Highspot

APRIL 17, 2020

Product marketers are the go-to resource for providing messaging guidance, product training, competitive intelligence, and other tools to their sales teams. Three types of collateral in particular are especially valuable in helping salespeople improve their odds of winning deals. Competitor Battlecards. Industry Overviews.

Collateral 52

Collateral Case Study Marketing Guidelines 52

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success.

Training 300

Training Sales Management Hiring Social Selling 300

Highspot

APRIL 2, 2019

The best sellers use tailored sales collateral — materials developed by their business to support the sales process — to engage prospects at the right time with the right information to close deals faster. Today’s most effective collateral bears little resemblance to the jargon-heavy brochures of years past.

Collateral 40

Collateral Case Study How To Buyer Persona 40

Sales 2.0

MARCH 1, 2023

This is the third in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Regie helps sales, marketing, and success teams write engaging content faster using AI. Do you agree with that?

Opportunity 195

Opportunity Buyer Tools Collateral 195

Sales and Marketing Management

NOVEMBER 17, 2019

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. How can you inspire your sales team to go above and beyond? Train to the skills gap. Training isn’t a one-size-fits-all solution.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

Allego

JANUARY 28, 2020

2020 is here and the new decade promises opportunity, growth, and innovation in the training technology ecosystem. Successful companies are integrating training—once a siloed function—into all aspects of their business. Training technology will be the enabler of this new approach. Integration of AI into Daily Functions.

Training 99

Training Video Collateral Face-to-face 99

Allego

MAY 24, 2023

This article originally appeared on Training Industry. Effective new hire training is critical to business success. These standardized structures often involve giving out handbooks and orientation on company policies, employee expectations and technology training. Store all training content in one place.

Hiring 62

Hiring Training Handbook Scale 62

Showpad

JUNE 15, 2020

Critical to the success of a sales team is skill development — not just as a whole, but for each contributing representative. Sales professionals are expected to be experts in their industry and the products or services they sell. In this blog post, we’ll discuss why you need formal sales training and how to guarantee its success. .

Training 83

Training How To Sales Enablement Distribution 83

Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Your first priority is to deliver the best sales content that will move deals through the pipeline. Activate Content.

Revenue 128

Revenue Scale Collateral Harvest 128

Sales and Marketing Management

MAY 27, 2019

But the most important audience you have isn’t potential partners or customers – it’s the folks on your sales team. If your sales team doesn’t buy into your marketing, its members will struggle to sell, and business will falter. So how can you create that genuine bond between sales and marketing teams? Start from the top.

Marketing 302

Marketing Collateral InsideView Competition 302

Allego

JANUARY 24, 2023

While the exact number ranges between 27% and 36%, depending on the survey, the message is clear: Sales reps spend the bulk of their day on activities that don’t directly generate revenue for your company. 4 Strategies to Increase Sales Rep Productivity 1. Allego research found sales teams have 5-13 tools in their technology stack.

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If The truth is that most sales meetings, online or in person, always were and often still are boring lectures. . The basics: What is sales enablement?

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Allego

AUGUST 24, 2021

Tapping into the Power of Sales Enablement. Equipping sellers with the content, tools, knowledge, skills and coaching required to optimize buyer interactions—known as sales enablement —is essential. 5 Transformative Sales Enablement Priorities. 5 Transformative Sales Enablement Priorities. 1 Sales Content Management.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Sales Hacker

AUGUST 12, 2021

Do your sales reps know who they’re supposed to be targeting? Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. As a sales leader, you may have the perfect view of what your ICP looks like, but you need to make sure that the same is true for your team.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Sales and Marketing Management

MARCH 1, 2021

Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. Citizens Bank has cut its training time in half.

SAP 177

SAP Face-to-face Hiring Exercises 177

Sales 2.0

APRIL 23, 2020

Adapting your sales collateral/marketing pieces to the specialized needs of large accounts. Adapting your sales collateral/marketing pieces to the specialized needs of large accounts. Adapting sales compensation plans to the realities of selling to large accounts.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

DocSend

MAY 17, 2022

What is sales enablement? At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. A lot of what a sales enablement tool does is teach reps how to sell or store information they need to sell.

Negotiation 98

Negotiation Tools Collateral Hiring 98

Allego

JANUARY 18, 2024

In the rapidly evolving world of sales enablement , staying ahead of the curve is not just an advantage—it’s a necessity. The emergence of generative AI and the proliferation of GPTs has opened a new horizon for sales enablement managers, as it has for sales teams, promising greater efficiency, innovation, and revenue growth.

Sales Enablement 71

Sales Enablement Hiring Customer Webinar Metrics 71

DiscoverOrg Sales

DECEMBER 4, 2017

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. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Showpad

DECEMBER 11, 2020

It’s fair to say sales is an art as well as a science. However, that inherent talent isn’t the norm since most skilled sales agents started as novices and honed their talents over time. Contrarily, a subpar platform can actively detract from the operational efficiency and performance of the sales department.

Training 59

Training Hiring Exercises Collateral 59

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Pipeliner

MARCH 17, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition.

Sales Enablement 97

Sales Enablement Buyer Persona Collateral Resources 97

SBI Growth

FEBRUARY 11, 2013

Over the last 18-24 months Sales Operations leaders have experienced Diminishing Authority. The Chief Sales Officer is not relying on Ops to translate data into insight. Sales Ops has lost some of its credibility. We have helped numerous Sales Ops leaders take back authority. Diminishing Authority is easy to spot.

Collateral 334

Collateral Data Customer Service Buyer 334

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? Benefits of a Sales Development Playbook How Do You Create a Winning Sales Development Playbook?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Highspot

JANUARY 18, 2024

Keep Your Content Clean and Compelling Without insight into what content reps use regularly or how assets perform with buyers, sales enablement and marketing teams can’t maintain a healthy arsenal of on-brand, impactful materials. Here are tips to put an end to content chaos once and for all with analytics.

Data 52

Data Government Collateral Analytics 52

Mindtickle

MARCH 22, 2018

To do this successfully, modern sales reps need on-demand access to content and training in one place so they can be ready for any buyer conversation. True sales readiness today means that training content and customer content are linked at the hip. What will sales look like over the coming year?

Training 52

Training Collateral Buyer Persona Sales Enablement 52

Mindtickle

MARCH 22, 2018

To do this successfully, modern sales reps need on-demand access to content and training in one place so they can be ready for any buyer conversation. True sales readiness today means that training content and customer content are linked at the hip. What will sales look like over the coming year?

Training 52

Training Collateral Buyer Persona Sales Enablement 52

Sales and Marketing Management

FEBRUARY 22, 2019

Author: Matt Suggs More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a sales representative for the first time. Modern sellers must evolve their sales approach, reinventing their pitch to include information that can’t be found on the internet.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Hubspot Sales

FEBRUARY 22, 2023

And if so, what does it look like to sales professionals? In this post, we're going to discuss what it means to quiet quit in sales, what it looks like, and what sales managers can do when they think it's happening in their teams. Sales rely on won deals. Am I providing adequate training and support to the team?

Motivation 87

Motivation Quota Collateral Call-back 87

Allego

DECEMBER 11, 2020

If you’re a marketer supporting a sales team, you’ve got a lot on your plate. Sales enablement has never been more important than it is today. More than ever, you have to be flexible, responsive, and closely aligned with your sales teams. One-third of marketing and sales teams don’t talk regularly. 2 Crowdsource Ideas.

Collateral 83

Collateral Marketing Harvest Scale 83

Allego

JULY 31, 2023

Sales reps say they spend 51% of their time on non-core selling activity, according to the Forrester Sales Enablement Society 2022 survey. Further, sellers spend 11 hours a month looking for and modifying content for buyers, Forrester’s Q4 2020 Global Sales Enablement survey found. Buyers receive outdated sales collateral.

Buyer 62

Buyer Collateral Scale Survey 62

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

SBI

JUNE 26, 2018

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? Day ~15: User training sessions.

Top of Funnel 123

Top of Funnel Collateral SalesForce Prospecting 123

Mindtickle

SEPTEMBER 30, 2020

But with its entire customer-facing sales team dispersed across the APAC region, ensuring everyone was on the same page in terms of messaging proved challenging — and it affected the team’s ability to generate leads and efficiently close deals. L&D, Enablement lead charge to find “smarter” sales enablement and readiness solution.

Collateral 98

Collateral Face-to-face Ideal Customer Profile Scale 98

Allego

SEPTEMBER 17, 2020

There’s both a greater need and an opportunity to follow up after virtual sales calls with something that will differentiate your value proposition. The best way to tackle these challenges is to amplify and enhance the sales cycle with a one-two punch of technology and content. Challenge 3: Differentiating Your Value Proposition.

Collateral 147

Collateral How To Video Face-to-face 147

Allego

JULY 26, 2022

Internet access, email, and online training were limited to desktop computers. For that time, learning management system (LMS) software was ideal for enterprise learning and development, including sales training. Today’s Sales Teams Need a Learning Ecosystem. Our wired way of life meant we were tethered to our desks.

Competition 117

Competition Collateral Software Software 117

Mindtickle

NOVEMBER 14, 2023

Time is money for sales reps and other go-to-market teams, meaning being able to do more in less time and focus on critical tasks has become more important than ever. Within Mindtickle’s platform, training programs, modules, marketing collateral, assets, calls, reports, and analytics all produce vast amounts of data.

Collateral 52

Collateral Enterprise Enterprise Exact 52