Transforming the Seller Experience Through Sales Enablement

Sales Benchmark Index

Today Ray Oram, Global VP of Sales Enablement for IBM, joins us to discuss how to transform the seller experience. Traditionally, sales enablement groups have spent their time working on budgets, supporting sellers through training, developing digital assets, and knowledge sharing.

Top Takeaways for Augmenting Training with Sales Enablement

Sales Benchmark Index

Podcast Sales Strategy b2b sales driving sales revenue revenue per head sales enablement sales enablement content sales revenue sales strategy sales training sales training certification

A Sales Enablement Tool for the CEO

Sales Benchmark Index

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The Future of Sales Enablement in the Tech Sector

Sales Benchmark Index

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Traditional sales enablement motions are.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.”. Explain how to architect your training to avoid ILT, if you want to.

9 Simple Sales Enablement Tips to Implement Now

Sales Benchmark Index

Article Sales Strategy playbook sales sales certification sales charter sales enablement sales playbook sales training training

Can Sales Enablement Build Pipeline?

Sales Benchmark Index

Sales Kickoff is over. Was it bad sales training? Is there a gap in my enablement? Sure, you cover the sales process. Elevator pitch, presentation practice and product training. Your company just missed the number. The questions continue though.

Is Your Sales Enablement Making a Difference?

Sales Benchmark Index

Summer’s upon us and you may have a mid-year sales training event coming up. How do you make your enablement more effective? Sales manager coaching is a good place to start. Sales Operations Strategy sales coaching Sales Enablement Director of Sales Enablement

The Secret Sauce for Sales Enablement

Sales Benchmark Index

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017.

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.

Beyond Face-to-Face: Solving the Digital Practice Problem

Speaker: Bryan Naas, Director of Sales Enablement, Lessonly

Is Sales Enablement Helping Reps Do More with Less Effort?

Sales Benchmark Index

Today’s article is focused on transitioning from sales training to sales enablement. . The goal is to drive revenue per sales head up and time to productivity for new sales hires down. The sales enablement function exists to onboard new sales hires.

Sales Enablement Strategy: Programs, Tactics, and Other Tips

Allbound

Sales Enablement Strategy: Programs, Tactics, and Other Tips. According to TOPO Sales Enablement is defined as “the process of providing the sales organization with the information, content, and tools that help salespeople sell more effectively.”

Sales Enablement: Marketing and Sales Alignment by Design

Smart Selling Tools

Sales Enablement: Marketing and Sales Alignment by Design. Marketing and sales both work to drive demand and grow revenues. They do so in silos, guided by a linear process that dictates marketing works on the first part and sales works on the second.

How Should You Prioritize Your Sales Enablement Efforts?

Sales Benchmark Index

Sales Enablement is a role new to many organizations. In all likelihood these have just been a series of activities to ‘check the box’ A Sales Enablement program should not be just a ‘check the box’ activity.

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

If you’re like a lot of busy Sales Executives, you’ve likely noticed there are a lot of fantastic podcasts popping up. I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group. She spent thirty years in sales and marketing.

Sales Enablement Defined

Sales and Marketing Management

Author: Bob Junke Recently, I had the honor of being asked by the Sales Enablement Society (SES) to offer my definition of sales enablement as an alternative to the one the SES Definition Working Group came up with. Defining sales enablement is important. The definition should serve as a beacon, identifying what we need to do to make sales enablement successful. Google “sales enablement definition” and you will get plenty of results.

5 Indicators of Sales Training Success

Sales Benchmark Index

Article Sales Strategy SBI on Demand indicators of success sales enablement sales training sales training success metrics success

5 Ways to Supercharge Your Sales Enablement Efforts

DiscoverOrg Sales

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Training, training, training.

Why Your Next Sales Training Event is Going to Fail

Sales Benchmark Index

Corporate Strategy Podcast event based training motivation training sales enablement sales strategy sales training sales training event

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t.

Bringing Clarity to the Ill-defined Sales Enablement Function

Sales Benchmark Index

On this week’s SBI Insider Video Podcast we discuss Sales Enablement, a surprisingly ill-defined and misunderstood term. My colleague Mike Drapeau and I discuss the right paradigm for training. The goal of Sales Enablement is to drive revenue per sales head.

Sales Tech Game Changers: How to Improve Sales Enablement & Readiness

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

What is Sales Enablement

Score More Sales

Sales enablement is much talked about and often misunderstood or misrepresented. Just what is sales enablement and how does it affect the organization as a whole? So what is sales enablement? Who ultimately “owns” sales enablement in your company?

3 Common (but Fixable) Ways Your Sales Enablement Can Fail @brencournoyer

Smart Selling Tools

A dozen years ago, if you asked the average sales leader about their sales enablement strategy, the likely response would’ve been, “Huh?”. In other words, sales enablement is officially a thing. No enablement for managers.

Why Sales Enablement Needs To Be Measured in Salesforce

Smart Selling Tools

Why Sales Enablement Needs To Be Measured in Salesforce. We have an enablement problem… People think we suck at enabling our reps because we can’t prove its impact. And sales teams are not hitting quota. This is money lost because of unmeasured sales enablement.

The Three A’s of Sales Enablement: Alignment, Adoption, Acceleration

Sales Hacker

Launching a successful sales enablement program looks different at every organization but must include three things: organizational alignment, cross-functional adoption, and measurable acceleration. Choice Partner Sales Enablement Showpad Webinars

Four Ways to Win More Deals through Sales Enablement

Miller Heiman Group

Without an effective sales enablement strategy , your sales team can say goodbye to meeting quota at the end of the year. That’s because sales enablement is a framework for predictably increasing sales productivity by providing content, training, and coaching to sales professionals. Companies with sales enablement in place see 22.7 percent better win rate, according to CSO Insights’ 4th Annual Sales Enablement Study.

Measuring Sales Enablement: The Metrics You Need to Assess Success

Sales Hacker

Sales enablement has a problem. People think we suck at enabling our reps because we can’t prove the impact of what we do. The Bridge Group reports that, on average, it takes 5 or more months for new sales reps to ramp at SaaS companies today. Sales Enablement Articles

Power-Up Your B2B Sales Enablement Strategy With These Essential Tips

Sales Hacker

If you’re approaching sales enablement passively (or ignoring it completely), you’re leaving revenue on the table. Worse, your competition — who probably has a strong sales enablement strategy — will easily outpace you and drown out any of your basic prospecting efforts.

Is Your Sales Enablement Enabling the Right Things?

Smart Selling Tools

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5%

The Number 1 Question Everyone Working in Sales Enablement Should Be Able to Answer

Smart Selling Tools

The Number 1 Question Everyone Working in Sales Enablement Should Be Able to Answer. There are a number of considerations to weigh when deciding to implement a Sales Enablement platform. Sales Productivity and Pipeline Yield.

Without Sales Enablement, You’re Behind the Curve

Highspot

Sales Enablement PRO recently published the 2019 State of Sales Enablement and the report clearly echoed a similar sentiment — companies without an established sales enablement function are behind the curve and risk falling prey to their competitors.

Three Secret Sales Enablement Skills to Look for When Hiring

Mindtickle

*Editor’s Note: In this blog post, guest author and Global Sales Enablement Leader, Abby Vietor (click for LinkedIn profile), shares the three skills most sales enablement leaders should look for when hiring for their team.

Weekly Sales Enablement News Roundup – August 9, 2019

Showpad

Summer might be winding down, but we’ve still got hot Sales and Marketing tips, tricks, and news! 5 Biggest Sales Pitching Mistakes. Are you confident in your Sales pitching capabilities? You could be making one of these five mistakes that may result in losing a prospective sale. . Account-Based Marketing For More Sales And Bigger Deals. How AI Enhances Sales . With the help of artificial intelligence, Sales is becoming a revolutionized industry.

What is Sales Coaching? Sales Enablement Defined

Showpad

What are your sales representatives’ goals? A combination of content, training, and ongoing sales coaching is needed to drive reps’ success. As a crucial part of sales enablement , coaching must be done the right way in order to have the greatest impact. In continuation of our Sales Enablement Defined series, we dive into what sales coaching is, and how to do it properly for the benefit of your sales organization.

Using Your PRM for Channel Sales Enablement

Allbound

At the core of channel sales enablement is the assurance that channel partners can function autonomously while vendors maintain and manage consistent branding, messaging, and more. According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9

Cloning Your Closers: Your 2019 Sales Enablement Playbook for Consistency Selling

Smart Selling Tools

Cloning Your Closers: Your 2019 Sales Enablement Playbook for Consistency Selling. In 2019, sales teams will focus strongly on ensuring every rep on the team can replicate the success of their top reps. So what exactly does sales enablement do to achieve consistency selling?

8 Sales Enablement Predictions for 2018

Sales and Marketing Management

As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Donning the analyst hat I wore in my previous role – and also pulling from experiences I have with our sales team and customers every day – here are my sales enablement and readiness predictions for 2018: 1. Sales teams better adapt to millennial "movers". It made for a results-driven sales force.

Five Must-Have Ingredients for Improving Your Organization’s Sales Enablement Practices

Miller Heiman Group

Every sales organization wants to offer resources that can help their sales teams win more deals. From training programs to coaching services to sales playbooks, sales enablement services maximize revenue opportunities, improve customer acquisition rates and generally support your sales reps along the customer’s path. Organizations increasingly recognize the value of sales enablement. Sales Enablement Is More than Just Sales Training.