Allego
JULY 31, 2023
Further, sellers spend 11 hours a month looking for and modifying content for buyers, Forrester’s Q4 2020 Global Sales Enablement survey found. 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.
SBI Growth
AUGUST 28, 2013
I spent last week at a Sales Management training event with a client. This client is positioning itself to cater to the New Buyer. As a Sales Operations leader, you must be allocating the right resources to training. Turn managers into leaders. Demand Sales Force Automation adoption. Understand the buyer.
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Zoominfo
JULY 12, 2021
Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Yet while 82 percent of buyers accept meetings with sellers who proactively reach out, 58 percent of them say these meetings are not valuable, according to Rain Group. Measure what matters.
Allego
JANUARY 12, 2023
They conducted two real-world behavioral studies to learn what increases sellers’ willingness to use a new piece of marketing collateral. The field trials observed the behavior of over 300 novice and experienced sellers working at two enterprise sales organizations. Demonstrate How to Use the Content in a Buyer Conversation.
SalesFuel
MARCH 20, 2024
As buying groups grow bigger, there’s even more chance of someone being able to sabotage your sale. SalesFuel reports that on average, today’s buyer groups can reach up to 10 people. She recommends sharing “specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them.”
Allego
SEPTEMBER 17, 2020
Virtual selling requires flexibility and more extensive groundwork since sellers have less in-person interaction and fewer opportunities to understand buyers. There’s both a greater need and an opportunity to follow up after virtual sales calls with something that will differentiate your value proposition. Content: Useful and Relevant.
Pipeliner
AUGUST 18, 2020
One route into the position of a sales manager is promotion from having been a highly successful salesperson. They are suddenly saddled with the responsibility of the entire sales team. Fortunately, though, sales management is a craft that can be learned. This will help a sales manager to get up and running.
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