Sales Enablement, Part 1: Margins, Metrics and Management

Cincom Smart Selling

If you have spent much time on this blog, you know that we talk about all types of technology and strategies aimed at helping by providing information on the sales enablement process. CPQ, CRM, sales portals, content marketing and guided selling are just a few of the topics we kick around on this forum. Well the sales rep told us it would work. The Sales Enablement KPI that Matters Most. Ultimately, margin is what it’s all about.

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.

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. 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. . What is Sales Enablement?

Sales Mastery or Sales Enablement?

Pipeliner

Embracing Sales Mastery with Insight, Value, and Technology. Salespeople need to fund themselves from the value they create rather than from the margins that the product or service delivers. 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. The three ingredients are sales methodology, sales process and technology platform.

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.

8 Great Sales Enablement Systems

Pipeliner

Having the right people at the helm and in every support position on your sales team leads to great wins. Once your smoothing selling crew is aboard, then you need to do everything you can to enable them to be their best and sell. In addition to basic HR items, members of the sales team need to be trained on company products and services, sales processes, as well as marketing and sales tools to name a few. System Three: Sales/Buying Process.

Sales Enablement: The Good, the Bad and the Ugly for 2013

The ROI Guy

According to a recent study by IDC’s Sales Advisory, the majority of sales reps are not able to effectively engage with today’s more empowered, skeptical and frugal buyer. The Bad News: Most companies are not getting Sales Enablement right, and this is costly.

Sales Enablement, Part 3: Metrics that Matter, Courtesy of Your CPQ System

Cincom Smart Selling

Who is promoting sales enablement? The fact is, sales enablement is not located exclusively within one group or managed under one silo. Sales enablement is cross-functional in nature, and it spans Sales, Marketing, Engineering/Product Management, Operations, Finance and just about every department within your organization. There is a load of technology that helps to support the cause of enabling more efficient selling operations.

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. Trying to fulfill demo requests in multiple languages in different markets.

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Sales Enablement, Part 2: Everything That’s Wrong with Your Sales Process

Cincom Smart Selling

Raw data can be deceiving when looking at an organization’s sales processes. You never know if you have “all of the data” or if the data you have is truly representative of the optimization of a sales strategy at a given point in time. I had a boss once who always had the same response to certain types of proclamations particularly from the sales organization. How is this affecting our sales pipeline and process?

PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups

Pointclear

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. Sales is doing its thing and selling.

Forrester and IDC think Sales Enablement is a Big Deal. and We Agree!

The ROI Guy

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. Sales Enablement Defined What is Sales Enablement? Why such a sudden rush to address sales enablement?

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How AI and Machine Learning are Changing Sales Automation

Showpad

Sales automation software has become an in-demand solution among businesses of all industries and sizes. Yet some businesses may be hesitant to invest in Marketing automation like AI and ML, either because such tools seem too far out or the workforce is afraid of being replaced. .

Sales and Marketing Alignment in 2013? Not so Fast!

The ROI Guy

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. However, the story is quite different when Marketing is asked about their own priorities.

The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

DiscoverOrg Sales

Here’s how the math works out: if you add $10m of new sales when you’re a $10m company, you’re growing 100% a year; if you add the same amount in new sales when you’re a $50m company, you’re only growing 20% a year. We Invested In Accurate Sales Intelligence, For Us.

From Challenger to Transformer

The ROI Guy

However, digital transformation is also seen as an enabler, with 84% saying they expect digital change to bring higher profit margins. Once all the rage in sales and marketing methodologies, It is not enough to just challenge the status quo.

From Offline to Online to Inline Learning

Corporate Visions

But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, or intervening to fix acute, emergent needs when they arise?

Are the 4Ps Still Relevant or In Need of a Major Reset?

The ROI Guy

If you’ve taken a marketing course over the past few decades you were likely schooled on the 4-Ps: Product, Place, Promotion and Price. Developed in the early 60s by the marketer E. Jerome McCarthy and popularized by Philip Kotler, the four Ps have maintained a prominent role in how marketers develop go-to-market strategies and set the “marketing mix” – a recipe for balancing the ingredients of revenue success.

3 Steps a CRO can take to strengthen their company’s revenue sustainability

Mereo

Bring not only data points from the marketplace to product and marketing teams but partner with them to shape the go-to-market strategy accordingly. For others it is margins. Whatever the measurements of revenue performance applicable for your situation, it is predicated on a framework that includes the right balance at the time of demand progression, solution marketing, solution management, sales operations and sales enablement.

The Big O – Outcome Selling

The ROI Guy

Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. Commodity sales professionals are being disinter-mediated.

Spring has Sprung, and So Should New Sales and Marketing Practices

The ROI Guy

If you are in sales and marketing, there is another forecast that is just as promising, especially if you recognize the pending fertile business opportunity and prepare accordingly. Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have." Commodity sales professionals are being disinter-mediated. However, we find that over 30% of vendors and sales professionals still rely on this antique sales approach.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. Sales Enablement: A Master Framework to Engage, Equip and Empower a World Class Sales Force by Tamara Schenk and Bryon Matthews. Wondering how you can leverage sales enablement to win? This book shows how to build, orchestrate, and lead sales enablement as a sustainable system.

2013 -The FIVE Critical Challenges ….

Jonathan Farrington

There are so many solutions available today, which assist front-line sales professionals to accurately target potential clients/customers – not to mention resources like LinkedIn etc – it is incomprehensible to me that the majority of organizations are still flailing in the dark.

Top 10 SalesTech Blog Posts of 2018

Smart Selling Tools

2018 was the year where the SalesTech market forces created reactions of substantial impact. For some of you in B2B sales, this may come as a surprise. Top 5 Game-Changers sales tech interviews. Sales Tools or Sales StackTop 10 SalesTech Blog Posts of 2018 .

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Leveraging Tools To Make Us Better

Partners in Excellence

Over the past week or so, I’ve been on a bit of a rampage on sales and marketing automation tools. In the hands of great sales people, they have the potential of amplifying capabilities tremendously. We’ve seen sales teams leveraging tools with great impact and amazing results.

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How BMW Would Have Benefited from Social Selling

Sales Benchmark Index

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. You can avoid commoditization and grow your margins. Corporate Communications sees inherent risk in mobilizing a social sales force.

What’s Disrupting Sales? Part 2: Perspective

Miller Heiman Group

A B2B sales strategy used to be simple: discover the buyer’s needs, then offer your solution. To avoid becoming even more marginalized, sellers must take proactive steps to break the apathy loop. In this, the second blog in a series exploring market trends that are disrupting sales, we take a closer look at how perspective helps sellers capture buyers’ interest and build stronger customer relationships. A focus on what happens after the sale.

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Dumbing Down The Sales Organization

Partners in Excellence

Over the past several months, I’ve been on a bit of a rampage on sales and marketing automation tools. In the hands of great sales people, these tools have the potential of amplifying top sales performers capabilities tremendously.

Time to prioritize customer referrals

Sales and Marketing Management

It’s equally powerful in business-to-business marketing. Instead, buyers talk with their peers in their personal networks, do their own research via web searches and social media, and have already done a good deal of vetting before they even talk to sales. Building effective customer reference programs should be an integral part of the B2B marketing toolset in 2019. and ultimately closed sales?—?why Win over the sales team.?

Is Your Sales Compensation Driving the Right Behaviors?

Sales Benchmark Index

It's a critical time of year for sales compensation. Starting now, sales leaders and HR business partners are getting the first direct feedback. Here are just a few: Direction - Sales reps may be focused on the wrong activities.

Get the Most from Your Channel Sales Process with These 5 Tips

The Brooks Group

When executed effectively, channel sales can allow your company to grow and expand rapidly. This post will cover what channel sales is, the benefits and challenges associated with the sales model, and 5 tips for getting the most out of your channel sales process.

Inside Sales vs. Outside Sales: Which Is Best for You?

Sales Hacker

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. The truth is, though, that they’re just two sides of the same sales coin — and you likely need both in your company if you’re going to succeed.

Lead Generation … Here We Go Again

No More Cold Calling

Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” ” That’s what I hear from every sales leader.

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Market penetration.

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Sales Performance Management: What It Is, And Why You Need It

The Brooks Group

Sales Performance Management (SPM) is a structured approach to hiring, managing, and incentivizing your sales force to drive optimal performance. As no surprise, sales teams that implement SPM outperform sales teams in organizations that don’t. . Healthier Profit Margins.

Sales Success - The Perfect Formula from Jonathan Farrington

Pointclear

You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. Jonathan is Senior Partner for Jonathan Farrington Associates and CEO of Top Sales World, based in Paris and London. We discussed upcoming initiatives for Top Sales World (TSW) as well as what Jonathan sees on the sales horizon. It’s the same with our sales teams.

The July Edition of Top Sales Magazine is Published

Jonathan Farrington

. We are delighted to announce that July’s edition of the Top Sales Magazine has been published – slightly later this month due to the July 4 th celebrations in the US. said, “Half of the marketing money you spend is wasted—trouble is you don’t know which half.”

That Data Scientist Colleague is a Business Asset. 5 Tips.

Babette Ten Haken

In my Playbook, these professionals are valuable sales and business assets. The great thing about this field is that it crosses over to so many industries, from banking to finance to marketing, science, social/psychological to consumer package good, sales, etc.,”

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How I Built a High-Performing Data Driven Sales Team [And How You Can Too]

Sales Hacker

As founding CEO of Datameer, I doubled revenue six years in a row, attracted $100M in venture capital and built a market-leading company. A data-driven sales approach. While a data driven sales coaching approach is still challenging to many sales leaders, the importance of chasing the right sales metrics is growing by the day! Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams.

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Tech Sales – The shift from product selling, through solution selling, to customer needs selling

Artesian Solutions

Tech Sales – The shift from product selling, through solution selling, to customer needs selling. Being a great IT service provider is about more than designing, deploying and being first to market with innovative technologies.