus and fiscal responsibility > Do not lose control over the “Three Pillars” of Marketing > Create new Sales Enablement Tools > “Go Digital” with strong corporate-led digital marketing operations. Sales Enablement IDC B2B interactive marketing Technology marketing Marketing budgets Sales Tools

Value of Assessment ROI & TCO Tools for Demand-Gen and Sales Enablement Campaigns

The ROI Guy

Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. Did the Alinean Business Value Tools drive incremental sales, reduce sales cycles, increase deal size, generate more demand, and improve sales / consulting productivity as anticipated?

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The Criticality of SPM Technology


How critical to sales success is the right SPM technology? Sales Performance Management (SPM) solutions are a critical component of an organization’s core business, as it is the linkage between behavior and strategy. The 2016 Sales Performance Management Vendor Guide.

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A Conversation With Eric Pratt: Why Sales Playbooks are a Necessary Complement to Inbound Marketing Plans


For Eric Pratt, more than thirteen years in the sales and marketing industry taught him a few things about how these teams can work together. This understanding led him to found Revenue River in 2009, a digital marketing and sales innovation agency.

Being Seen in an Inside Sales Job

Closer's Coffee

Inside sales representatives work with customers to find what they want, create solutions and ensure a smooth sales process. Sales representatives might work to find new sales leads, through business directories, client referrals, etc.

2010 vs. 2020: 9 Sales Strategies That Changed Dramatically in the Last Decade

Hubspot Sales

In 2019, millions of social media users took to their Facebook and Instagram profiles to post their 10-year challenge photos consisting of side-by-side shots of themselves in 2009 and 2019. Now, it’s time to do the 10-year challenge with your sales strategy. 2010 Sales Strategies.

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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Is Marketing Too Busy? The Forgotten Sales Professional

The ROI Guy

With so much to work on, its easy for marketers to forget a very important audience, sales professionals, and where marketing meets sales, sales enablement. The good news is that sales enablement programs have become more formalized, and investments in sales support have never been higher. IDC reveals in a recent survey that, buyers are not satisfied with the value sales professionals are delivering to engagements.

Your Sales Training Is Broken. Here’s How to Fix It.

Hubspot Sales

These are the skills your sales team needs to survive. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. I didn't always want to go into sales. The best sales coaching is individualized. Humble.

Tom Pisello: The ROI Guy: Diametrically Opposed Forces: Selling.

The ROI Guy

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. Content Marketing and the Forgotten Sales Professi.

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Highspot Raises $60M Series D Round Led by ICONIQ Capital


Technology Leader in Burgeoning Sales Enablement Category Is More Than Doubling Across Key Business Metrics. SEATTLE, June 4, 2019 – Highspot , the highest customer-rated sales enablement platform , today announced it has secured $60 million in Series D funding.

How 2500 Sales Leaders Intend to Improve Sales Performance of Their Troops

The Ultimate Sales Executive Resource

CSO Insights just published their The Sales Performance Optimization 2010 Survey Results and Analysis Report which this year captures and consolidates the opinion of more that 2500 respondents to the survey. As a customer focused sales effectiveness consultant, I always look first at the section of the report providing the list of initiatives CSOs plan to undertake to improve the performance of their troops. Sales Effectiveness Sales Executives Sales Management Sales Process

End of Year Software Discounts: Savvy Cost Saving or Short-Sighted Business Move?

Sales Hacker

On the other hand, Chad Dyar , Director of Sales Enablement of OnDeck , recommends saving on new technology so you can splurge on upgrading your current tech stack. “ Our team is lucky enough to manage both the sales and marketing stack,” said Dyar. It happened in 2009.

Beyond bonuses: How to motivate your sales team

Zendesk Sell

Motivating a company sales team is an inherently difficult task. You can’t depend on what motivated you as a sales rep to also motivate your team. Start by being genuinely positive and authentic on the sales floor. What made them want to work in sales in the first place? Make sure your sales managers also understand what motivates their team members. Use nonmonetary strategies to motivate your sales teams.

PODCAST 54: How to Pick Your Next Company to Build a Great Career w/Nick Worswick from WeWork

Sales Hacker

This week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast. Showpad is the leading sales enablement platform for the modern seller.

SMB a New Year Bright Spot for IT Sales and Marketing?

The ROI Guy

IT solution providers are quickly reacting to the pessimistic forecasts with a sales and marketing strategy rethink – trying to appeal to today’s more stressed and frugal buyer. According to the 962 respondents, SMB IT spending on hardware, software and services has increased from an average of $108K per organization in 2009, to a planned $143K in the second half of 2011.

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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HP legacy upgrade campaign features Alinean TCO sales tools

The ROI Guy

Alinean tools are consistently used by HP sales and partners to prove these TCO savings and drive competitive migrations / wins. To help prospects uncover opportunities and increase urgency for legacy consolidation / modernization, HP relies on the Alinean TCO sales tools to calculate prospect's current total cost of ownership illustrating the need for modernization / consolidation, and provide quantifiable savings analysis and third party proof / evidence of savings with HP solutions.

Tom Pisello: The ROI Guy: Updated Alinean Social Media ROI.

The ROI Guy

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ▼ February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. The Forgotten Sales Profess.

Tom Pisello: The ROI Guy: Social Media ROI a Requirement for 2011

The ROI Guy

Although CMOs will continue to track soft metrics such as popularity and engagement levels, tangible measures are rising dramatically to enable the calculation of realized ROI from social media. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

Tom Pisello: The ROI Guy: New TCO Calculator: EMC SMB Virtual.

The ROI Guy

which adds graphics capability, better registration control and several other key features, which can now be integrated and used with any new tools, or in any of over 1,000+ current sales and marketing tool campaigns. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

Tom Pisello: The ROI Guy: CIO Priorities for 2011 Indicate.

The ROI Guy

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. The Forgotten Sales Profess.

Tom Pisello: The ROI Guy: Seeing ROI in the Cloud?

The ROI Guy

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable. Your Sales & Marketing Ready to Do Business with F. The Forgotten Sales Profess.

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