Sales Enablement, SaaS and Growth

JUNE 26, 2018

In my role leading sales enablement at HubSpot in EMEA, we deliberately carve out time to think about ways to leverage tools, technology and software that will make sales reps more effective. With this in mind I built and launched a sales enablement bot for HubSpot sales reps. That’s to be expected.

Sales Enablement 100

Sales Enablement Scale Sales Recruiting Sales Hiring 100

Intercom, Inc.

JULY 9, 2018

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. The work of Sales Enablement begins as soon as the product roadmap is set.

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Sales Enablement Sales Pricing Marketing 117

Sales Hacker

APRIL 27, 2020

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. Sales enablement strategy.

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Sales Enablement Scale Sales Hiring Sales 88

Sales Enablement, SaaS and Growth

OCTOBER 16, 2017

The sales enablement industry has taken tremendous strides in recent years, but by most measures, it's still a relatively immature function. To fill this "best practices void" and play my part in elevating the role of sales enablement I often take ideas from other fields and apply them to my work at HubSpot.

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Sales Enablement Sales Recruiting Scale Sales 100

Sales Enablement, SaaS and Growth

JULY 30, 2017

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.

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Sales Enablement Scale Sales Underperforming Technical Team 100

Sales Hacker

APRIL 16, 2020

The same is true for sales enablement. In critical times, only sales enablement that’s been proven to move the needle will survive. For sales enablement, that’s challenging. A sales enablement framework that’s been proven to work. How to Approach Sales Enablement. What’s missing?

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Sales Enablement Sales Hiring Scale Sales 69

Sales Hacker

DECEMBER 3, 2019

Marketing is shifting toward measurement and accountability, and data-driven marketers want conversion data that can be tied to revenue. Do the hard work of documenting the sales enablement process, so reps know who needs what, and when. This gives you the insight to continuously improve your content creation efforts.

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Sales Enablement Artificial Intelligence Branding Sales Hiring 84

Sales Hacker

DECEMBER 12, 2018

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. What sales enablement isn’t. What sales enablement is.

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Sales Enablement Sales Hiring Sales Onboarding 76

Sales Hacker

MARCH 20, 2018

It’s a question that’s plagued business leaders for decades, a question sales enablement is one step closer to answering. In short, sales enablement ensures your sales team has access to the information, content, and tools they need to sell more effectively. Use AI for sales enablement.

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Sales Enablement Strategy Sales Consulting 64

Sales Hacker

MARCH 29, 2021

PartnerOps (or ChannelOps) is newer than sales and marketing ops , but it is important to driving growth in the age of the ecosystem. Building the right partner tech stack can dramatically increase the revenue flowing from your partners, even if your partnership team is small. The growing role of partnerships in driving revenue.

Payments 100

Payments SaaS Payments Payment Solutions Payment Services 100

InsightSquared

NOVEMBER 18, 2020

That’s what makes the momentum surrounding the InsightSquared Revenue Intelligence Platform —featuring six integrated solutions in 1—so powerful. It’s been just over a month since launch and, here’s what we’ve seen: Already more than 100 customers have signed up for the InsightSquared Revenue Intelligence Platform.

Revenue 62

Revenue Machine Learning Artificial Intelligence Scale 62

SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . As our sales team started pitching bigger, while doing a good job at showing the value of the product, our closed amount increased.

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Scale Sales Hiring Compensation Sales 219

SaaStr

MARCH 2, 2022

This is especially true for product-led growth companies that rely on data to understand uptake and revenue. Our teams thrive on community engagement. A successful community can increase the results of your product by focusing on engaging with users. Many frameworks exist to build messaging and sales enablement.

Outsourcing Services 196

Outsourcing Services Scale Outsourced Development Marketing 196

Tom Tunguz

MARCH 8, 2020

After scaling sales enablement successfully, the next step is to understand where your customers are. Depending on the answer, you’ll have to decide which types of partnerships are the best to engage them. Types of Partnerships. Where do they buy? Who do they consult? Where do they convene? But, there’s a tradeoff.

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Scale AWS Consulting Sales Enablement 332

SaaStr

MARCH 31, 2021

According to Statista , 70% of B2B technology vendors use Intent data for prospecting, followed by sales enablement support (53%) and targeting high-value accounts (52%). In the awareness stage, 19% of buyers want to connect with a salesperson ( Hubspot )—but what if your sales team doesn’t even know these accounts exist?

Strategy 153

Strategy B2B Sales Enablement Advertising 153

SaaStr

JULY 29, 2021

SalesLoft’s Sales Engagement Cloud Ecosystem will highlight key brands supporting sales and support teams, while providing a sample of SalesLoft’s partnering power from their over 100 integrations that exist within their App Directory. “We Learn more at SaaStr.com.

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Scale Cloud Government B2B 243

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Sales Profile: Commercial to Enterprise. My sales POC case study.

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Revenue Sales SMB Engineering 73

Sales Hacker

OCTOBER 20, 2023

This week is brought to you by Demandbase: Hit Your Revenue Goal. Bridging the Content Chasm Sales is increasingly using strategic content creation and distribution as part of the sales process – from outbound, to advancing pipeline along, to awareness and education on social platforms. Anyway, let’s get into it.

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Sales Hiring Marketing Sales Sales Enablement 105

Sales Hacker

OCTOBER 10, 2022

I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. In this article, I’ll walk you through bridging the gap between L&D and sales enablement for your sales teams to create a culture of continuous learning that leads to super-powered sales reps.

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Sales Sales Enablement Onboarding Retention 93

Sales Hacker

FEBRUARY 18, 2021

Sales leaders and trainers (and their marketing counterparts) spent 2020 trying to figure out how to translate in-person conferences into compelling, engaging virtual events. And because COVID-19 still hasn’t gone away, sales conferences are still taking on a virtual format. Tenbound Sales Development Conference.

Sales 104

Sales Sales Enablement B2B Leadership 104

Sales Hacker

JULY 21, 2021

You treat this customer as a market of one with targeted multi-channel approaches like personalized buyer journeys, tailored content and campaigns, and highly collaborative sales and marketing alignment. ABS boosts customer loyalty, and if done right, is a proven strategy to increase revenue. “We Plan accordingly.

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Sales Hiring Underperforming Technical Team Sales Sales Enablement 125

Sales Hacker

AUGUST 7, 2020

Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. Vice President, Global Sales. Whitney Sales. WiSE – Women in Sales Enablement. Vice President of Sales. Senior Director of Sales. SVP Global Sales.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Sales Hacker

JUNE 2, 2021

Sales Hacker’s new podcast — Revenue Innovators — is coming to your eyes and ears this summer! Your hosts are none other than Outreach’s Mary Shea (VP, Global Innovation Evangelist) and Harish Mohan (SVP, Revenue Excellence & Operations). Why call it Revenue Innovators? The only thing “normal” is change.

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Innovation Sales Enablement Interviewing Revenue 63

User Pilot

OCTOBER 6, 2023

The goal is to engage and nurture them with relevant content that highlights your product as a viable solution. When potential customers are already engaging with your product—which is an opportunity to collect data through in-app surveys and behavioral analytics. Interest stage (ToFu). Consideration stage (MoFu).

B2B 104

B2B Development Team Review Software Review Marketing 104

Sales Hacker

MAY 27, 2019

Most sales teams depend on 5 key activities to succeed: Intelligence : Sales intelligence refers to technologies, applications, and practices for the collection, integration, analysis, and presentation of information to help salespeople find, monitor and understand data that provides insights into prospects’ and existing clients’ daily business.

Technical Review 141

Technical Review Scale AI Search Sales 141

Sales Hacker

AUGUST 12, 2021

Start by making sure that your team has access to robust buyer personas built out by sales enablement and marketing, using data from historical deals. Once reps are familiar with who the ideal buyer is, they’ll have an easier time finding and engaging them. Move forward with engaging them in a timely manner.

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

User Pilot

JULY 23, 2023

Marketing Team: Implements marketing initiatives , such as advertising, content creation and lead generation to attract and engage potential customers. Sales Manager: Leads a dedicated sales team, sets sales targets, and implements strategies to achieve revenue goals by converting leads into customers.

Marketing 85

Marketing Customer Lifetime Value SaaS Advertising 85

Sales Hacker

JUNE 16, 2021

Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM. They have a sales enablement plan and the right sales enablement platform in place. What is sales enablement? Sales enablement has evolved quickly. Not exactly.

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Sales Enablement Scale Sales Hiring Technical Review 99

Sales Hacker

JULY 26, 2021

Having duplicate, incorrect, or incomplete data in the CRM and sales engagement platforms. Sales leaders need to focus on defining activities that generate revenue and setting up processes that enable reps to spend more time performing those tasks. The right sales tech stack. High vs. low-value activities.

Technical Review 121

Technical Review Sales Software Review Social Media 121

Sales Enablement, SaaS and Growth

AUGUST 28, 2018

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.

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Sales Enablement Scale Strategy Underperforming Technical Team 122

Sales Hacker

OCTOBER 30, 2018

Trish Bertuzzi founded The Bridge Group to help B2B technology companies build world-class Inside Sales teams. For more than two decades, she has promoted sales development and inside sales as a community, professional, and engine for revenue growth. She is also a part of the Women Sales Pros advisory board.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

InsightSquared

FEBRUARY 26, 2020

Is the champion engaged? Is the rep skipping steps in the sales/acct mgmt process that truly do limit success. Then making all that data available to all revenue roles so we can learn and improve together. How do you see Sales Enablement fitting into the RevOps framework? So many great questions here.

Scale 71

Scale compliance Sales Enablement Forecasting 71

Subscription Flow

MARCH 20, 2024

Moreover, SubscriptionFlow sets itself apart with its sophisticated analytics features, which offer magazine publishers invaluable information into user actions, commitment measurements, and revenue trends. A variety of dashboards offer comprehensive insights into fulfillment and sales, enabling well-informed decision-making.

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Payment Services Payments Payment Solutions Payment Methods 100

Sales Hacker

FEBRUARY 8, 2022

In this episode of the Sales Hacker Podcast, we have Ashley Welch , co-Founder at Somersault Innovation , where she leverages design thinking in sales coaching. Join us for an engaging conversation about the 3-step process to help sales reps unlock their empathy, curiosity, and insightfulness. powered by Sounder.

Innovation 83

Innovation Consulting Revenue Forecasting 83

Sales Hacker

MAY 19, 2022

Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment. Enablement must go beyond onboarding. But it’s only the first part of the sales enablement journey.

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Sales Hiring Strategy Content Marketing Onboarding 91

Sales Hacker

NOVEMBER 22, 2021

Many companies start their sales engagement initiative with just one sales ops person who’s also in charge of sales enablement and working with the marketing team. Enterprise companies, on the other hand, often develop their revenue strategy without any consideration for sales engagement.

Scale 99

Scale Technical Review Sales Systems Review 99

Sales Hacker

JUNE 7, 2021

Customer business challenges/opportunities: Issues that customers face or opportunities to improve the way they do things that can motivate prospects to engage. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Knowledge and flexibility to engage prospects.

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Sales Recruiting Payment Services Payment Methods Sales 107