Why Your Sales Enablement Plan Needs to Match Your Sales Channel

Sales Benchmark Index

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Using Your PRM for Channel Sales Enablement

Allbound

At the core of channel sales enablement is the assurance that channel partners can function autonomously while vendors maintain and manage consistent branding, messaging, and more. According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9

How to Enable a New Sales Channel

Sales Benchmark Index

Article Sales Strategy SBI for SMB b2b sales enable channel enable new channel new sales channel sales channel

Beyond the Chatbot: Tips and Tricks for Sales Enablement Chat

DiscoverOrg Sales

Sometimes, that chat is a real, live sales professional, reaching out because they know what you’ve clicked on, when you clicked, how much you’ve read – and that the time is right to reach out. Welcome to the next generation of sales enablement chat.

How to Enable a New Sales Channel

Sales Benchmark Index

Successful sales organizations have many routes to market. In other words, they sell via multiple sales channels. These sales channels can be internal. Inside, field sales, key accounts, etc. Point being, sales channels can take many shapes and sizes.

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

If you’re like a lot of busy Sales Executives, you’ve likely noticed there are a lot of fantastic podcasts popping up. I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group. She spent thirty years in sales and marketing.

5 Ways to Supercharge Your Sales Enablement Efforts

DiscoverOrg Sales

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013.

Sales Tech Game Changers: How to Improve Sales Enablement & Readiness

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?

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Trained the sales force and channel partners on the new product. Did you forget about enabling the sales force ? Where in your plan is getting your sales force ready to sell your new product? Who is responsible for Sales Enablement ?

New Trends in Technology Enabling the Inside Sales Function

Sales Benchmark Index

The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.

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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.

Sales Mastery or Sales Enablement?

Pipeliner

Embracing Sales Mastery with Insight, Value, and Technology. For any sales person to prosper in their career they need to move beyond being good at building relationships to also embrace the holy trinity of sales mastery: Lead with insight as a domain expert. Leverage technology: The best sales people combine proven old world practices with modern ways of executing. There are three essential ingredients plus the catalyst of sales management leadership.

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.

New Product Launch – Identifying the Right Promotional Channels

Sales Benchmark Index

You have two major responsibilities; Sales Enablement and Promotion. Then generate demand through promotional channels. Make sure you have the right promotional channels for your product launch. There was no imaginative brainstorming of potential channels.

Success with a Sales Enablement Strategy

Pipeliner

More Profit, Less Time: Sales Enablement Strategy is Your Ticket to Successful Sales. It’s an intense time to be in sales these days. Time and energy used to get channeled into staying ahead of the market. But now, sales professionals are funneling that time into merely keeping up with it. This requires sales reps to arm themselves with new tools and workflows to engage buyers. Sure, the “always be closing” urgency of sales hasn’t needed to change.

Stop Treating Distribution Channels Like They Don't Matter

Hubspot Sales

A recent Forrester report , commissioned by Mediafly , revealed B2B enterprises overwhelmingly provide tools and training to their direct sellers over their indirect or partner channels. 5 Reasons to Stop Ignoring Distribution Channels. more likely to achieve sales goals and see 1.4x

The Web Is Not A Distribution Channel

Sales and Marketing Management

Any sales enablement strategy is destined to fail unless there’s a plan in place to match content supply to demand. Any sales enablement strategy is destined to fail unless there’s a plan in place to match content supply to demand. Issue Date: 2016-02-01.

The Undeniable Value in Custom Sales Applications

Smart Selling Tools

Modern businesses have access to a wealth of data, insights, and technology to ensure every sales interaction someone has with their brand is tailored to their personal preferences, interests, and behaviors. Does your sales enablement solution differentiate your sellers?

Elevate Preview: How Sales Enablement Helps Sales Organizations Adapt to Changing Business Buyers

Miller Heiman Group

As a result, buyers make many key purchasing decisions (priority of needs, scope of problem, possible solutions) prior to engaging sales resources. By the time sales reps arrive on the scene, buyers are well down their buying path, limiting sellers’ ability to get creative and offer alternative solutions or shape the opportunity. It is no coincidence then, that recent years have seen explosive growth in sales enablement. Enablement can’t and shouldn’t own it all.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. This week I interview Greg Sherrill, CEO and Co-Founder of Channel Rocket. Nancy: What does Channel Rocket do? Then they provide access to a sales or partner portal.

Will “Demo Automation” Work for Your B2B Sales Organization?

Smart Selling Tools

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Demo automation can be effective for: Sales Development Reps (SDRs).

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Nancy’s Sales App of the Week: @ChannelRocket

Smart Selling Tools

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Channel Rocket, a sales acceleration tool that lets all your sellers deliver pitches tailored to any audience, in any vertical, any time.

3 Key Metrics that Will Have a Profound Impact - a Report from Forrester’s Sales Enablement Forum

The ROI Guy

T his week, leading sales enablement professionals met to share issues, best practices and success stories at the Forrester Sales Enablement Forum. < 12% - the miserly percentage of sales professionals that are perceived as value / outcome focused by executives.

Sales Executives indicate Sales Enablement Tools Vital to 2010 Success

The ROI Guy

A recent IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010, results of a survey of 40+ worldwide technology sales executives, indicates that sales enablement is one of the top priorities, and the highest expected investment growth area over next 12 months. Over the past six months, with frugalnomics reigning large with spend-thrift customers, it should not be a surprise that that it takes more leads and a longer sales cycle to acheive sales goals.

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Demand-Gen Report Interview on Need for New Sales Enablement Tools

The ROI Guy

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions? Buyers are in control, with almost 70% indicating they don’t think sales is adding enough value-add to their engagements (Forrester 2011). What are some of the key benefits of sales enablement technology?

Sales Tech Simplified: How to Measure and Improve Sales Proficiency at Scale

Smart Selling Tools

We call it Sales Tech Simplified. Steve: More and more companies are investing in sales enablement solutions, and as evidenced by your own SalesTech Landscape , there’s now a wide array of solutions and services for organizations to choose from.

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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?

How to Succeed as a Sales Ops Director

DiscoverOrg Sales

Sales operations may very well be THE most important and unsung hero for sales teams big and small, inside and field, direct and channel.” As a relatively new field, people in Sales Ops are often left with the task of evangelizing their own value to internal stakeholders.

How To 191

The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% focused on target accounts

DiscoverOrg Sales

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. The most common issue we see is the difficulty Sales has sticking to the same accounts on a long-term basis, which is necessary for an account-based approach. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

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.

30 of the Best SaaS Partner Programs (and Why They Are So Good)

Allbound

After all, partnering up with other companies that share customer bases can be a huge asset in amplifying your sales and marketing. Sales / Support Partners. Marketo focuses their partner program around providing strong sales and marketing support.

Trends in Selling with Allen Mueller, Miller Heiman Group

Igniting Sales Transformation

As I do with most guests, we started out talking about Allen’s history and she landed in a career in sales. That was followed up by talking about the state of the sales and service industries today. How organizations can optimize their sales enablement strategy and execution.

Evolved Selling: The Reason Why Alinean has Merged with Mediafly

The ROI Guy

I had the pleasure to present at a VIP Breakfast yesterday within the Forrester B2B Marketing and Sales event, on-stage with Mary Shea, Principal Analyst for Forrester, This included announcing live our merger with Mediafly, a leading sales enablement company.

The Seven Deadly Sins of Spreadsheet-Based Value Selling

The ROI Guy

Today’s digitally-savvy, economic-focused buyers require a different kind of sales interaction. Value selling is a sales technique used by sellers to convey the value or economic impact their product or service brings in the context of the buyer’s business.

3 Keys to Building-Out your Partner Program in 2018

Allbound

As we enter the last couple weeks of 2017, we turn our focus to the future of channel sales. Instead, the modern channel is all about collaboration and customer success. If you haven’t considered alignment in the channel, now is the time to do so. Align Your Marketing and Sales Efforts. Integrating your marketing effort across your team greatly improves the sales channel’s ability to increase revenues for the company. How big is your channel?

Data 48

3 Keys to Building-Out your Partner Program in 2018

Allbound

As we enter the last couple weeks of 2017, we turn our focus to the future of channel sales. Instead, the modern channel is all about collaboration and customer success. If you haven’t considered alignment in the channel, now is the time to do so. Align Your Marketing and Sales Efforts. Integrating your marketing effort across your team greatly improves the sales channel’s ability to increase revenues for the company. How big is your channel?

Data 48

To Boost Adoption of Modern Sales Learning Tech, Follow the ‘7 C’s of High Engagement’

Allego

To our knowledge, no sales training and enablement leaders who bought our modern sales learning solution were ever spattered with rotten eggs by their sales force when they introduced it. Channel structure and management is critical for increased connectivity.

Video 76

How Marketing and Sales Drifted So Apart

Showpad

Marketing and Sales traditionally operate as separate universes. By bringing both worlds closer together, Marketing and Sales can share information and insights that will result in customers feeling they are receiving solutions to their challenges and not just another sales pitch. In today’s world, awareness is not enough; Marketing spend must be directly related to increased leads and ideally, sales. Sales, on the other hand, operates as a separate silo.

Why Today’s B2B Buyers Are Becoming More Self-Reliant

Showpad

The dynamic between Sales and B2B buyers is changing. Buyers no longer wait for sales reps to educate them on a new product or service. This kind of self-reliance is because B2B buyers no longer see content handed them from Sales as addressing the specific challenges they face in their business. This disconnect has been growing, but the root cause is Marketing and Sales not finding a way to share insights that can tell them more about the buyer and their wants and needs.

How to Strengthen Your Partner Program with Content Creation

Allbound

Content is a proven sales and retention tool, but there are three significant challenges to using content in your partner program. Understanding that channel marketers may need to create content to bring on new partners, to help those partners sell, and to help end users be successful.