Sales Enablement as a Communications Center

Sales Hacker

Sales enablement is an exciting place to be. It’s the glue that holds together many lines of business as your company treks forward on the path to sales success. This is where you can really develop your skills in the art and science of communicating. Communication.

5 Best Practices for Using Competitive Intelligence in Sales Enablement

Sales Hacker

As such, much of sales and marketing’s focus is external to attract customers, and rightly so. The key to this internal success is sales enablement and quality, competitive intelligence. Improved communication between sales, marketing, and product.

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Creating a Sales Enablement Strategy

Sales Enablement, SaaS and Growth

One of the questions I get asked most frequently is around building a sales enablement strategy and what that might look like. While each company, context and industry is different, I believe that there are some fundamentals that should form the blueprint of any sales enablement strategy. As there’s such a dearth of sales enablement materials we shouldn’t be afraid to borrow, adapt and reuse successful tools from other fields. Sales

Sales enablement: what is it, and how does it work?

Close.io

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams.

Strategic Sales Enablement: Advanced Tips to Uplevel Your Program & Drive Real Results

Sales Hacker

Whether you run a one-person sales enablement program or are part of a team, the sheer scope of the job can be overwhelming. Which is why we’ve put together this guide on sales enablement, focusing on the three primary parts of the job: strategy, execution, and governance.

Building Your Sales Enablement Technology Stack

Sales Enablement, SaaS and Growth

The chart below shows the sales technology landscape - there are over 800 vendors listed and 38 different categories. Source: Sales Hacker It’s fair to say that the sales enablement category has mirrored the impressive growth of the sales technology landscape as a whole (up and to the right). This front row seat gives me the opportunity to research, demo, trial, evaluate, purchase and ultimately, rollout sales enablement tools. Sales

Sales Enablement Best Practices: 5 Dos and Don’ts for Peak Results

Sales Hacker

61% of organizations had a dedicated sales enablement person, program, or function in 2018, according to data from CSO Insights. This explosive growth comes as no surprise, as successful programs are proven to have a large, quantifiable impact on sales success, specifically: The percentage of reps achieving quota improving by 22.7%. Clearly, having a successful sales enablement program can (and should) improve your bottom line, but only if you follow best practices.

The Five Phases of Sales Enablement Maturity

Sales Enablement, SaaS and Growth

Sales enablement is a rapidly emerging, but immature function. Many companies are investing in the creation of sales enablement teams, but as they’re so new, there’s a distinct lack of thought leadership, standardised measurement and best practices available. This fuels ambiguity about what sales enablement is and the value it creates for a business. Put simply, as a sales organisation grows, the sales enablement team must evolve alongside it.

Selling Sales Enablement as a Service

Sales Enablement, SaaS and Growth

I lead sales enablement for HubSpot out of Dublin, Ireland and my role encompasses sales content, sales training, deal support and sales productivity. While my attention is laser focussed on helping our sales organisation hit quota, lately I’ve been thinking about how HubSpot’s partner marketing and sales agencies, of which there are more than 3,400 can sell sales enablement as a monthly recurring service.

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. There’s no doubt that sales training is key for reps’ foundational knowledge of their company and the product it equips them with the basics they need to do their jobs. What sales enablement isn’t. What sales enablement is.

Weak-Link or Strong-Link Sales Enablement?

Sales Enablement, SaaS and Growth

The sales enablement industry has taken tremendous strides in recent years, but by most measures, it's still a relatively immature function. While there’s a talented and growing body of practitioners that are doing sterling work to advance the industry and sales performance, for the most part, there’s a distinct lack of standardised sales enablement best practices, planning models and frameworks. Does the sales rep (or reps) have it within them to get better?

Why Sales Enablement is in the Business of Influence

Sales Enablement, SaaS and Growth

The more I think about it, the clearer it becomes - strategic communication is an integral part of successful sales enablement. Communication matters in business. And the success (or failure) of a sales enablement function is intertwined with its ability to influence a sales organisation and change behaviour. This is important as ultimately, there’s just two states that a sales enablement team can ever be in. Sales

Launch to sell — leverage sales enablement to maximize product launches

Inside Intercom

Shipping product fast and often means more opportunities for Sales to delight customers and engage with prospects. But your sales team needs a lot more than an email on launch day to maximize the opportunities that product launches present. Here at Intercom, Sales Enablement is responsible for ensuring sales reps have the skills and resources they need to capitalize on product launches. The work of Sales Enablement begins as soon as the product roadmap is set.

The Sales Enablement Bot I Built at HubSpot

Sales Enablement, SaaS and Growth

Today, everyone working in and around sales and marketing knows that bots are hot, in vogue and quite simply, of the moment. While innovators and early adopters are embracing the opportunities afforded by bots, the fact remains that too much work within sales and marketing is still manual - too few teams are thinking of ways to automate, eliminate or optimise. With this in mind I built and launched a sales enablement bot for HubSpot sales reps. Sales

Launch to sell – leverage sales enablement to maximize product launches

Inside Intercom

Shipping product fast and often means more opportunities for Sales to delight customers and engage with prospects. But your sales team needs a lot more than an email on launch day to maximize the opportunities that product launches present. Here at Intercom, Sales Enablement is responsible for ensuring sales reps have the skills and resources they need to capitalize on product launches. The work of Sales Enablement begins as soon as the product roadmap is set.

Sales Enablement Best Practices

Sales Enablement, SaaS and Growth

One of the exciting aspects of working in an emerging area like sales enablement is that, today, nobody knows or indeed, has all the right answers. There’s no defined sales enablement best practices. As a result there’s a refreshingly high level of collaboration, modesty and openness among industry colleagues - in my experience fellow sales enablement professionals are generous with their time, humble and willing to help each other out. Sales

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. Even if you have a solid sales enablement strategy in place, most likely you can use some extra sales juice to boost engagement and visibility, or to accelerate deals and win rates.

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. .

How One Sales Enablement Programme Increased Sales Rep Attainment at HubSpot by 31%

Sales Enablement, SaaS and Growth

Leading sales enablement programmes for over 100 sales professionals is challenging, rewarding and lots of fun. The way I see it, my role primarily is to partner with the sales organisation, so sales reps are successful, which enables sales reps and by extension, HubSpot to grow. The goal I’m measured by and keep the closest eye on is whether our sales organisation hits quota each month. Sales

Predictable Ramp: It’s Not Just a Pipedream

InsightSquared

Most sales reps are genuinely driven not by money, but by success. Before we go into tactics, you have to start by understanding your own unique sales environment. Then ask yourself, what do your most productive sales reps do? Once you know how long ramp is, and what your successful sales reps are doing all day, it’s time to overcommunicate, train, and support your reps. Sales Ops : Your sales operations team is responsible for monitoring and analyzing the data.

Buyer Personas: Tips to Make Them Work Better for Your Sales Team

Sales Hacker

First, how does the knowledge that Terry is married and loves eating Smarties help your reps make a sale? A buyer persona is one of the best tools your sales reps can use to close a deal. But how does knowing someone’s age, income, or ethnicity help you make a sale? “It’s

How to Support Your Outbound Motion With a Sales Content Supply Chain

Sales Hacker

Your sales org is fundamentally different today than it was a year or two ago. The bottom line is that every sales shop wishing to compete in this new sales ecosystem will have to start playing by a new set of rules. What is the sales content supply chain?

How to Forge a Stronger Relationship Between Sales and Content Marketing

Sales Hacker

In an ideal world, your company has a truly close alignment between sales and marketing, and communication flows like a river between these teams. In reality, however, there are going to be gaps in communication and collaboration. Communicate the content’s value.

10 Sales Email Templates to Escape the Spam Folder

Sales Hacker

10 Sales Email Templates. The 3 Most Important Sales Email Best Practices. Sales emails that land in spam folders have a zero percent conversion rate. That means your sales outreach email is likely sitting in a prospect’s inbox alongside dozens of other promotional emails.

25 Sales Resources That’ll Make Your Job (And Life) Easier

Sales Hacker

Let’s address the elephant in the room – there are just too many sales resources available to know what’s good and what isn’t. We decided to tackle the heavy lifting to create this round-up of our favorite sales resources, tools, and guides. Sales Outreach: Tools & Templates.

How Competitive Intelligence is Replacing the Relationship Sale

Sales Hacker

The relationship sale is on its way out. Offering things like sales and marketing training , 401k match, unlimited PTO, perks, and other benefits will be key. is a video-based peer to peer communication platform. Sales Enablement Articles

Sales and Marketing Strategy for Today: How to Enable Smart ABM in Turbulent Times

Sales Hacker

As a result, B2B sales and marketing teams are yanked towards inside sales strategies like account-based marketing and remote selling. Sales and marketing must banish silos and band together during this turbulent time. With COVID-19, outside sales teams have switched to inside.

Create a High-Performance Sales Culture Starting Today (with 7 Must-Have Habits)

Sales Hacker

In sales, culture is everything—and right now, it’s every where too. Sales culture has become one of the buzziest buzzwords out there, with think pieces popping up left and right about why culture matters. There’s no unattainable “it” factor that some sales orgs have and others don’t. Everybody’s got culture, and every sales leader has the power to turn theirs into a high-performing one, starting right now. 7 Must-Have Habits for a Winning Sales Culture.

170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. We’d also recommend this guide for any sales managers or business development leaders who are on-boarding new reps. Average Sale/Selling Price.

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Why You Should Throw Your Sales Playbook in the Trash (And What to Use Instead)

Sales Hacker

Sales is an extraordinarily difficult job. Because it such a challenging role, salespeople deserve the best sales resources and tools to help them succeed. In fact, today’s sales resources are sorely lacking. Consider the centerpiece of any sales resource kit: the sales playbook. The sales playbook is a tale as old as time, and that’s exactly the problem. Two Problems with Traditional Sales Playbooks. Why Sales Playbooks Persist.

PODCAST 18: How the Right Onboarding Plan Can Turbocharge Revenue Growth

Sales Hacker

This week on the Sales Hacker podcast, we feature Roderick Jefferson, a leader in the sales enablement space to talk about sales enablement and onboarding new sales reps. If you missed episode 17, give it a listen here: PODCAST 17: The True Secrets to Successful Enterprise Sales. The definition of sales enablement and the key elements. Developing the right onboarding process to shorten sales cycles and rep productivity.

Advice for the New Sales Ops Leader

InsightSquared

During the last two months, I have had the opportunity to speak with nearly 200 sales operations leaders from all over the globe. In nearly every introductory conversation, the discussion quickly turns to the path each person took that brought them to Sales Operations leadership. . In my discussions, I found people who began their career in finance, sales, marketing, HR and IT. Stop for a moment and put yourself in the shoes of a new Sales Ops leader. The Sales/OS.

Playing Nice: Easing the Tension between Sales and Marketing Teams

InsightSquared

One of the key elements of any successful relationship is communication — and that happens to be a huge factor in successful sales and marketing interactions, too. Though you’d think that the benefits of cross-team collaboration would be obvious, sales reps and marketers can easily fall out of alignment, leading to clashes that undermine collaboration and impact both teams’ success. Sales and marketing usually want to be friends.

Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners

Sales Hacker

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event.

What’s Fundamentally Different About Sales in 2021?

Sales Hacker

Plenty of sales best practices still apply post-COVID, but in this panel, we want to dig into: what’s fundamentally different about sales? Steven Bryerton – VP of Sales at ZoomInfo. Mark Kosoglow – VP of Sales at Outreach. appeared first on Sales Hacker.

Best Practices to Clean Up Your Messy Sales Ops

InsightSquared

Patrick Kelly, the first sales ops group leader, described his responsibilities as “all the nasty number things that you don’t want to do, but need to do to make a great sales force.” Sales ops covers a vast array of responsibilities, which continues to expand. In the 1970s, J.

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How to Make Deal Support Your Sales Organisation’s Secret Weapon

Sales Enablement, SaaS and Growth

For the most part, sales enablement is poorly defined and often misunderstood. Across the world conversations take place, day in, day out between business leaders as they decide the part that sales enablement can, should and will play within their organisation. When I started my role leading sales enablement for HubSpot in EMEA the situation was no different. Why does sales enablement provide deal support? Sales

The SaaS Marketing Scorecard - How Does Your Marketing Operation Rank?

Tomasz Tunguz

sales enablement: how strong are the materials sales teams use to pitch? How effective is the team at enabling each employee to sell the company successfully? Communication: how effective is the lifecycle marketing effort to existing customers?

Zoom-to-Face: How to Digitally Walk Your Sales Floor

Sales Hacker

That means thinking of the sales team as remote-at-heart, not remote-by-default. Running a sales team without face-to-face communication. Remember the sales floor when it existed in physical reality? You’ve heard it before: communication is 93% nonverbal.

How to Build Your Sales Operations Team from Scratch

InsightSquared

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. It’s clear that sales ops plays a critical role in any organization, but creating your own sales operations team can be a daunting task. Start building out your sales operations department by hiring someone to own your CRM.

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