Showpad

NOVEMBER 24, 2020

Accelerating sales is not only possible, but it’s a challenge the entire organization should accept, creating the sales equivalent of the “rally around the flag” effect. Let’s examine how to accelerate sales even when prospects aren’t biting. unexpectedly poor sales performance is debilitating.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

Hubspot Sales

OCTOBER 4, 2019

How mature is your organization’s sales enablement structure? Sales enablement is the process of providing your company’s sales team with the resources they need to be successful. Common sales enablement resources include tools, automation, content, and information that prepares your reps to close new business.

Pivotal 77

Pivotal Collateral Sales Enablement Scale 77

Showpad

OCTOBER 3, 2019

The best films tell stories about a hero’s journey that audiences connect to, never want to end, and never forget. Wouldn’t it be great if Sales organizations could create that same experience for prospects and customers? Sales and Marketing teams can create the best buyer experience through a compelling story.

Film 40

Film Demographics Social Media Buyer 40

Chorus.ai

SEPTEMBER 5, 2019

Many sales leaders admit that they have little to no formal sales curriculum in place. Even when teams hire roles like Sales Enablement and begin building out a sales training curriculum, leaders struggle to drive buy-in and adoption across the org. Learn more about how to conduct ongoing film reviews.

Top of Funnel 54

Top of Funnel Training Hiring Film 54

Allego

APRIL 22, 2020

Without “game film” there’s no way to know exactly what reps are saying. Managers can’t review the play to know whether salespeople are getting the messaging right or missing opportunities to nurture prospects or close deals, nevermind coach them to refine or improve their approach.

Coaching 62

Coaching Film ACT Video 62

Nutshell

JUNE 3, 2020

In sales and marketing circles, it’s become trendy to praise great copywriting as the secret weapon that divides successful brands from the rest of the pack. Well-written landing pages , cold emails , and sales enablement content are critical to converting leads into customers. Tell ’em, Dave.

Film 122

Film Analytics Conversion Benefit 122

Bigtincan

JANUARY 19, 2022

One of the first questions many companies face when seeking a content management solution is whether they should buy a sales enablement platform like Seismic or Bigtincan or just build their own. A prospect asks a question and you want to show them a spec sheet on your computer before you email it to them. Build Your Own or Buy?

Enterprise 52

Enterprise Enterprise Hiring Lead Rank 52

Chorus.ai

APRIL 25, 2019

She wants to hit the ground running, get hands-on with the product, and start talking to prospects. They tend to move through the training and prep portion of onboarding fast and getting to their first prospect meeting much faster. The new rep walks in the door, brimming with confidence from his last quota-crushing job. Call Shadowing.

Top of Funnel 48

Top of Funnel Banking Buyer Persona Film 48

DocSend

DECEMBER 20, 2019

If you can’t tell prospects why your product matters, then you haven’t convinced them to pick you. The secret to a sales pitch deck that closes more deals is a powerful story. That’s a lesson we learned first-hand when we decided to overhaul our own sales pitch deck. A new dawn, a new day for your sales deck. And only 17.5%

Closing 72

Closing Collateral Scale Film 72

Chorus.ai

DECEMBER 1, 2020

As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Some sales objections are representative of a deeper incompatibility between your prospect and your product, true. Specific, Warranted Concern Sometimes, a prospect objects because they have a valid concern.

Objections 73

Objections Case Study ROI Lead Rank 73

DocSend

AUGUST 23, 2017

When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. It’s often tempting to craft your sales deck around what you know about your product. And, if you can’t tell prospects why your product matters, then you haven’t convinced them to pick you. A powerful story. And only 17.5%

Scale 75

Scale Collateral Film Prospecting 75

Chorus.ai

NOVEMBER 11, 2019

It can occur at various points along the buyer’s journey (more on that later), but it always follows a cold call or other marketing strategy that piqued the prospect’s initial interest in your product. However, for discovery calls that turned into Closed Won deals, reps invited a colleague, such as a manager or Sales Engineer, early on.

Lead Rank 73

Lead Rank Lead Scoring Cold Calling Call-back 73

DocSend

APRIL 20, 2019

When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. It’s often tempting to craft your sales deck around what you know about your product. And, if you can’t tell prospects why your product matters with your sales deck, then you haven’t convinced them to pick you.

Scale 40

Scale Collateral Film Prospecting 40

Vengreso

JULY 10, 2023

In that year, I learned from some of the greatest sales managers that I’m friends with today. Prior to the age of 19, I worked in consumer sales at a retail shop known as Ritz Camera Centers. For those of us that are over the age of 45, we likely remember the 35mil film we used to take to various stores for processing.

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Chorus.ai

SEPTEMBER 26, 2019

Across the board, the value of a data-centric approach is unmistakable - whether that’s for evaluating new candidates for your team, or formulating training and performance aims for your sales reps. Data collection and analysis should sit at the forefront of your sales team management approach, and your sales enablement strategy as a whole.

Hiring 48

Hiring Sales Management Motivation Call-back 48

DialSource

JANUARY 16, 2020

Leveraging decades-long experience in children’s entertainment, Lego has created a catalog of mobile apps, video games, digital films, and streaming content that aligns with a new generation of digitally-enabled consumers. . Does your organization have a sales enablement team that can help develop training materials?

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41

Zoominfo

JUNE 1, 2020

Discovery can occur at various points along the buyer’s journey, but it typically follows a cold call or other marketing play that piqued the prospect’s interest in your product. If you consider that an average sales cycle is about 90 days, discovery calls likely place about a month after you began reaching out to the prospect.

Lead Rank 130

Lead Rank Lead Scoring Cold Calling Discount 130

Gong.io

SEPTEMBER 30, 2022

We heard from Gong users in roles across Sales, Enablement, Marketing, and Customer Success. Let’s start with 6 suggestions from Sales Directors. 6 Gong Deals best practices from Sales Directors. “We We asked Sales Enablement Managers if (and how) they have used Gong to track a rollout or initiative.

Lead Rank 62

Lead Rank Lead Scoring Hiring Coaching 62

Gong.io

NOVEMBER 11, 2019

The Evolution of Sales Enablement. Nine years ago when we started the company, sales enablement really wasn’t a category. We knew we wanted to fix that fundamental problem of connecting Marketing and Sales. When we started, it was really all about arming sales reps to have the right conversation at the right time.

Film 48

Film Hiring Buyer Persona Revenue 48

Gong.io

JANUARY 12, 2021

All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Top sales reps are also objection-handling pros. by toggling unchecking the “Gong” box to only see when a prospect or customer mentions that competitor.

Follow-up 118

Follow-up Video Account Objections 118

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Prospect Intelligence. Sales Enablement. Sales Enablement. Prospect Engagement. Sales Efficiency.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Sales Hacker

JUNE 20, 2019

Want a quick debrief on what I learned about Sales Ops ? 1) Sales Ops gets hired too late , from everyone’s point of view. They come after a VP Sales, but before Sales Enablement. 2) Sales Ops starts as a tech-savvy SFDC Admin (often an introvert BDR transfer). This time, Sales Enablement.

Lead Rank 69

Lead Rank Coaching Hiring Sales Enablement 69