The Number 1 Question Everyone Working in Sales Enablement Should Be Able to Answer

Smart Selling Tools

The Number 1 Question Everyone Working in Sales Enablement Should Be Able to Answer. There are a number of considerations to weigh when deciding to implement a Sales Enablement platform. Sales Productivity and Pipeline Yield.

Sales and Marketing Alignment Engagement Platforms: Sales Enablement Defined

Showpad

Sales engagement platforms are no longer “nice to have;” they are a requirement for mature sales organizations that provide personal experiences for their buyers. With new sales engagement platforms designed to streamline sales processes being constantly introduced into the market, it can be overwhelming for sales enablement teams to decipher one from the other to determine which to select for their organization. What is a sales engagement platform?

The Big Shift in Sales Enablement

The ROI Guy

Let’s explore two very different sales scenarios. He’s well-spoken and obviously well-trained, as he’s been talking for the last twenty minutes about his company and the capabilities of the product he wants you to buy. In scenario one , a well-dressed salesperson walks into a boardroom.

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.

New Book: Evolved Selling - Optimizing Sales Enablement in the Age of Frugalnomics

The ROI Guy

Buying is unarguably easier and faster now – often even without tangible currency, but simply a thumbprint. Yet, if everyday consumer purchases require nothing more than a functioning thumb, why is the B2B buying journey so broken? The buying journey is not only slowed, but often stalled. A recent Gartner study found 94% of the respondents have participated in a buying cycle where the effort was canceled before the purchase was completed.

CMO: Can You Rely on Sales for the New Product Release?

Sales Benchmark Index

Lack of sales enablement will cause you to miss the number. Sales enablement alignment to the customers buying cycle is required. Misalignment can result in missing the buying cycle completely.

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.

Boost Sales 10% with an Investment in Sales Enablement? IDC Says Absolutely!

The ROI Guy

A recent IDC Sales Advisory Practice article indicates that a part of the growth issue is B2B companies' inability to get sales enablement "in gear", costing typical companies upwards of 10% or more of revenue per year.

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.

Sales Enablement, Part 3: Metrics that Matter, Courtesy of Your CPQ System

Cincom Smart Selling

Who is promoting sales enablement? The fact is, sales enablement is not located exclusively within one group or managed under one silo. Sales enablement is cross-functional in nature, and it spans Sales, Marketing, Engineering/Product Management, Operations, Finance and just about every department within your organization. There is a load of technology that helps to support the cause of enabling more efficient selling operations.

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.

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? It’s like Jeopardy for your sales force. Think about how you are preparing your sales force to win.

Blast Off of the Sales Tech Stack: An Interview with Holger Schulze

DiscoverOrg Sales

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months. Where do sales organizations focus?

Seven Tips for More Effective Sales

Corporate Visions

The post Seven Tips for More Effective Sales by Corporate Visions appeared first on Corporate Visions. You always want to ensure that your business is getting the most from your sales resources. Here are seven sales tips to help you drive more effectiveness out of your team.

Showpad on the Road: Q1 Events

Showpad

We are excited for the opportunity to connect with our customers and others looking to improve performance of their sales enablement programs. With all the sales enablement events happening this year, be sure you catch up with our team at one of the following: UNLEASH. 3 Steps to Invincible” is the 2019 Unleash theme, focusing on educating and empowering sales reps to reach peak success in their careers. Showpad Sales Enablement Insights Session – East.

Showpad on the Road: Q1 Events

Showpad

We are excited for the opportunity to connect with our customers and others looking to improve performance of their sales enablement programs. With all the sales enablement events happening this year, be sure you catch up with our team at one of the following: UNLEASH. 3 Steps to Invincible” is the 2019 Unleash theme, focusing on educating and empowering sales reps to reach peak success in their careers. Showpad Sales Enablement Insights Session – East.

Showpad on the Road: Q1 Events

Showpad

We are excited for the opportunity to connect with our customers and others looking to improve performance of their sales enablement programs. With all the sales enablement events happening this year, be sure you catch up with our team at one of the following: UNLEASH. 3 Steps to Invincible” is the 2019 Unleash theme, focusing on educating and empowering sales reps to reach peak success in their careers. Showpad Sales Enablement Insights Session – East.

Sales Tech Game Changers: @modusengagement – How to Save Sales Reps Time and Help Them Make Better Sales Presentations

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Sales Tech Game Changers: Why You Should Incorporate Customer Advocacy in Your Sales Cycle

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Ian Levine , Chief Sales and Marketing Officer of RO Innovation.

Evolving Sellers From Pitch to Purpose

The ROI Guy

The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. Even more troubling is the fact that 94% of today’s B2B decision makers have participated in a canceled buying cycle.

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” I wouldn’t necessarily recommend the movie to those just starting out in sales – it’s not exactly a flattering portrayal of the profession. So, what is a lead in a sales context? This is where sales intelligence can play a very important role.

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PODCAST 18: How the Right Onboarding Plan Can Turbocharge Revenue Growth

Sales Hacker

This week on the Sales Hacker podcast, we feature Roderick Jefferson, a leader in the sales enablement space to talk about sales enablement and onboarding new sales reps. The definition of sales enablement and the key elements.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software.

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? It’s like Jeopardy for your sales force. Think about how you are preparing your sales force to win.

2019 Sales Kickoff Meeting Themes: Three Profitability “Moments of Truth”

Corporate Visions

Make your 2019 sales meeting kickoff theme about maximizing profitability throughout the entire customer relationship, not just during the initial deal. The 3 Moments Of Truth To Address At Your 2019 Sales Kickoff Meeting. What sales kickoff isn’t about maximizing profitability?

The Importance of Getting ROI Selling Right

The ROI Guy

However, according to new research from MHI Global, “as buying cycles lengthen and decision dynamics become more complex, identifying and calculating the costs and benefits of any product or capability have grown in importance”. Customers demand to know your unique value pre-sale.

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At Showtime18, Showpad COO Jason Holmes Says Getting Marketing and Sales Closer Together Starts With Mutual Respect

Showpad

How can marketing and sales can have a closer working relationship? Sales is not getting enough content that has value to their customers and, according to Holmes, has been “left behind in the digital marketing revolution.”. Success for marketing needs to align with success for sales.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software.

The Big O – Outcome Selling

The ROI Guy

Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. Commodity sales professionals are being disinter-mediated.

Top Ten Ways to Immediately Improve Sales Tool Adoption

The ROI Guy

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. So how do you achieve sales tool adoption in 2013? The sales tools need to be integrated into sales’ daily world.

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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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Playing Nice: Easing the Tension between Sales and Marketing Teams

InsightSquared

One of the key elements of any successful relationship is communication — and that happens to be a huge factor in successful sales and marketing interactions, too. Sales and marketing usually want to be friends. Use Sales and Marketing Tools to Reach Your Goals for Higher Revenue.

Alinean Research Reveals Best Practices to Fight Frugalnomics

The ROI Guy

In the face of frugal buyer sentiment, a majority of B2B vendors are now requiring more leads to generate the same amount of sales and are reporting a substantial increase in buying cycle time. The inability for sales to engage buyers with value messaging has currently been cited as the number one reason for sales not making quotas. Alinean's research revealed that new sales enablement strategies and investments are required to fight Frugalnomics.

Is there a Way to Improve Sales Tool Adoption?

The ROI Guy

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. So how do you get the much needed sales tool adoption to occur in 20012. Is there a way to get sales to overcome this status-quo bias?

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Sales Tips: New Salespeople In-Training?

Customer Centric Selling

Sales Tips: New Salespeople In-Training? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. They much prefer to buy. Many senior executives confuse sales enablement with somehow becoming customer-centric.

More Information ? Better Informed

The Pipeline

Last week I got an e-mail from one of the traditional providers in the sales enablement business. It seems they have discovered social media, Sales 2.0, You can tell your friends and family that you are in sales, but if that’s you, you’re an order taker, end of story.

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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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Sales Tips: Is Your Organization Customer-Centric?

Customer Centric Selling

Sales Tips: Is Your Organization Truly Customer-Centric? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. CRM milestones reflect selling steps without regard for how your buyers buy. Need some help to increase sales?

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. Most buying processes, today, start by a search on the net. Today, prospects are given means to form the opinion keeping the salesperson out of the loop until late in the buying process. Prospects rarely see a sales person as a trustworthy authority for where they seek help.