3 sales enablement myths debunked for senior executives


You may already have a sales enablement program, initiative or function at your organization. If your enablement initiative drives sales results as expected, you don’t need to read this article. Sales enablement is not about complicating processes or building new silos.

Sales Enablement In a Remote Work Reality

Sales and Marketing Management

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), Have sales reps mastered the information?

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Sales Enablement vs. Sales Operations


Sales operations and sales enablement are both functions that aim to improve your sales performance. Alternatively, sales enablement means providing sales teams with the tools, training, support and feedback they need to effectively sell.

5 Sales Enablement Best Practices for Inside Sales Teams

Hubspot Sales

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy.

Why is Sales Enablement Important?


You know, the kind that just shows up every once in a while during the Sales cycle. Everyone who’s worked in Sales of any kind has seen such a run of leads. . It’s the responsibility of Sales managers to assess performance more objectively.

Sales enablement: what is it, and how does it work?


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.

Unika.ai Introduces Smart Proposal Generation Solution for Professional Services Organizations

Smart Selling Tools

Introduces Smart Proposal Generation Solution for Professional Services Organizations. Sales teams have no room for inconsistency nor time to waste creating content in Microsoft Word. Unika’s Smart Proposal Generation solution is available now and is free for 14 days. Unika.ai

Sales Enablement Technologies: Integration and Adoption Drive Performance


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?

What You Need to Know to Write Winning Sales Proposals (Part 2)

Janek Performance Group

Previously, we looked at the large picture issues involved with writing effective sales proposals. Today, we’re bringing you the second part of this two-part series and digging deeper into the interior specifics for strong proposals. Sales Enablement

What You Need to Know to Write Winning Sales Proposals (Part 1)

Janek Performance Group

Proposals. Whether they’re for sales to secure business, for grants to gain funding, or even the most basic of asking someone to marry you, proposals can be stressful endeavors that require a lot of time, thought, planning, and resources. Sales Enablement

5 Steps to An Impeccable 2020 Sales Enablement Strategy 


Today, the “sales enablement” title is linked to over 7,400 jobs on LinkedIn. It is safe to say most companies understand the need for an evolution in sales practices to best serve buyers’ ever-growing expectations. However, for many companies, the path to sales enablement is entirely new. So, how can companies ensure they are leveraging sales enablement properly to set themselves up for success? Prioritize Sales Enablement Technology.

Sales Enablement: What Must Be Enabled Before People?


Carrying on with our Sales Enablement series, I’m going to make a statement that shows how much I disagree with common “wisdom” on the subject. I’m probably shouting into the desert, but I’m going to say it anyway: When first done, sales enablement has nothing to do with people.

How to Hire a Sales Proposal Writer to Win More Deals

Selling Power

While companies are trying to fill plenty of entry-level sales and marketing roles, there is one underrated job they should emphasize: the sales proposal writer. Sales Enablement Sales Management

The Sales Enablement Market Is Consolidating – and It’s a Good Thing

Sales and Marketing Management

Author: Jason Liu Sales enablement software has been around for a while now. What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market. regardless of their experience in sales, the industry or the company. Sales enablement platforms won’t be far behind.

Sales Mastery or Sales Enablement?


Embracing Sales Mastery with Insight, Value, and Technology. 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. Leverage technology: The best sales people combine proven old world practices with modern ways of executing. There are three essential ingredients plus the catalyst of sales management leadership.

Sales Enablement Tools: Not Sure What’s the Hype? We Break It Down for You in These 5 Simple Tips

Contact Monkey

Sales Enablement Tools: Not Sure What’s the Hype? Hearing a lot about sales enablement lately? When a term such as sales enablement is thrown around so much, it might be difficult to understand what it actually entails. What is Sales Enablement?

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Upland Software Increases Win Rates and Generates Revenue Faster with Award-Winning Enterprise Sales Enablement Solution Suite

Smart Selling Tools

Company Celebrates Two Industry Awards, Announces Major Product Releases, and Opens Inaugural Sales Enablement Customer Roadshow Series. The Association of Proposal Management Professionals® (APMP) recently named Upland Software as Vendor of the Year. Sales Enablement.

Sales Enablement Definitions for Taste

The Ultimate Sales Executive Resource

Sales Enablement has become a trending topic in Sales. From a peek preview of CSO’s insights forthcoming Sales Enablement Report 2017, I have retained that 59% of the respondents claim to have some form of Sales Enablement. A search on LinkedIn for people having sales enablement skills - done on September 27, 2017 - produced 293 300 results. At the recent Sales 3.0

Sales Enablement Gets Sirius

The ROI Guy

Some of m y favorite sessions at the event were about sales enablement – where the current practices are, and how they can be improved to drive sales productivity (efficiency and effectiveness). To make them more competitive – Executives don’t want a sales pitch.

Who Creates Content for Sales Enablement? Hint: It’s Not Just Marketing

Miller Heiman Group

That’s just one of the interesting findings from our 2017 Sales Enablement Optimization Study that we cite in our new book, “ Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force. ” To put the finding into context, here’s a breakdown of the percentages of sales content created by other teams, as reported by our study participants: Salespeople – 18 percent. Sales enablement – 16 percent.

How to Hire a Sales Proposal Writer to Win More Deals

Selling Power

While companies are trying to fill plenty of entry-level sales and marketing roles, there is one underrated job they should emphasize: the sales proposal writer. Sales Enablement Sales Management

Return on Sales Enablement: The Adoption Challenge

The ROI Guy

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?

Sales Enablement, “Build It And They Will Come….”

Partners in Excellence

Sales enablement is a “hot” issue in driving sales effectiveness/performance. Hundreds of millions are being invested in “enabling sales people.” ” Whether it’s new software tools, programs, content, training, processes, dedicated sales enablement professionals and executives are creating and delivering an endless array of things to “help” sales people.

SalesTech Video Review: Unika.ai

Smart Selling Tools

Unika is a sales enablement solution that offers a new world of knowledge sharing for sellers, partners, marketers, and prospects. Sales Enablement. Sales Enablement. Sales Enablement. Video Reviews Proposal Generation Sales Enablement Unika

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It’s Never “Just A Matter Of Training.”


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.”.

70 of the Best Sales Enablement Tools to Arm Your Team With

Hubspot Sales

This is especially important for sales professionals — and sales organizations are making greater strides to ensure their reps are successful on the job. Research found organizations that use sales enablement tools experience 25% less turnover than those who don’t.

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.

Why Revenue Enablement Is the Secret to Boosting Business Outcomes


That’s where revenue enablement comes in. Forrester defines the goal of revenue enablement as ensuring that all customer-facing roles possess the skills, knowledge, assets, and process expertise to maximize every buyer or customer interaction.

Sales Enablement and The Economic-Buyer

The ROI Guy

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months.

Sales Enablement Content: How to Give Reps What They Truly Need [Infographic]

Sales Hacker

As a Sales Operations Manager in the digital document space, I’ve seen thousands of proposals, contracts, and pieces of sales collateral from hundreds of companies come across my desk — and the one thing I know for sure is that not all sales engagement content is created equal.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

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. Ask five different sales enablement leaders, and you’ll likely get five different responses. But many B2B firms can’t afford all the bells and whistles of a comprehensive sales enablement function.

Frugalnomics Forces Changes in Sales Enablement

The ROI Guy

As defined by Forrester, "Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the ROI of the selling system.” As a result, organizations are making much larger investments in sales enablement teams, programs and tools.

Sales Knowledge Playbook: 3 Ways to Reimagine Your RFP Process


We’ve all been there—an RFP (request for proposal) comes across your desk and you’re met with equal parts excitement and nausea. sales enablementIt’s a process that’s well established, and one that’s simply unavoidable when selling enterprise software.

How to Build a Business Case for Workforce Readiness Technology


The following ROI example assumes a conservative 10% lift in sales based on a company with $50MM in revenue. As such, your board, CEO, CFO, or CRO will each have their own angle on your proposal. Sales Enablement

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Top Sales Productivity Strategies to Improve Your Team’s Performance


The internet is awash with strategies for helping sales reps stay focused and work smarter. Formalizing your productivity strategy empowers your entire sales team to regularly meet — and exceed — quota. Why should you measure sales productivity? What Is Sales Productivity?

How to Succeed as a Sales Ops Director

DiscoverOrg Sales

Sales operations may very well be THE most important and unsung hero for sales teams big and small, inside and field, direct and channel.” As a relatively new field, people in Sales Ops are often left with the task of evangelizing their own value to internal stakeholders.

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Three Counter-intuitive Ideas for 2019 Sales Kickoff Meetings

Corporate Visions

Want to wow your sales team for kickoff? Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. Model conversations vs. new sales pitches. Sales kickoffs are usually full of new products and updated features.

Four Steps to Sales Excellence: How to Define, Measure, and Sustain Sales Growth


In this guide, we’re pulling back the curtain to show you what goes into defining, achieving, and maintaining sales excellence and will answer such questions as: What is sales excellence? How do you measure sales excellence? How do you achieve sales excellence?

The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% focused on target accounts

DiscoverOrg Sales

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. The most common issue we see is the difficulty Sales has sticking to the same accounts on a long-term basis, which is necessary for an account-based approach. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

5 Types of Sales Metrics to Understand and Improve Performance


However, they’re particularly crucial in sales. Here’s why: Sales teams can’t rely on their intuition to improve. While most organizations realize the importance of sales metrics, many of them struggle to understand how to use them in a meaningful way. What are Sales Metrics? .