DiscoverOrg Sales

JUNE 8, 2017

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Process-oriented sales enablement.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

Allego

NOVEMBER 16, 2021

Picture this: You’re VP of Sales at a large medical device manufacturer with a multinational sales force spread across five continents. You also employ channel sales partners. >> Download your All-in-One Sales Enablement RFP Kit to learn how to create a comprehensive RFP and keep the evaluation process on track.

Vendor 71

Vendor Sales Enablement Scale Distribution 71

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work? Closing is about finalizing a sale and creating a lasting relationship that can lead to more opportunities.

Closing 52

Closing Training Lead Rank Negotiation 52

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy?

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Allego

JANUARY 6, 2022

Given its powerful impact on the bottom line, sales enablement is no longer optional. Onboarding, training, coaching, and providing the right sales content is now a crucial function for survival and growth in today’s ultra-competitive economy. Choosing the right sales enablement platform has become more of a challenge.

Sales Enablement 62

Sales Enablement Vendor Scale Comparison 62

Pipeline

MAY 30, 2023

Turns out that sales enablement plays a key role in results. Sales enablement gives your sales reps the leadership, support, technology, content, and processes they need to close more deals consistently. It’s also how you turn 50% of your average performers into elite sales reps.

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

SBI

AUGUST 10, 2021

4 Powerful Ways to Prove Sales Enablement ROI. The era of rep-centric sales enablement has arrived—and it couldn’t have come at a better time. At the same time, as the demands on sales organizations change, sales enablement efforts must evolve to keep pace. Proving Sales Enablement ROI.

ROI 85

ROI Sales Enablement Hiring Maximizer 85

Mereo

AUGUST 20, 2020

Sales enablement programs are never one-size-fits-all. Your sales enablement program can and should be specific, strategic, and catered toward your people, your goals and your needs. Here are the must-have pillars we have identified of any sales enablement program. End of story. Are they aligned?

Sales Enablement 67

Sales Enablement Ideal Customer Profile Negotiation Proposal 67

Showpad

DECEMBER 10, 2019

Technology’s role in sales enablement increases every year. The better technologies become, the more they support the success and scalability of sales enablement. What sales enablement technologies are organizations investing in? The majority of Sales Enablement teams invest in sales enablement technologies.

Sales Enablement 92

Sales Enablement Quota CRM System 92

Corporate Visions

JULY 2, 2020

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. As you move from left to right across the x-axis, your enablement programs become more flexible and more situational.

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Showpad

NOVEMBER 25, 2019

You know, the kind that just shows up every once in a while during the Sales cycle. If you saw all of this occur, you would’ve seen an example of the Sales enablement process in action – or at least one facet of it. Factors Behind the Value of a Sales Enablement Program.

Sales Enablement 64

Sales Enablement Top of Funnel Sales Cycle Sales Qualified Lead 64

Partners in Excellence

JUNE 14, 2018

Sales enablement is a “hot” issue in driving sales effectiveness/performance. Hundreds of millions are being invested in “enabling sales people.” Every sales enablement professional I meet is very dedicated and well intended. Or they are doing their own thing.

Sales Enablement 85

Sales Enablement Case Study Churn Face-to-face 85

Lessonly

DECEMBER 27, 2021

Regardless of how your organization defines the process of sales enablement training , I think we can agree that the better we are at enabling a sales team, the more revenue our reps are going to bring it. But when it comes to enabling sales reps to do great work, it’s time to think out of the box.

Sales Enablement 26

Sales Enablement Training Scale Case Study 26

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. The trick is knowing what training program and techniques to use. Why sales training is important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

BuzzBoard

MARCH 28, 2024

An Overview of the Marketing Agency Sales Process The sales process in a digital marketing agency is a multi-step journey that requires a thorough understanding, strategy, and execution. Before engaging potential clients, a marketing agency needs to first identify its target market and generate leads.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

DocSend

MAY 17, 2022

What is sales enablement? At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. When do you need sales enablement? On-time enablement.

Negotiation 98

Negotiation Tools Collateral Hiring 98

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. When a new employee comes in, we don’t just say, “Go write a sales proposal.

Hiring 62

Hiring Scale Proposal Analysis 62

SalesHood

MAY 30, 2020

Callie Apt, Senior Director of Global Sales Enablement and Proposals at Domo, shares with us how she and her team deliver meaningful impact on pipeline and revenue with their sales enablement programs.

Marketing 52

Marketing Conference Proposal Sales Enablement 52

Openview

MAY 7, 2019

Bringing in outside training and/or building a sales enablement function is an expensive investment, yet it’s critical to the success of your sales organization. Regardless of your go-to-market strategy, arming your sales team with the tools, tactics and processes is paramount in their ability to execute.

Top of Funnel 87

Top of Funnel Training Company Pipeline 87

Sales and Marketing Management

DECEMBER 14, 2020

The cost savings to businesses is too significant, and the efficiencies from buyers’ perspectives too valuable, thus both sides of the sales equation will likely want to retain the Zoom meeting model for many sales calls. What does it mean for B2B sales managers as they strategize for 2021? Role play virtual sales interactions.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Highspot

JANUARY 29, 2024

Jump to whichever section fits your needs: What Is Sales Negotiation Why Is Sales Negotiation Important? 7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation?

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

BuzzBoard

FEBRUARY 16, 2024

Imagine having the power to predict which leads will likely convert, or tailor your sales pitch based on an individual customer’s behaviors. These aren’t just daydreams – they’re tangible opportunities readily available with AI tools for sales. Coupled with that, training is crucial.

Small Business 52

Small Business Small Business Tools Lead Rank 52

Contact Monkey

APRIL 10, 2018

Sales Enablement Tools: Not Sure What’s the Hype? Hearing a lot about sales enablement lately? While some may think it’s just another broadly used term, recent findings suggest that sales enablement is an extension of the selling space that continues to evolve and gain importance. What is Sales Enablement?

Sales Enablement 85

Sales Enablement Tools Top of Funnel Comparison 85

The ROI Guy

OCTOBER 15, 2014

This weeks’ Dreamforce event, with some 135,000 attendees, brought home the enormous investment organizations make in their CRM solutions and sales reps. But also begs the question – is the large investment in CRM and sales enablement delivering an adequate payback? You are not alone if you are getting mixed results.

Sales Enablement 79

Sales Enablement CRM Commission Decision Maker 79

Partners in Excellence

FEBRUARY 28, 2024

My parents paid me the tuition fee for learning, in my spare time, in a private institute for extra-occupational training, how to program a IBM 360-20 mainframe. In my naivety, I did not exclude taking a role in marketing if this would make me such a person. I consider it as my merit that our proposal made it to the short list.

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

Gong.io

OCTOBER 12, 2022

Definitely, but it’s not JUST for sales (as evidenced by the title of this page). Just For Sales? Here’s How Marketing Teams Can Win More With Revenue Intelligence. Revenue Intelligence indeed, 100%, without a doubt in the world, helps sales teams. Marketers have questions … questions that require answers.

Revenue 62

Revenue Marketing Top of Funnel Call-back 62

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. Most vertical marketing strategies are light in nature consisting of tabs on websites, vertical-oriented stock photos and key words added to headers.

Marketing 52

Marketing Strategy Collateral Case Study 52

Allego

JANUARY 10, 2024

The new darling in this arena is generative AI (gen AI), and it is transforming how revenue enablement teams do their jobs and elevating their performance. Sales and marketing teams are reaping the benefits of this technology, as vendors add generative AI capabilities to their sales enablement platforms.

Top of Funnel 71

Top of Funnel Social Media Revenue Buyer 71

Highspot

JANUARY 31, 2020

Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. These initiatives are key inputs of your revenue engine: your training, tools, enablement, and culture. Average number of sales tools used daily. Sales technology.

Lead Rank 98

Lead Rank How To Sales Enablement Analytics 98

Mereo

APRIL 7, 2022

As most sophisticated selling organizations know: A value proposition is an essential sales enablement tool. In a recent survey of 330 sales and marketing leaders , in fact, 70% said their salespeople tended to stray off-message during buyer conversations. EFFECTIVE VALUE PROPOSITION TRAINING AND ENABLEMENT PROGRAMS.

Marketing 36

Marketing Hiring Decision Maker Survey 36

Mindtickle

OCTOBER 25, 2023

The challenger selling model is just one, and it’s well-known in the industry because it is the methodology that helped top sales reps win throughout the 2018 Great Recession. Proposed by Brent Adamson and Matthew Dixon in “The Challenger Sale,” this approach is based on the personalities of your sales team.

Sales Methodology 59

Sales Methodology Scale Sales Cycle Construction 59

Partners in Excellence

APRIL 1, 2014

He’s VP of Sales Enablement for a large technology organization. He had just come out of a meeting of his peers–the top management in the sales organization. He called to say, “the field VP’s proposed that we initiate a major sales training program and are willing to fund it.”

Training 93

Training Face-to-face Proposal Coaching 93

SBI

MARCH 8, 2018

Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations align the sales organization to strategic corporate initiatives and changing market conditions. Diagram #1).

Government 139

Government Sales Methodology Sales Enablement ROI 139

SBI

OCTOBER 27, 2020

So from my perspective, especially when looking at sales enablement, creating a good buying experience is all about creating a great customer engagement experience (CEx). We suggest: Training – showing sellers exactly how to apply the new tools to reshape the buying experience, especially what “good” looks, sounds and acts like.

ROI 108

ROI Pivotal Buyer Lead Rank 108

Allego

MARCH 23, 2021

Welcome to the Allego Customer Spotlight, where we share insights from conversations with customers who rely on Allego to help transform their sales learning and enablement. Allego: Tell us about your experience in learning and training? I was in sales, I did marketing, and I also did training.

Customer 111

Customer Face-to-face System Course 111

Chorus.ai

SEPTEMBER 5, 2019

say they have no formal training for new hires. say their teams are being inconsistently trained. 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. In fact 34.8% Another 32.5%

Top of Funnel 54

Top of Funnel Training Hiring Film 54

BrainShark

APRIL 23, 2023

When you integrate a successful sales readiness program for your team, you can certify whether salespeople possess the skills and knowledge to have effective conversations throughout the buyer’s journey. Key sales readiness activities such as assessment, training, and coaching help develop more productive, agile, and ready sellers.

Hiring 62

Hiring Face-to-face Buyer Buyer Persona 62