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.

Sales Enablement 100

Sales Enablement Scale Sales Underperforming Technical Team 100

Sales Hacker

AUGUST 23, 2019

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%.

Sales Enablement 73

Sales Enablement Technical Review Software Review Systems Review 73

Predictable Revenue

MAY 13, 2021

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. The post The Anatomy of a Cold Call appeared first on Predictable Revenue.

Sales Enablement 263

Sales Enablement Leadership Revenue Sales 263

OpenView Labs

MAY 10, 2019

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. New (0), Basic (1), Intermediate (2), Advanced (3) or Expert (4)).

Sales Enablement 63

Sales Enablement Scale Data Sales 63

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. In one word – data.

Sales Enablement 76

Sales Enablement Sales Hiring Sales Onboarding 76

Sales Hacker

AUGUST 30, 2019

Let’s explore four types of sales enablement content (you often forget) your sales reps need to close the deal. We’re going to cover: The 4 types of sales enablement content your reps need. Stats the prove sales engagement content is vital to their success. 4 tips to optimize your sales engagement content.

Sales Enablement 67

Sales Enablement Sales compliance Technical Review 67

SaaStr

JANUARY 10, 2024

. “Typically that was the marketing hat in my case, but sometimes it was the sales hat or thinking about finance or other areas of the business. So you need context from leadership to what you ultimately need to deliver on in your function to be successful. And without that context, you lose out.” What do we value?”

Sales Hiring 228

Sales Hiring Scale Technical Review Leadership 228

OpenView Labs

OCTOBER 18, 2019

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.

Sales Enablement 41

Sales Enablement Scale Data Strategy 41

SaaStr

AUGUST 10, 2022

Leadership took user feedback seriously, and spent lots of time iterating on the product to ensure that users could get the most value from it. The company needed to hire more leadership roles and middle management to keep up. So, to drive adoption, they created more sophisticated sales enablement and customer success.

Sales Hiring 191

Sales Hiring Scale Company Culture Leadership 191

SaaStr

SEPTEMBER 25, 2023

Marketing must also dedicate resources and campaigns to sales enablement efforts to push leads through the buying decision. Ensure you have executive leadership alignment. The post SaaS Couples Counseling for Sales & Marketing with Greenhouse’s CMO and VP Enterprise appeared first on SaaStr.

Enterprise 243

Enterprise Marketing Sales SaaS 243

SaaStr

JULY 13, 2022

You need a sales enablement team if your company has scaled to over $10 million ARR. Conduct special presentations and training sessions for your sales team. Help them adapt to the requirements of enterprise and mid-enterprise sales. . Mistake 5: Assuming your sales rep is Ironman. Teach them to handle objections.

Scale 204

Scale Sales Hiring Revenue Marketplace as a Service 204

CloseSaaS

SEPTEMBER 11, 2017

If you’re looking to hire a sales enablement manager, take a step back and consider your options. The truth is, you (and your team) can handle this on your own.

Sales Hiring 52

Sales Hiring Sales Enablement Management Sales 52

SaaStr

MARCH 2, 2022

Many frameworks exist to build messaging and sales enablement. This approach enables the effects of proposed changes to be understood before they happen. Leadership education. Your executive team and leadership board should understand that many different actions lead to a conversion.

Outsourcing Services 190

Outsourcing Services Scale Outsourced Development Marketing 190

Sales Hacker

FEBRUARY 18, 2021

Tenbound Sales Development Conference. AA-ISP Virtual Sales Summit. Sales Enablement Pro Sales Enablement Soirée, Americas 2021. Sales Success Summit 2021. If you’re wondering who should attend, Unleash is geared for: Sales leaders. Sales managers. Sales hunters. Channel Sales.

Sales 104

Sales Sales Enablement B2B Leadership 104

SaaStr

NOVEMBER 16, 2020

You said before, to me, it’s the believing in kind of participatory leadership over servant leadership. I don’t subscribe to the servant leadership model. Harry Stebbings: I think that participation and leadership is almost like a luxury of later stage companies. Andy MacMillan: Yeah. Let’s do it.

Sales Hiring 184

Sales Hiring Scale Leadership Sales Enablement 184

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. The person in this role will likely have a title like Operations Manager, or fall somewhere in Sales Enablement, Marketing Operations, or Sales Operations.

Scale 84

Scale Technical Review Sales Enablement Systems Review 84

InsightSquared

APRIL 1, 2019

Sales Enablement : While your frontline manager focuses on the one-on-one coaching, your sales enablement team will focus on the scalable how to hit their milestones. Sales enablement will provide training, sales tools, and larger picture programs to support success.

Sales Enablement 99

Sales Enablement Systems Review Leadership Onboarding 99

Intercom, Inc.

JULY 28, 2022

Sanj started working at Salesforce back in 2005, when the company had around 1,000 employees and a few hundred million in revenue, and he was a part of its growth for 14 years, holding several leadership positions in multiple markets in EMEA. It’s very transparent, very collaborative, and filled with really smart, amazing people.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Enablement, SaaS and Growth

APRIL 10, 2018

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. Why does sales enablement provide deal support?

Scale 112

Scale Sales Sales Enablement Software Review 112

Sales Hacker

MAY 27, 2021

Maybe you’re already convinced that remote sales is a new world, what about your Sales Enablement? Even if you don’t know what kind of solution would solve your problem, make those pain points known to your sales ps and leadership. Remote sales is here to stay, don’t underestimate the changes! Rely on it.

Underperforming Technical Team 111

Underperforming Technical Team Sales Software Review Technical Review 111

Sales Hacker

OCTOBER 30, 2018

Her award-winning sales firm Factor 8 has been instrumental in helping sales teams with their sales and management development programs. Her company #GirlsClub is dedicated to changing the face of sales leaders. Tonni Bennett – VP Sales at Terminus.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Sales Hacker

AUGUST 7, 2020

Leadership. Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. Leadership. VP Nokia Software, North America Sales. Director, Sales Solutions, North America. Regional Vice President, Commercial Sales. Salesforce.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Sales Enablement, SaaS and Growth

JANUARY 11, 2018

I subscribe to numerous podcasts that help me learn more about business and marketing, but also those further afield, in the hope that I can apply a learning or glean insight that can be leveraged in my sales enablement role. The key point is that we must all take ownership of our personal growth and carve out time dedicated to it.

Sales Recruiting 100

Sales Recruiting Sales Hiring Sales Enablement Construction 100

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.

Sales Enablement 122

Sales Enablement Scale Strategy Underperforming Technical Team 122

Sales Hacker

JANUARY 3, 2022

Content is the cornerstone of sales enablement, but creating it is a massive headache. Those are resources that most sales teams do not have, and resources that most marketing teams need to protect. Read on for a cursory overview of how Agile can be applied to creating sales content along with a few tips for getting started.

Sales Enablement 100

Sales Enablement Scale Sales Hiring Outsourcing Services 100

User Pilot

JULY 23, 2023

Work with finance and leadership to manage the budget allocated for GTM activities and ensure cost-effectiveness. Generating leads for sales. Sales enablement—providing sales teams with the necessary tools, materials, and training to effectively position and sell the product. Project planning and execution.

Marketing 96

Marketing Customer Lifetime Value SaaS Advertising 96

Sales Hacker

AUGUST 3, 2021

Christina Brady summed it up perfectly: “The job of leadership is not to make better employees, but to make a full breath of a person and to help people be better people in every aspect of life, and then you will see it in their work.”. Host: Christina Brady , President of Sales Assembly.

Sales Enablement 103

Sales Enablement Leadership Development Sales 103

Sales Hacker

MARCH 17, 2021

Plenty of sales best practices still apply post-COVID, but in this panel, we want to dig into: what’s fundamentally different about sales? Is the profile of a successful sales rep changing? [22:44]. What remote sales enablement looks like at ZoomInfo [26:52]. New metrics for measuring performance [21:05].

Sales 62

Sales Sales Enablement Leadership Cloud 62

Intercom, Inc.

SEPTEMBER 1, 2021

When I joined Intercom five years ago, I was thrilled with how closely PMM partnered with the product and sales teams. As Intercom has grown and evolved over the years, so has the way we work – under the leadership of Ali Biggs and alongside colleagues like Christine Sotelo , we have carefully expanded the size of the team and our remit.

Product Marketing 138

Product Marketing Marketing Sales Hiring Scale 138

InsightSquared

MARCH 6, 2018

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. The resulting reports will set the metrics and KPIs for which sales will be held accountable.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

Sales Hacker

MAY 26, 2021

There are so many dependencies involved with any sales organization and this is especially the case with larger and more complex products and companies. In order to make everything work, the sales ops team handles all of the backend processes. A career in sales, sales ops, or sales enablement?

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

Sales Hacker

MAY 6, 2021

Hands-on coaching of sales leadership and individual contributors. Collaborating with operations teams and sales enablement to develop onboarding, training, and up-skilling programs. The best VPs of sales put a great emphasis on points four through seven. Their peers.

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

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. Although your reps need to ensure they’re including the right decision-makers in their sales strategy, this doesn’t mean they should focus solely on leadership.

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Customer > Team > Individual During my time at HubSpot, the leadership team shared this mental model to help with decision-making. One of the Amazon Leadership Principles , “Have Backbone; Disagree and Commit” does just that. Invent and Simplify This mental model is also part of the Amazon Leadership Principles.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

SaaStr

NOVEMBER 16, 2021

Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Positions Needed: Demand Gen, Product Marketing, Sales Enablement, Events/Community. Head of Marketing. Team Size: 5 – 6. Director of CSM. Team Size: 4 – 8.

CTO Hire 228

CTO Hire Sales Hiring Sales Recruiting CTO 228

Sales Hacker

JUNE 12, 2020

For instance, sales leaders can use this time to teach their teams to become thought leaders on social media or to become more effective in using sales intelligence technology such as LinkedIn Sales Navigator. Thought leadership is particularly crucial. The Future Is Bright.

Sales 77

Sales Marketing Social Media Leadership 77

Sales Hacker

NOVEMBER 16, 2021

Making gender in leadership a less controversial topic [22:45]. Making gender in leadership a less controversial topic [22:45]. We need to actively foster women in leadership. It’s a sales meeting platform. Is it a sales engagement thing, a sales enablement thing? Paying it forward [24:50].

Scale 95

Scale Leadership Construction Sales 95