Sales Enablement
The Sales Training You’re Missing
Improving the business acumen of sales teams should be a priority for sales and sales enablement leaders. Reps need better training, beyond basic selling skills. Reps with strong business knowledge – specifically financial and operational acumen – have a huge advantage over competitors.
Sales Enablement
It’s the Final Days of Q1: Do You Know Where Your Numbers Are?
The end of Q1 is only days away. At the end of each quarter sales enablement should execute five critical motions: pull data; dive into the details; help the new hires; be able to pivot quickly; and jump in wherever necessary. Sales enablement can drive the right actions and win deals.
Sales Enablement
Problem Defined, Problem Half Sold
Sales people will fail unless they invest enough time in the problem definition stage of the sales process. Luckily, we can borrow a tool from academics and researchers to make sure everyone is on the same page: the problem-solution set.
Sales Enablement
Avoid the Bonus Exodus
For those in sales leadership, it’s the time of year to worry. Once sales reps receive their year-end bonus, many companies see a spike in voluntary turnover. So, what can you do to prevent the bonus exodus?
Sales Enablement
Start Pivoting or Continue Losing Deals
Pivots points are a rep’s navigational waypoints along the deal journey. Taking the time to pause to determine the next selling action has three critical advantages in opportunity management.
Sales Enablement
Stop Wasting Commissions on the Wrong People
Consensus buying impacts almost every sale, and managers have to equip reps to work together internally. It’s definitely a team effort to win the deal. But should everyone on the team receive credit? Read the four critical factors in determining how to credit team selling.
Sales Enablement
How to Navigate Internally to Close the Deal
Our research finds the ability to navigate internally is a key success factor in complex sales. But surprisingly, this capability isn’t something companies recruit for, train, or coach. Below are three skills leaders must develop to improve rep internal selling effectiveness.
Sales Enablement
More Isn’t Always More: Avoiding the Pitfalls of Team Selling
Effective team selling -- necessary for today's multiple buyers -- means more than just adding more folks to a pursuit team. Consider these six strategic implications team-selling brings to sales organizations.
Sales Enablement
Bad Discovery is Killing Your Deals
If a discovery meeting goes bad, more times than not, it’s the seller’s fault. The key to an effective discovery meeting is for the seller to act as a facilitator. Here are four ways to guarantee a successful outcome.
Sales Enablement
The Future of Sales: The Death of the Economic Buyer
In the world of complex sales, the concept of one, true buyer – the economic buyer – is dead. Here's how the rise of the consensus sale is challenging your sales organization.
Podcast
Post Merger Confessions of a $200M Company CEO | With Guest, Phil Saunders
The ups and downs of integrating two successful sales organizations in a merger.
Sales Enablement
4 Ways Sales Enablement Can Make A Difference Next Year
We recently polled several dozen senior sales leaders about their sales enablement teams. The key takeaway was that sales enablement is well-positioned to be a critical driver of sales performance in 2019. Here's how.
Podcast
Seeing Through the Hype: Making Sense of SE Technology | With Guest, Nancy Nardin
Sales technology analyst Nancy Nardin, in a unique position to understand and clear the technical fog of sales enablement in this interview with Brian Williams.
Sales Enablement
When Sales Reps Need to Call an Audible
A standard sales process is key to sales effectiveness. But the best reps know when to call audibles - adaptations to the process. Like the best quarterbacks, reps need great situational awareness so they call the right play at the right time. Sales managers must support and reinforce this approach.
Podcast
Starting the Year Strong: Sales Enablement Planning & Budget Strategies | With Guest, George Bronten
Time to at least start your planning and budget strategies.
Sales Enablement
Putting a Bow on the Year: The Good, the Bad, and the Ugly
The year-end for a sales leader is a combination of stress and relief. It's also a time to reflect and plan. Here are the top sales and sales enablement trends in 2018 as decided by our blog readers: the good, bad, and ugly of modern selling. Reviewing the list is a great way to start 2019 right.
Podcast
What Every Sales Leader Wants Sales Enablement to Know | With Guest, John Krumheuer
The art of sales can get disorganized and off-track without the science and structure of sales enablement.
Sales Enablement
The Art and Science of Sales Enablement
Sales productivity requires both the art and science of sales. Sales enablement provides the science of sales. When done right, sales enablement owns the elements for long-term, consistent success: the structure, process, content, and scaffolding to help sales leaders drive repeatable wins.
vp sales
3 Strategies to Ensure Your Sales Force Performs Under Pressure
The year-end brings increased stress on the sales team. The best sales organizations have reps and managers who can perform under pressure. There are three key strategies for improving your sales team's ability to succeed when the pressure heats up.
Podcast
Crushing Your Quota Using Situational Awareness | With Guest, Chris Day
We explore how to using situational awareness and pattern matching helps ramp new sellers faster and improves sales coaching and enablement.