How to Design a High-Performing Sales Enablement Program

Sales Hacker

The same can be said for sales enablement. Earlier in my career, I helped build a global sales enablement team at Oracle Marketing Cloud that designed, deployed, and measured a sales onboarding program integral to a business unit responsible for $675M in annual recurring revenue.

Let’s Talk Talk Tracks: 15 Sales Enablement Leaders Share What Works (and What Doesn’t)

Sales Hacker

Are talk tracks just a fancy new tech take on sales scripts? Not according to these sales and sales enablement experts. A sales talk track is an outline for sales reps to follow during meetings with prospective customers. Sales Enablement Articles


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How to Build a Successful Sales Enablement Initiative in 5 Steps

Sales Hacker

Looking at the sales space, we are facing a few very specific challenges. Only sales approaches that clearly connect your solution to the buyers’ specific business challenges — challenges that have been properly diagnosed beforehand — have a chance to succeed. Sales Enablement Article

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

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.

A Sales Enablement Framework for Real Growth (Even in Times of Crisis)

Sales Hacker

Looking at the sales space, we are facing a few very specific challenges. Only sales approaches that clearly connect your solution to the buyers’ specific business challenges — challenges that have been properly diagnosed beforehand — have a chance to succeed. Sales Enablement Article

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 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.

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.

Data-Driven Sales Enablement (In 4 Easy Steps)


Effective sales enablement in the Digital Age blends the traditional practice of aligning business needs to training with the (far trickier) task of finding new and innovative ways to make training as targeted as possible to the needs of the learner. Here’s a four-step process on how the marriage of Big Data and prescribed learning can drive sales success in the Digital Age. The post Data-Driven Sales Enablement (In 4 Easy Steps) appeared first on OpenView Labs.

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. And the success (or failure) of a sales enablement function is intertwined with its ability to influence a sales organisation and change behaviour. While it may not be immediately apparent, communicating well with and managing stakeholders is a prerequisite for successful sales enablement. Sales

The Benefits of a Data-Driven Sales Enablement Strategy

OpenView Labs

Companies use various methods such as surveys and assessments to uncover the critical selling and knowledge skill gaps impacting their sales executives. In many cases, these gaps are preventing sales executives from reaching their full potential and meeting and/or exceeding quota. At SAP, our Sales Skills Assessment asks sales executives to self-assess their proficiency across a wide range of skills crucial to their success, using a scale from 0 (or, “new”) to 4 (“expert” level).

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

Predictable Ramp: It’s Not Just a Pipedream


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.

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

Sales Enablement Content: How to Give Reps What They Truly Need [Infographic]

Sales Hacker

As a Sales Operations Manager in the digital document space, I’ve seen thousands of proposals, contracts, and pieces of sales collateral from hundreds of companies come across my desk — and the one thing I know for sure is that not all sales engagement content is created equal. The challenge, of course, is making sure your sales reps have loads of content that helps them persuade and overcome objections. 4 tips to optimize your sales engagement content.

PODCAST 127: Leadership Lessons From 10 Years of Democratizing Youth Sports w/ Brian Litvack

Sales Hacker

Today on the show, we’ve got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. Subscribe to the Sales Hacker Podcast. Key lessons learned in 10 years of top leadership [12:23]. At the moment, sales enablement is easy.

PODCAST 107: Origin Stories and the Core Principles of Sales Leadership with Lori Richardson

Sales Hacker

This week on the Sales Hacker podcast, we speak with Lori Richardson , founder of Score More Sales. Loris is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers.

Sales Engagement: What You Need to Know in 2020 and Beyond

Sales Hacker

What’s the difference between sales enablement and Sales Engagement? As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success. Sales Engagement is on the Rise.

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. Despite those potential gaps in alignment, content marketing can help boost sales when deployed appropriately. Sales Enablement Articles

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.

PODCAST 75: 3-Layer Approach to Stage-Appropriate Leadership w/ Jason Holmes

Sales Hacker

This week on the Sales Hacker podcast, we speak with Jason Holmes , President and COO of Showpad. Jason specializes in executive sales leadership with CRM, SaaS, and other tech companies. Subscribe to the Sales Hacker Podcast. Marketing, sales, CS, should all be unified under one leader [11:40]. Jason’s 3-layer approach to stage-appropriate leadership [22:44]. We’ve got Lucidchart Sales Solutions. Welcome to The Sales Hacker podcast.

Coaching Maturity Model: How to Take Your Coaching Culture from Good to Great

Sales Hacker

Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. Want a quick debrief on what I learned about Sales Ops ? 1) Sales Ops gets hired too late , from everyone’s point of view. They come after a VP Sales, but before Sales Enablement. 2) Sales Ops starts as a tech-savvy SFDC Admin (often an introvert BDR transfer). 3) Sales Ops has grown from tactical to strategic. This time, Sales Enablement.

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.

B2B 81

The Anatomy of a Cold Call

Predictable Revenue

Gabrielle is a sales dev leader who believes in empowerment, advocacy, and enlightenment with expertise in sales leadership, sales training, sales management, sales coaching, sales enablement, and cold calling.

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.

The Twists & Turns Along the Way to Building a Unicorn with SalesLoft


Many of the early competitors really didn’t understand the needs of SDRs and sales teams enough. The company used to leverage data from social media to offer marketing and sales contacts for companies and was bringing in $7.5 After a newly minted $1.1B

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Advice for the New Sales Ops Leader


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.

SaaStr Podcast #395 with UserTesting CEO Andy MacMillan


What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times?

Your Sales Year is Coming to an End. Are you ready?


December around the corner also means your sales year is coming to an end. So, as a sales leader or manager, what do you do? I’ve faced this challenge as a senior sales executive, sales enablement executive and outside sales enablement specialist. Closing out the last month of the year without a fully baked sales plan is a recipe for failure. Closing out the year with no line of sight into Q1 sales pipeline is asking for a disaster.

Sales 171

SaaStr Podcast 339 with mParticle Founder & CEO Michael Katz


How does this hire correlate to your hiring in sales enablement? How does Mike make sales data really actionable within the company? What is the right way to structure their sales pipeline? What can be done to incentivize sales to be accurate in their sales data? *

SaaStr Podcast #376 with ZoomInfo CEO Henry Schuck: “10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO (Part 2)”


And so instead of investing in a manager to manage sales folks, we built a lot of automations so our sales team would never miss a followup, you would always see what’s going on in their accounts, would be alerted if their account logged into a trial and took a bunch of action.

Q&A with Maria Pergolino, Anthony Kennada, Aaron Ross and Jason Lemkin (Video + Transcript)


And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. Look for sales games.

“From Hackathon to Unicorn” Talkdesk Co-Founder Tiago Paiva and SaaStr CEO Jason Lemkin (Video + Transcript)


Some of these sales reps want more than a $100,000 a year, don’t they? What we do is, really, we provide an easy-to-use software that any company can use to take support calls, sales calls, and basically contact with the customer. Like you said, with no money, building an enterprise sales team, building everything that-. Tiago Paiva: 14 people and working people, the sales, the sales, the sales engineer, the sales enablement, the partner do the reseller partner.

SMB 175

The Playbook to Hiring Your First VP of Sales and Not Screwing it Up…….with Cassidy Ventures Founder Brendon Cassidy (Video + Transcript)


Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. So the title of my presentation is The Playbook To Hiring Your First VP Of Sales And Not Screwing It Up. Still in founder-led sales.

Taking a $4B Company from Consumer to B2B with Pluralsight (Video + Transcript)


Can you enable that?” His name is Nate Walkingshaw and he has a book out on product leadership that was recently published, which is an incredible book. So there was this leadership evolution that we had to experience as a company.

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How to Design a Sales Comp Plan to Get You to $100M (Video + Transcript)


How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Meghan Gill | VP of Sales Ops @ MongoDB. All right everyone, thank you so much for joining us today for our panel on how to design a sales comp plan to get you to 100 million dollars. So I like to say that if sales is like a train, then sales compensation is the driver. So that’s what makes sales comp I think so fun.

The 9 Sales Conferences Worth Your Time in 2021

Sales Hacker

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. Sales 3.0.

Sales Brief: Remote work tips, micromanaging, North Star Metric, & more

Gear up for this week's best sales articles from around the web. In this week's Sales Brief, we're covering blog posts on the topics of micromanaging , sales enablement hiring , Customer Acquisition Costs , and more — lots of great tips, tricks, and strategies in these ones.