A Sales Enablement Tool for the CEO

Sales Benchmark Index

Tools 275

Transforming the Seller Experience Through Sales Enablement

Sales Benchmark Index

Today Ray Oram, Global VP of Sales Enablement for IBM, joins us to discuss how to transform the seller experience. Traditionally, sales enablement groups have spent their time working on budgets, supporting sellers through training, developing digital assets, and knowledge sharing.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

What is Sales Enablement?

Sales Benchmark Index

Five years ago Sales Enablement was a fringe term. Today, it is one of the fastest growing positions within the sales organization. Sales Leader Small Company Sales Leader Resources Sales Enablement

Can Sales Enablement Build Pipeline?

Sales Benchmark Index

Your company just missed the number. Sales Kickoff is over. Was it bad sales training? Is there a gap in my enablement? Sure, you cover the sales process. Sales Process Sales Training Sales Operations Strategy Sales Enablement Director of Sales Enablement

Why executives must lead the change management of sales enablement


In this edition, I’ll be discussing why you as an executive in a sales, marketing or CX leadership role play a mission-critical part when it comes to making sales enablement successful in your organization. . Only then can you achieve the desired enablement goals.

3 Keys to Sales Enablement Success

Sales Benchmark Index

2014 was a big year for Sales Enablement. The role became prominent in the sales community. Departments and teams were created in companies across all industries. sales strategy Sales Operations Strategy Sales Enablement Director of Sales Enablement

4 Ways Sales Enablement Tools Boost Business

The Center for Sales Strategy

Sales enablement is a broad and powerful term that covers a lot of sales functions under one large umbrella. We define sales enablement as the strategy, content, technology, and training that empowers sales teams to sell smarter and faster.

What Is Sales Enablement?


Sales Enablement is the alignment of people, processes, and priorities with relevant learning, coaching, and communications delivered at the right time and correlated to sales performance outcomes.

Defining the Sales Enablement Platform


It has never been a more important time for a Sales Enablement Platform—an SEP—for salespeople who have never needed more enabling than they do today. There’s only one problem: Just what is a Sales Enablement Platform ?

Sales Enablement In a Remote Work Reality

Sales and Marketing Management

Author: Liz Pulice In recent years, many companies have implemented remote work arrangements, driven by financial incentives, recruitment/retention initiatives and other factors. Some companies are creating work-from-home policies from scratch. Have sales reps mastered the information?

5 steps to get sales enablement right


The number of companies with a dedicated sales enablement function has increased from less than 20% to more than 60% in just a few years [1]. Sales Enablement

What is Sales Enablement?


Sales enablement is the process of providing the sales organization with the information, content, and tools that help sellers sell more effectively. Content management is still a vital component of sales enablement. But modern sales enablement goes much further.

Sales Enablement vs. Sales Operations


Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations.

Sales enablement ROI for the CSO


Maximizing return on investment isn’t just important to a Chief Sales Officer – it’s foundational to their role. So how does a CSO prepare a sales team for success? The right content, tools, knowledge, skills and coaching – otherwise known as sales enablement.

Sales enablement ROI for the sales enablement director


All professionals are under the gun to maximize return on investment, but arguably no one is more committed to boosting the ROI of sales enablement than the people responsible for implementing it. Quantifiable sales enablement ROI for the sales enablement director.

What is Sales Enablement

Score More Sales

Sales enablement is much talked about and often misunderstood or misrepresented. Just what is sales enablement and how does it affect the organization as a whole? So what is sales enablement? Who ultimately “owns” sales enablement in your company?

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.

Centralizing or decentralizing sales enablement? Three factors to consider


Should you centralize sales enablement? Driving sales enablement impact requires the right set-up: strategic, formal and charter-based. No matter your definition of sales enablement, the data is straight forward. Company size and structure matters a lot.

Key Elements of Great Sales Enablement Goals


Sales enablement is on the mind of many businesses and Sales leaders. Yet the pathway to creating an effective Sales enablement program may be more involved than some might initially think it to be. Why Sales Enablement Should be a Goal for Your Business.

Sales Enablement Defined

Sales and Marketing Management

Author: Bob Junke Recently, I had the honor of being asked by the Sales Enablement Society (SES) to offer my definition of sales enablement as an alternative to the one the SES Definition Working Group came up with. Defining sales enablement is important. The definition should serve as a beacon, identifying what we need to do to make sales enablement successful. Google “sales enablement definition” and you will get plenty of results.

Sales Enablement Takes the World Stage


Sales enablement is sweeping the globe. In partnership with Sales Enablement PRO , we surveyed more than 500 executives, sales enablement, and marketing leaders from companies of all sizes across the world. How can business leaders embrace enablement?

7 must-have features for your sales enablement tool


We all want to make more money, and if you work in sales, it’s also a major part of your job description. There are endless avenues to win new business and with that comes new technology to make your sales strategy smarter. Not all sales enablement tools are created equal.

Why Sales Enablement ROI is Important


Essential to any successful sales process is some form of sales enablement. By providing sales enablement tools such as ongoing training materials and marketing content to reps, you support their development and strengthen their contribution to sales and organizational goals.

ROI 63

What Exactly Is Sales Enablement?


Sales Enablement is a hot buzzword bingo term these days. The problem is, were you to ask 10 companies what Sales Enablement is, you’d probably get 13 different answers.

Exact 91

The Three Waves of Sales Enablement

Corporate Visions

The post The Three Waves of Sales Enablement by Tim Riesterer appeared first on Corporate Visions. You can think of training and enablement programs as similar waves along a continuum. And, it made those companies a magnet for top talent.

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.

Sales Enablement is Dead – The Best Companies are Embracing Commercial Enablement

Sales Benchmark Index

Do you work for a company that is easy to sell for and buy from? Article Corporate Strategy Sales Strategy customer experience make the number make your number revenue Revenue Enablement sales enablement Scott McLeodThis question often perplexes the individual contributor up to the executive team. You may get a defensive reply “of course.” If you hear this phrase.

Sales Enablement 101: A Guide For Empowering Your Sales Team


There’s a new buzzword on the minds of sales managers across the country: sales enablement. The idea is to provide your sales teams with the resources they need to excel. Read on or use these links to jump to a particular section: What is Sales Enablement?

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.

Sales enablement ROI for the CMO


In between boosting brand awareness in the market and ensuring sales teams stay up to date on new campaigns and collateral, CMOs are accountable for showing the financial impact of marketing using clear-cut metrics. Quantifiable sales enablement ROI for marketing.

Sales Enablement CRM: A Guide


Sales enablement is about ensuring Sales reps have the resources and tools necessary to connect with leads, prospects, and customers in a way that prompts further engagement. Sales Enablement Versus CRM. So, how do Sales enablement and CRM differ?

CRM 67

Why is Sales Enablement Important?


You know, the kind that just shows up every once in a while during the Sales cycle. Everyone who’s worked in Sales of any kind has seen such a run of leads. . It’s the responsibility of Sales managers to assess performance more objectively.

What Matters in Sales Enablement Today, and Tomorrow


The world’s largest sales enablement gathering brought together thousands of leaders, practitioners, analysts, and investors from around the world to network, share best practices, and discuss success metrics for sales enablement. .

The top three sales enablement success factors and why alignment is the key to all of them


In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . Effective sales enablement requires both.

Who Owns Sales Enablement? Sales? Marketing?


The number one goal for any sales enablement team is to empower effective sales. Ideally, this is done on every level in the company - although your first knee-jerk reaction might be to turbocharge the sales team only, and have sales enablement be grouped with sales teams.

Adapting Your Sales Enablement Strategy to 2020 Realities

Integrity Solutions

With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. Here’s where sales enablement has the opportunity to shine. Start With Defining Sales Enablement.

Key Sales Enablement Metrics You Should be Tracking


In recent years, analytics has found widespread adoption in numerous businesses across all areas of operations, including Sales and Marketing. As such, it makes sense that use of the method could also apply to subsets of those major categories, such as the Sales enablement process.

5 Best Practices for Using Competitive Intelligence in Sales Enablement

Sales Hacker

As such, much of sales and marketing’s focus is external to attract customers, and rightly so. The key to this internal success is sales enablement and quality, competitive intelligence. Improved communication between sales, marketing, and product.

The Three Waves of Sales Enablement

Corporate Visions

The post The Three Waves of Sales Enablement by Tim Riesterer appeared first on Corporate Visions. You can think of training and enablement programs as similar waves along a continuum. And, it made those companies a magnet for top talent.

Train The Trainer: What Most Sales Enablement Strategies Are Missing


After seven years of working with 350-400 customers, it recently dawned on me that there’s a fundamental flaw in the sales training industry. But as I watch most companies, the problem—or fundamental flaw—is there’s a growing role that sits on the fence. That role is sales enablement.