Are Your Sales Enablement Initiatives Missing Something?

Miller Heiman Group

“In a mature enablement discipline, none of these services stands alone. … In turn, both content and training services require coaching to ensure the services are implemented and adopted appropriately.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. One of the disconnects we most often find revolves around the services the enablement team delivers. What Are Enablement Services? Sales Enablement

Demystifying Sales Enablement: What Is It, Why It Matters, And How To Do It Right

Sales Hacker

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down. It’s an up-and-down ride that moves the needle where it matters, driving sales teams to peak performance and customers to brand loyalty. .

Is There A “Schism” Between Sales Enablement And Sales?

Partners in Excellence

Perhaps I’m an alarmist, but I’m starting to see the early signs of a schism between Sales Enablement and Sales. ” I want to be clear–I’ve heard this from both sales and sales enablement people, accusing the other. Increases in spending on SE, yet not seeing the concurrent increases in percent of sales people making quota. SE metrics are getting disconnected from Sales’ metrics.

Sales Tips: The Challenge with Sales Enablement

Customer Centric Selling

Sales Tips: The Challenge with Sales Enablement. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A Google search for “sales enablement” yielded 1.17 Like aspirin, sales enablement can be used to relieve almost any malady. It can be invoked by senior executives when: Old sales and marketing approaches aren’t delivering results as they once were.

Training But Not Enabling, What’s the Sales Difference?

Sales Benchmark Index

Who is training and who is enabling? Scenario : Two Sales Leaders – Edward and Jason – recently participated in SBI’s Annual Sales Strategy Workshop. Each needed help developing their 2015 sales strategy. Pop quiz!

Sales Training Closer Look into Sales Enablement Accountability

Customer Centric Selling

Sales Training Article: Accountability for Sales Enablement By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII series.

Sales Tech Game Changers: @Highspot – How to Equip Sellers to Be Effective in Every Buyer Conversation

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?

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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?

Sales Tips: Is Your Organization Customer-Centric?

Customer Centric Selling

Sales Tips: Is Your Organization Truly Customer-Centric? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers refer to sales cycles rather than buying cycles. Need some help to increase sales?

Measuring ROI / TCO Sales Tool Success

The ROI Guy

You’ve launched your interactive ROI / TCO Tool to your sales team. In order to do this, you should validate that your sales reps are registering for access and have logged in to check it out. For most organizations we work with, 1 or more analyses reports per sales rep per month is the target. Deal cycle times (duration from qualified sales qualified lead and win) 3. Another great measurement is to correlate ROI / TCO Tool usage versus Sales rep performance.

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Sales Tips: Time for a Name Change

Customer Centric Selling

Sales Tips: Time for a Name Change. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The candidate I’d like to nominate for a name change is Sales Enablement (SE). Need some help to increase sales?

Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

We call it Sales Tech Simplified. Given the time and money invested in sales training, it’s not a question of insufficient effort or investment. As a veteran sales trainer, I noticed that despite these technological advances, sales training had remained stagnant.

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Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

We call it Sales Tech Simplified. Given the time and money invested in sales training, it’s not a question of insufficient effort or investment. As a veteran sales trainer, I noticed that despite these technological advances, sales training had remained stagnant.

From Offline to Online to Inline Learning

Corporate Visions

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Whether it was a training workshop, a product launch, or a messaging rollout, the activity was event-based, non-virtual and done in isolation.

Calibrate Your Managers with the Sales Coaching Olympics

ExecVision

This guest post was authored by Chad Dyar , Director of Sales Enablement at OnDeck. Over the last year, sales coaching has become THE hot topic. There has been an avalanche of articles in sales publications on coaching and new tools focused on making it easier to coach. Every conference I have attended this year has sales coaching front and center on the main stage and in breakout sessions. The VPs of sales chose sales reps to be coached.

How Motivated is Your Sales Team?

OpenSymmetry

Is your organization driving the right sales behavior? It is not uncommon for companies to take a “one size fits all” approach when it comes to driving sales behavior. Quite frankly, this approach is extremely limiting in terms of sales engagement, because no two people are alike.

Can Virtual Sales Training be Better Than Traditional Classroom Training?

Corporate Visions

Everyone assumes that virtual sales training is a pale imitation of classroom-based training when it comes to behavior change. Especially if that virtual sales training is a bunch of self-paced online modules where a salesperson can “quiz to complete.”

The Five Pillars to Business Value / ROI Selling Success

The ROI Guy

A business value / ROI sales tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more. Your business value / ROI sales tools should be simple, easy and fun to use, all while providing credible analyses and results.

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Sales Tech Game Changers: How to Align the Sales Organization to Strategic Corporate Initiatives

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?

The Missing Key Element to Sales Success

Sales and Marketing Management

Imagine for a moment that you’re a sales manager evaluating how to deliver a sales enablement program that will benefit both new hires who need to hit the ground running and provide value to more experienced team members.

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Is ROI /TCO Analysis too complex for sales people to handle?

The ROI Guy

Their frugal sentiment – if you want to sell us something, you, the sales professionals, need to provide quantified economic justification. You can’t afford to not have your sales people proactively develop and deliver credible business cases for proposed solutions.

How can I get my sales folks to best adopt the Alinean-powered sales tools?

The ROI Guy

Sales professionals and channel partners need to know that these tools exist, and have clear recommendations on where to best use them in the sales process / to help facilitate the buyer’s journey. Adoption Sales Enablement Training Alinean Sales Tools Awareness

5 Ways to Deliver a Truly Impactful Sales Kickoff

Sales and Marketing Management

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. Like most sales organizations, we also have sellers with different levels of experience.

Top 20 Sales Tech Vendors to Follow (and Party with) at Dreamforce #DF18

Smart Selling Tools

I’ll be at the Sales Enablement Soiree at the Four Season’s hotel on Thursday the 27th all day. To help you with that mission, we’re naming our top 20 Sales Tech Twitter handles to follow during this epic Dreamforce 2018. Want to Master Sales and Marketing Ops?

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3 Reasons Why Your Sales Training Program Fails

MJ Hoffman

Sales training is a big investment. Not only are you paying for the training itself and related expenses, your sales team is losing prime selling hours to attend workshops and sessions. CSO Insights' 2016 Sales Enablement Study found successful training can increase quota attainment up to 38% (depending on the focus of the training). Sales training Sales Leaders Management

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Alinean Research Reveals Best Practices to Fight Frugalnomics

The ROI Guy

In the face of frugal buyer sentiment, a majority of B2B vendors are now requiring more leads to generate the same amount of sales and are reporting a substantial increase in buying cycle time. The inability for sales to engage buyers with value messaging has currently been cited as the number one reason for sales not making quotas. Alinean's research revealed that new sales enablement strategies and investments are required to fight Frugalnomics.

Artificial Customer Conversations beget Artificial Customer Experiences

Babette Ten Haken

Do sales people rely on canned (read artificial) scripts to flush out potentially interested customers? At least the customers interested enough to respond to that scripted conversation with that specific sales person.

Onboarding is for sales managers too

Sales and Marketing Management

Author: JIM NINIVAGGI, CHIEF READINESS OFFICER, BRAINSHARK “What’s your onboarding program for new sales managers?”. While most companies would agree that sales onboarding is a strategic priority, the focus of their processes is often only?—? Why you need to onboard sales managers.

Top 9 Alignment Resources That B2B Sales and Marketing Leaders Need to Ensure They Didn’t Miss This Year

Jeff Davis

I‘ve had the pleasure of learning so much about how to strategically align B2B Sales and Marketing this year through too many different interactions to count. I hope these resources are helpful as you start planning out your journey to a more aligned sales and marketing team.

50 Sales Champions: Winners of the Sales Hacker Top 50 Awards 2019!

Sales Hacker

Last year, we started a new Sales Hacker tradition: the Top 50 Awards. Most other sales awards end up going to the most popular influencer. The Sales Hacker Top 50 is different. The Sales Hacker Top 50 Award Categories for 2019 Are: Sales Development.

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Is Your Compensation Plan Driving Sales to the Wrong Finish Line?

OpenSymmetry

“Moving the needle” in terms of overall sales force performance is no mean feat. Sales Enablement – yes, big S, big E – is becoming an increasingly important function of many sales organizations, charged with increasing productivity, typically through the effective application of investments in people, technology, process and content. So where does a sales VP place their bets? The post Is Your Compensation Plan Driving Sales to the Wrong Finish Line?

What you Missed at Allego’s Sales Success Summit (S3) 2018

Allego

On April 31st – May 1st, Allego held its second annual Sales Success Summit (S3) customer conference at the Revere Hotel in Boston, Massachusetts. Allego customers and partners came from all over the country to share ideas on how to best train and enable their sales teams.

Four Ways the Cloud Helps Sales Grow

Score More Sales

Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

50 Sales Champions: Winners of the Sales Hacker Top 50 Awards 2018!

Sales Hacker

Last year, we started a new Sales Hacker tradition: the Top 50 Awards. Most other sales awards end up going to the most popular influencer. The Sales Hacker Top 50 is different. The Sales Hacker Top 50 Award Categories for 2018 Are: Sales Development.

Are “Traditional” Selling Skills Even Relevant Anymore?

Partners in Excellence

We all know the story—buying has changed profoundly, complex buying is chaotic, we need to be customer focused/driven, we need to create value in every interaction… At the same time, customers have many more sources/channels for information to help in their buying decisions, AI/ML technologies will make many transactional sales roles less necessary (tough this isn’t new news). At the same time, sales performance continues to stagnate or even decline.

Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Tips: New Salespeople In-Training?

Customer Centric Selling

Sales Tips: New Salespeople In-Training? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Many senior executives confuse sales enablement with somehow becoming customer-centric.

Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

The fast innovation taking place in sales enablement technology has served as rocket fuel and turned this into the movement it’s become, adding both efficiency and reach at an exciting pace. Want to implement an Account-Based Sales model supported by actionable sales intelligence?

It’s That Time of Year: Sales Kick-Off Planning

Showpad

Sales Kick-offs (SKOs) are just around the corner for many companies. While traditional SKOs use daylong meetings with classroom-like learning, modern organizations are leveraging sales enablement technologies to get more done outside of SKO to make it far more effective for learning and retention. The hours of sitting through instructional lectures can now be replaced with practical exercises like workshops and role-playing. Review new and updated sales content.

Top Sales Conferences and Events You Can’t Miss in 2019

Sales Hacker

The best sales conferences enrich your team, build knowledge, and offer plenty of networking opportunities (and fun)! Bad sales conferences just feel like a huge waste of time away from you prospects. Unleash is the ultimate Sales Engagement conference. TOPO Sales Summit.