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.

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™

Smart Selling Tools

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™. With the new Mediafly, users can continue to feel well equipped in their sales conversations, providing value to their buyers at a faster rate, helping to increase revenue and exceed quotas.

Three Secret Sales Enablement Skills to Look for When Hiring


*Editor’s Note: In this blog post, guest author and Global Sales Enablement Leader, Abby Vietor (click for LinkedIn profile), shares the three skills most sales enablement leaders should look for when hiring for their team.

Weekly Sales Enablement News Roundup – May 31, 2019


Don’t miss these latest sales and marketing tips, tricks, and news! While marketers spend so much time and effort creating compelling content for sales and other teams within your organization, that content often fails to bring the ROI you expect. Develop Sales Managers Who Drive Performance. Only 38% of sales reps feel their managers help them develop skills needed in their role. Gartner offers its insights into producing effective sales managers.

Beyond Face-to-Face: Solving the Digital Practice Problem

Speaker: Bryan Naas, Director of Sales Enablement, Lessonly

8 Sales Enablement Predictions for 2018

Sales and Marketing Management

As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Donning the analyst hat I wore in my previous role – and also pulling from experiences I have with our sales team and customers every day – here are my sales enablement and readiness predictions for 2018: 1. Sales teams better adapt to millennial "movers". It made for a results-driven sales force.

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t.

Does Sales Enablement Technology Work?

No More Cold Calling

In sales, time is money, and the more of that time is spent interacting with customers and prospects, the more money comes in. Thus, sales enablement technology only works if it saves times on menial tasks and facilitates human conversations. Account Based Sales

Driving Sales Productivity: Aragon Research Draws the Lines Between Sales Enablement, Sales Readiness and LMS


This has been no different with sales enablement and readiness. The recent Tech Spectrum for Sales Coaching and Learning Report by Aragon Research is a timely and insightful snapshot of the sales training and coaching imperative as well as the technology solutions landscape.

Augmented Reality for Sales & Marketing: Sales Enablement Defined


As part of our “Sales Enablement Defined” series, we discuss how augmented reality provides better buying experiences and aligns sales and marketing for improved sales enablement. Benefits of augmented reality in sales & marketing. Sales representatives can show buyers the actual size, shape, color, and other details of their product, letting it speak for itself. Augmented reality examples in sales & marketing.

SevOne Up-Levels Its Sales Enablement, Strengthens Sales-Marketing Relationship With MindTickle


Without the right Sales Readiness solution, however, it’s difficult for a geographically dispersed sales team to stay connected, engaged, and successful. SevOne’s initial attempt at creating a sales enablement strategy proved this to be true.

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

The ROI Guy

Yet, if everyday consumer purchases require nothing more than a functioning thumb, why is the B2B buying journey so broken? To help overcome this challenge, we are excited to launch the book: “Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics” is a first-of-its-kind, step-by-step guide to assess your sales performance and evolve to fueling better customer engagements at every stage of the journey. It seems counterintuitive.

Demystifying Sales Enablement: What Is It, Why It Matters, And How To Do It Right

Sales Hacker

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down. It’s an up-and-down ride that moves the needle where it matters, driving sales teams to peak performance and customers to brand loyalty. .

Sales Enablement Technology Starts With CRM, But It Doesn’t End There

Miller Heiman Group

If I were to ask you to name a type of sales enablement software, chances are good that CRM would be the first tool to come to mind. In this post, we’ll explore why a mature enablement discipline demands a solid CRM foundation, but it doesn’t end there. CRM is Must-Have Foundation for an Effective Sales Enablement Strategy. Without this system of record, sales management and executive leadership lack the insight they need to promote performance improvements.

Next Generation Sales Enablement


Sales & Marketing has changed dramatically since I began my own sales career over 30 years ago and so has the way that we learn. As of 19th December 2017 all of our sales training courses and our sales coaching are now available online, for access anywhere at any time.

Sales Enablement Defined: How Augmented Reality is Changing Marketing


It provides an immersive experience for consumers that they’ve never known before, and is therefore a unique opportunity for marketers to engage audiences and buyers on a whole new level. We’ve previously touched on how augmented reality is revolutionizing B2B sales , so the next post in our “Sales Enablement Defined” series outlines how merging digital experiences with real-life experiences allows marketers to develop richer, more exceptional buying experiences.

Sales Enablement Defined: How Augmented Reality is Changing Marketing


It provides an immersive experience for consumers that they’ve never known before, and is therefore a unique opportunity for marketers to engage audiences and buyers on a whole new level. We’ve previously touched on how augmented reality is revolutionizing B2B sales , so the next post in our “Sales Enablement Defined” series outlines how merging digital experiences with real-life experiences allows marketers to develop richer, more exceptional buying experiences.

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?

Death of the B2B Sales Rep? An Interview with the Sales Enablement Lab

The ROI Guy

We recently had the pleasure of talking sales enablement with the Sales Enablement Lab and Thierry v. Tom Pisello, Alinean's CEO / Founder was interviewed about the recent proclamations on the Death of the B2B Sales Rep, and what his thoughts were on the future of B2B selling and sales enablement. The original recording can be accessed at: [link] There has been some controversial research from several top analysts on the Death of the B2B Sales Rep.

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

Miller Heiman Group

As more consumers make purchases without the help of salespeople (think of either online purchases or walking out of a physical Amazon Go store without talking to a cashier), it’s no surprise to see the self-serve experience continue to replace traditional interactions in the B2B buying space. As a result, buyers make many key purchasing decisions (priority of needs, scope of problem, possible solutions) prior to engaging sales resources.

The Top 5 Key Features of Great Sales Enablement Tools


Sales enablement can have a significant impact on a company. With every interaction, sales reps need to know everything about your product, service, customers, and more. By tapping into the power of sales enablement tools , reps can quickly become experts, close more deals, and Do Better Work. This blog series offers an in-depth look at enablement tools and how they can empower reps to increase productivity throughout the sales process.

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Sales + Marketing Alignment – Focusing on a Better Buyer Experience


Improve sales and marketing alignment with this key strategy. It’s no secret that your sales and marketing teams each play a critical role in the success of your organization. This can seem like an overwhelming endeavor, especially if you’re at an organization where sales and marketing are often at odds and you don’t know where to best focus your attention to make improvements. Today’s consumers have higher expectations than ever before. Partner with Sales Enablement.

Transforming Sales: 3 Types of Sales Org Transformation to Ensure Seller Readiness

Smart Selling Tools

Transforming Sales: 3 Types of Sales Org Transformation to Ensure Seller Readiness. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. to transform the way you train, coach and prepare your sales team.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. You’ve been in sales and marketing long enough to know it’s never quite that easy.

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?

Why Emotional Connections Are Often Your Best Sales Differentiator

Janek Performance Group

One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before. In fact, the Journal of Consumer Research and others consistently report that 50% of all buying choices are made on emotion.

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.

Marketing Leaders indicate Sales Enablement Tools as key for 2010 Success

The ROI Guy

The go forward advice from IDC? > “Bundle” your new budget requests with budget savings to show frugal focus and fiscal responsibility > Do not lose control over the “Three Pillars” of Marketing > Create new Sales Enablement Tools > “Go Digital” with strong corporate-led digital marketing operations. Sales Enablement IDC B2B interactive marketing Technology marketing Marketing budgets Sales Tools

Personalization: The Modern Buyer’s Prerogative

Smart Selling Tools

The line between consumer buying behavior and business buying behavior isn’t blurred. Consumer-oriented companies such as Amazon and Airbnb have set a high bar for more informed, highly-personalized buying experiences.

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Where Do You Fit On The Digital Maturity Curve?


What you can argue with me is “my customer is not on social media platforms, and isn’t terribly digital in consuming content”. Essentially, some sales leaders believe that the digital evolution will never effect their business. Digital Selling Sales Enablement Sales Leadership Enterprise SalesWhat you CAN argue with me is that social selling or digital selling is not proactive in your industry, or your country, right now….

3 Steps to Eliminating Your Manufacturing Sales Process Bottlenecks

Atlatl Software

Alongside the power shift from manufacturers to consumers, buyer persona demographics are changing, customer expectations are rising and business values reconstructed. Quotes CPQ Sales Enablement Sales Acceleration Data Management LeadsWith Industry 4.0

How Sales Teams Drive Exceptional Customer Experiences

Smart Selling Tools

How Sales Teams Drive Exceptional Customer Experiences. This shift in focus certainly started with consumer companies, but has expanded into business and technology buying. How Sales Teams Can Effectively Drive Customer Experience in the Sales Process.

#B2BMX Recap: What Every B2B Marketer Should Focus on in 2018

Smart Selling Tools

I’ve been to many conferences over the years, but lately they’ve been centered around Sales. Stories enable us to build personality and create a connection with whom we’re selling to. 90% of consumers trust peer recommendations. Get aligned with your sales team.

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Sales Tech Game Changers: How to Convert Prospects Into Customers Faster

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?

Perspective: The Seller’s Key to Breaking the Buyer Apathy Loop

Miller Heiman Group

As consumers themselves, buyers are accustomed to logging on to the internet and finding ads for clothing in their style, music that suits their tastes and images from trips they’d like to take. Offering perspective builds sellers’ credibility with customers, elevating them from biased vendors to trusted resources and enabling both buyers and sellers to work—together—toward win-win solutions. Sales Enablement

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AJ’s story – and the Split of Outbound and Inbound Sales Development

DiscoverOrg Sales

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Fast-forward a year: AJ is now in a leadership role on an inbound sales development team with a remarkable 40% conversion rate from inbound lead to appointment set. Sales is hard. How effective is your sales team?

Maximizing Your Prospecting Time

Janek Performance Group

Prospecting is a time-consuming and arduous task, but it’s also necessary to grow your business and increase revenues. Sales Prospecting Sales EnablementWe’ve written before about the importance of maintaining a healthy pipeline , but this delves deeper into the particulars of how to best utilize your business development time.

Achieving Quota Is Not A Tech Problem, It’s A Sales Leadership Problem, with Tiffani Bova, Episode #105


Personal growth is a cornerstone of good sales leadership. Without leaders who are actively growing themselves, sales teams don’t have a chance of succeeding. sales #SocialSelling #SalesLeaders @TheAAISP #LS2019 Click To Tweet. Subscribe to Selling With Social.

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Why Sales Is Like a Taco

DiscoverOrg Sales

But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. If we take this into the world of sales it breaks down a little something like this.

Raising the Bar: DiscoverOrg Q1 Recap

DiscoverOrg Sales

We constantly strive to be better, faster, stronger – not only as individuals, but also by delivering more value to our customers through a more comprehensive sales intelligence solution that touts improved performance aimed at exceptional user experience.