Margin Prospecting Sales Enablement White Paper 
Janek Performance Group
DECEMBER 28, 2021
In sales, thought leadership is a crucial component of success. It’s part of an organization’s sales enablement strategy that primes reps to believe in and sell their products and services to the best of their ability. Without question, lead generation is a sales topic as comprehensive as it is fundamental.
The ROI Guy
SEPTEMBER 3, 2010
IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. Sales Enablement Ineffectiveness? So why are the sales enablement investments not paying off?
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Braveheart Sales
JULY 30, 2020
Once they present the proposal, they have lost the ability to sell value and the ability to probe about what actually matters to the prospect. The prospect might even evaporate. Thus, they discount or have more willingness to negotiate internally to lower the price rather than discuss it with the prospect. No problem.
Pointclear
JUNE 4, 2013
I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. Recognizing this and the prohibitive cost associated with some training programs, TSW launched the Top Sales Academy at “free for all” cost. They don’t have a business development strategy.
Pointclear
JUNE 28, 2012
Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. Marketers are wearing the black turtlenecks, and sellers are in their white shirts.
Close.io
FEBRUARY 24, 2020
First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. Today, we’ll see: ?
The ROI Guy
MARCH 30, 2011
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." What does the customer need to be successful?
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