Unlocking the Future of Sales Enablement

Smart Selling Tools

Unlocking the Future of Sales Enablement. The sales enablement market is rapidly evolving. And walk away with actionable insights that will help you to prioritize the right sales enablement projects and choose the best-in-class technology.

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

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: 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.

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

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.

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 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.

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 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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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

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.

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.

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

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

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.

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?

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.”.

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 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 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.

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.

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.

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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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?

Tom Pisello: The ROI Guy: Forrester announces Sales Enablement.

The ROI Guy

Thursday, September 09, 2010 Forrester announces Sales Enablement Conference focused on Selling into the New Economy We were excited to hear that Forresters first Sales Enablement Conference will be focused on Selling into the New Economy. The Forgotten Sales Profess.

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Sales Reps Love Their CRM!

Smart Selling Tools

Sales reps love their CRM. They love spending hours entering information about the email activity they’ve had with customers, meetings held, proposals delivered, and especially updating their forecast. In fact, who doesn’t love a good forecast session with their sales manager?

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Sales Methodology Can Ease the ‘Seller Squeeze’

Miller Heiman Group

How to balance the expectations of buyers with the demands of sales leaders. Sales research confirms what salespeople already know: It’s tough out there. Salespeople are getting squeezed between a rock – the buyer – and a hard place: the data needs of their own sales organization.

Startup CEOs: Create a Killer Sales Playbook and Pass the Baton to Sales


Then, you hire a sales person to help you with selling but their pipeline is not as robust and deals aren’t closing as quickly. You share with your sales person all that you have done to be successful, but you’re still not getting the traction you were hoping for.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? Greg: We deliver tailored sales pitches to any audience, in any vertical, at any time.

6 Common Cold Calling Misconceptions

DiscoverOrg Sales

Working in Sales isn’t exactly a cakewalk. This is where a powerful sales intelligence solution comes in handy. For example, with an Org Chart from DiscoverOrg , sales teams can gain access to a business’ entire hierarchy. Prospects will have a litany of objections to proposals.

Nancy’s Sales App of the Week: @Qvidian #QConnect

Smart Selling Tools

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Qvidian, a smart selling tool that makes best-practice sales processes repeatable so new reps ramp up quickly and ALL reps increase their revenue. You can even automate the entire proposal process.

Nancy’s Sales App of the Week: @MyBuzzBoard

Smart Selling Tools

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles BuzzBoard , a solution that streamlines the four essential elements of a sales process: discovering, engaging, closing, and onboarding.

Sales Funnel

The Digital Sales Institute

A sales funnel is the process a salesperson works to in order to convert prospects into qualified leads or sales. A typical sales funnel will have stages that each sales lead goes through. Why use a Sales Funnel? What is a sales funnel? Sales funnel example.

3 Toughest B2B Sales Challenges for the Modern Salesperson

Contact Monkey

3 Toughest B2B Sales Challenges for the Modern Salesperson. The B2B sales process used to be a whole lot easier 10 years ago. Buyers were more dependent on service providers to deliver optimal solutions to their problem, leading them towards the bottom of the sales funnel.

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Evolved Selling: The Reason Why Alinean has Merged with Mediafly

The ROI Guy

I had the pleasure to present at a VIP Breakfast yesterday within the Forrester B2B Marketing and Sales event, on-stage with Mary Shea, Principal Analyst for Forrester, This included announcing live our merger with Mediafly, a leading sales enablement company.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software.

Answering the “Why Now” Question

Corporate Visions

A sales rep at a medical equipment company recently told me he lost a deal for an MRI machine, not to another MRI competitor, but to a “parking lot.” Conversation Research Differentiation Messaging Sales Sales Enablement Skills Training

The Fourth Value Conversation

Corporate Visions

Elevate Value by delivering bulletproof business proposals that meet executive standards. Together, the three value conversations spanned the entire customer acquisition side of marketing and sales. Sales Sales and Marketing Alignment Sales Enablement Skills Training