Sales Enablement’s True North is on the Ground

Just 10 years ago the term sales enablement would have drawn blank stares even from seasoned sales professionals and top business leaders. By contrast, a 2015 Forbes study affirms that today nearly 60 percent of companies with best-in class sales organizations boast a robust sales enablement function.

By Monifi Schlick • November 17, 2016

4 Must Haves for the Perfect Sales Enablement Solution

The 2016 Sales Enablement Study from CSO Insights reports that more than half of all enterprises will implement a sales enablement solution by the end of 2017. B2B sales and marketing organizations are taking steps to more effectively collaborate in order to drive more leads and increase revenue.

By Awais Ahsan • October 28, 2016

Soft Skills Training Makes an Impact on Sales Success

We have all worked with sales people. Think about the last great sales person you worked with – the one that helped you make the right decision for your business. Chances are that person is engaging, committed and dependable. Most likely that rep has had soft skills training. Of course, the sales rep has also learned how to prospect, position the product, and negotiate. But those technical skills are not the skills that have made you a loyal customer. When it comes to being a successful salesperson, sales managers say that soft skills training matters most.

By Stephanie Hadley • October 26, 2016

How Gamification Works for Sales Enablement

We always hear that sales reps simply do not use the sale tools, content, and data sheets that are created to help them sell.  In fact, IDC says that as much as 80 percent of content goes unused by sales teams. One simple and effective way to fix this problem is gamification. Gamification uses quizzes, quests, leaderboards and prizes to encourage sales training and development.  

By Awais Ahsan • October 11, 2016

Social Selling: How to Win More Business on Social Media

Only 31 percent of organizations currently employ social selling tactics. This despite the fact according to Invesp, 78 percent of people report that a company’s social media efforts impact their purchases. There is a clear link between trusted, educational content delivered via social media, and sales success. So why aren’t more organizations taking advantage of the benefits of social selling?

By Stephanie Hadley • October 6, 2016

5 Sales Coaching Tips From History’s Best Coaches

The great college basketball coach John Wooden once said, “A coach must never forget that he is a leader and not merely a person with authority.”

By Stephanie Hadley • September 22, 2016

3 Sales Enablement Technologies That Get Results

Sales enablement is the people, information, data and technology helping more reps meet and exceed quota each quarter. It is a multi-disciplinary function at the intersection of sales coaching, training and content marketing in leading edge enterprises. And it is a current favorite of sales leaders.

By Awais Ahsan • September 20, 2016

5 Things About Millennials Every Sales Leader Should Know

If you ask a sales leader to describe his millennial employees, you are likely to hear terms as diverse as entitled, flighty, ethical, and coachable. Likewise, training and enabling a sales team comprised of millennials is either remarkably rewarding or incredibly frustrating. But, there is one thing that is not up for debate: Millennials are taking over your salesforce. 

By Joe Moriarty • September 15, 2016

Enhancing Sales Enablement with The Power of Analytics

Tracking sales proposals is important to understanding prospects and their needs. Being able to track a prospect’s level of engagement on a proposal can help a salesperson prioritize the right prospects and waste less time on unqualified leads.

By Christy Laubach • June 29, 2016

4 Ways to Improve Sales Enablement

Companies with top sales enablement strategies can see a 13.7% increase in deal size. It’s important to support sales and help provide them with the materials they need to close more deals. Follow these tips to improve sales enablement:

By Christy Laubach • June 14, 2016

The Three New Rules of Sales Enablement: Just in Time, Situational, and Personalized

How do Learning & Development executives and sales training leaders ensure that sales executives in the field have access to the right corporate training material when they need it? With the right content, delivered at the right time, and in the right way.

By Stephanie Hadley • May 9, 2016
Incredibly Easy Sales Enablement Tips to Close More Deals

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