What Is “Sales Enablement”?

Aberdeen CMO Essentials

What organization can say no to “sales enablement”? Who in the C-Suite would ever look you in the eye and say, “We don’t find sales to be all that important. Such is the beauty of the term “sales enablement.” Enabling sales is something every organization should do.

Sales 36

More Sales Less Time

Your Sales Management Guru

More Sales/Less Time. -A If want to exceed your sales goals this year-read this book…. Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity. Accelerate Sales.

Sales 68

Trending Sources

Sales Management Thought Leadership:  efficient effectiveness

Your Sales Management Guru

Sales Management Thought Leadership: efficient effectiveness. What does this have to do with sales management? Check out our Sales Management Boot Camp, starts May 12 th , 8 weeks of online, interactive training: [link]. Sales Leadership Training Sales Management Training

July is Sales Leadership Month

Your Sales Management Guru

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month !

Sales 85

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

7 Storytelling Tips for Sales Teams

Type A Communications

October 25, 2016 by Carla Johnson The biggest beef I hear from sales teams or sales-driven organizations is that they can’t get people to pay attention, make decisions or quit. Sales Storytelling Carla Johnson sales storytelling Type A Communications

Building Belief for Sales Success

Your Sales Management Guru

Building Belief for Sales Success. Are your sales inconsistent? Does your sales team seem weak compared to those of your competitors? Most sales organizations don’t do any belief-building activities. His blog has been rated in the sales blogs in the world!

Build 49

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. The post Which Comes First: Lead Nurturing or Inside Sales?

The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. Ultra-high sales performers are smart people.

Sales 114

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. A sales rep should be selling, period.

5 Essential Elements to Include in Every Sales Pitch

Webbiquity

Effectively closing sales is the bread and butter of your business. As such, a great sales pitch is key, but perfecting the art is an ongoing endeavor. First and foremost, ditch the the “sales pitch.” Instead, think: sales conversation. Guest post by Ken Sterling.

Sales 108

Chalk Talks: Personalizing Video for Your Sales Outreach

Vidyard

And smart salespeople know that video isn’t just engaging – it’s also one of the easiest ways you can add personalization to your sales cadence. I’m a Sales Development Manager here at Vidyard! There are two types of videos you can use in your sales cadence.

Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales Leadership. In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team. Create an atmosphere of fun : make sure the sales team enjoys their job.

Sales 66

The B2B Value Sale is Actually Three Distinct Sales

Avitage

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates.

Successful Sales Coaching Best Practices

DiscoverOrg

Sales is tough and ongoing sales development is a never ending process. Take it from us – our sales and sales development functions are constantly evolving as we look to accelerate our record growth rates over the past few years.

Slammed! Sales Management Book Camp

Your Sales Management Guru

The New Sales Manager Boot Camp. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. Sales Management Boot Camp maybe for you.

Sales 56

How to Create the Three Parts for Any Sales Funnel

Webbiquity

What is a Sales Funnel? Sales funnels are everywhere. This is the power of a sales funnel that’s ultimately designed to get sales. Sales funnels today are processes that mostly occur online, with the ultimate objective of driving sales.

The B2B Value Sale is Actually Three Distinct Sales

B2B Marketing Insider

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates.

3 Reasons Video is a Phenomenal Sales Tool [Infographic]

Vidyard

It was only yesterday that we shared 11 of our favorite free sales tools so it seems timely that today we’re diving into one of the tools with the greatest potential for you to stand out and drive results with your sales outreach. Blog Field Sales Inside Sales Sales Leadership

Tools 108

To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

The epidemic in B2B sales prospecting

Avitage

Sales pipeline quality, volume and conversion rates are both symptom and impact of this condition. This condition is especially evident in companies that are engaged in a complex or solution sale. Sometimes this is called a system or platform sale. The analyst firm SiriusDecisions calls it a “new paradigm” or “new concept” sale. I and others use “value sale” Even companies with a traditional, product selling model are not immune.

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales. The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline. Last week it happened-again.

Sales 56

7 Best Practices for Optimizing Sales Enablement

Act-On

Marketing and sales have traditionally had a bit of a contentious relationship in many companies. And out of that contentious relationship, a new role was born: sales enablement. Sales Enablement is a strategic, ongoing process to equip the sales team with the tools, resources and skills to make them more efficient, and ultimately improve sales execution and drive revenue. Communications (sales newsletters). Integrate sales enablement across the business.

How to Drive Sales Effectiveness with Automation

Act-On

A successful sales consultant recently told me a story about an organization that held a webinar that attracted 400 participants. It was an enormous success for the marketing folks, who handed all 400 leads directly to the sales department. What is sales effectiveness?

Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

Ten 2017 Sales Kick-off Meeting Ideas. . While working with a client last week it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans and something most sales managers don’t take enough in developing their 2017 Sales Kick Off meeting.

Sales 72

How Marketing Automation Changed My (Sales) Life

Salesfusion

The post How Marketing Automation Changed My (Sales) Life appeared first on Salesfusion. Marketing Automation Sales and Marketing Sales Sales Pain Points

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Myth 1: Contact lists = sales intelligence. Fact: Sales intelligence is more than a list of names and numbers. In the same way that “chocolate muffins” are really just cupcakes, contact lists might be “data,” but they’re not sales intelligence. Sales intelligence includes a depth of information that is both accurate and predictive. It’s sales intelligence.

Sales Enablement Danger

ANNUITAS

Although marketing automation is now almost fully embraced by marketers, sales organizations are still not completely accepting of the technology benefits, nor are they trusting of marketing’s motives. Enter, the era of Sales Enablement. Sales enablement is a universal challenge.

Sales 63

Steal This Technique for Your Next Sales Email

The Point

I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency.

Email 104

How Marketing Software Benefits Your Sales Team

Salesfusion

The post How Marketing Software Benefits Your Sales Team appeared first on Salesfusion. Lead Nurture Sales CRM Website Tracking

Sales and Marketing Automation

Salesfusion

The post Sales and Marketing Automation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Nurture Marketing Sales CRM

How Empathy Will Grow Your Sales & Marketing Pipeline

Type A Communications

Customer Experience Marketing Sales Carla Johnson storytelling Type A CommunicationsFebruary 14, 2017 by Brian Carroll We have more marketing channels and more content than ever before, but it’s become harder to actually connect with customers. Here’s what I mean. read more.

Sales 81

The #1 Sales Tool I Wish I Had

Vidyard

This thought struck me during a presentation by Terrance Kwok, Sales Development Manager at Vidyard, at their Fast Forward virtual conference this year (If you missed it, you can still log-in to watch the session, and you really should.) Sales videos are still new and exciting.

The Myth About Sales Pipeline

ANNUITAS

Most sales managers or Sales VPs will tell you that in order to meet their quota, they must have a pipeline of X. Whether it is a three X, five X or seven X pipeline, these sales people have a formula that they follow that knows what they need to get them to their stated goal.

Sales 87

The Sales Development Playbook #PeopleMatter #MustRead

Smashmouth Marketing

My opinion of Trish as a sales development expert is beyond what I could deliver in this article. As it pertains to a sales development team - your people are your only true asset. There is a ton of sales development goodness. People DO Matter when it comes to sales development.

Changing Your Sales Mindset

Avitage

Unfortunately, most sales professionals focus primarily on learning sales techniques. Adopting a better sales mindset might be what’s required. With the typical sales mindset, techniques might be even be experienced by prospects as gimmicks.

Sales 68

5 Sales Tips My Kids Learned from Watching Shark Tank

The Point

But there’s another side of Shark Tank that I appreciate, and that is: it’s great sales training. Here are the top 5 sales tips my kids have learned from those outbursts: 1. One is sales (revenue). Maybe it’s the end of the quarter and you need that one sale to make quota.

Tips 112

Why That Bargain Contact List You Bought is a Sales Dead End

DiscoverOrg

Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted. When email deliverability is weakened , your whole sales funnel loses its impact and unverified contact lists get email campaigns off to a bad start. It’s been around the block and has been mined by other sales and marketing teams looking for leads. You can’t afford not to know in today’s competitive sales climate.

Looking to enhance sales lead performance? Put process before technology.

ViewPoint

Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. Finally figure out how you can deliver the marketing-nurtured opportunities that sales will follow up on and close. I recently talked to Jim Obermeyer on the Sales Lead Management Association (SLMA) radio show about what needs to be addresses before a technology solution is selected.

The dangerous confusion of sales and content marketing

grow - Practical Marketing Solutions

Pink went on to talk about how sales used to be in the days prior to the Internet by giving the example of the used car salesperson. Because it sounds like what sales has become, only without a commission. pieces of information prior to a sale, a little bit too close to heart.

Sales 115