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. Let’s get down to it - here are my sales enablement best practices: 1.

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. 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 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.

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. 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.

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. That’s where sales enablement comes in. But how can sales enablement be packaged?

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.

Data-Driven Sales Enablement (In 4 Easy Steps)

OpenView Labs

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. 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.

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? “How am I doing?”.

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.

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. We’ve got Lucidchart Sales Solutions.

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.

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. The definition of sales enablement and the key elements.

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. .

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 82

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.

Sales 222

“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. Tiago Paiva: Sales. Sales people.

SMB 233

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. So I like to say that if sales is like a train, then sales compensation is the driver. So next up an early sales team.

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. Sales

How to Build Your Sales Operations Team from Scratch


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. Enable With Tools and Training.

Sales 308

The 18 Outstanding Speakers at SaaStock LatAm 2019


The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Starting as VP of Sales, in less than two years he became CEO. His next step was at Viddheo, where he got into Inside Sales.

Set Yourself Up for Success with These Podcasts

Sales Enablement, SaaS and Growth

Being mindful and purposeful about growth reinforced that learning doesn’t need to take place in a classroom - I’ve signed up for online courses, been an active member of sales enablement groups and meetups, arranged numerous one-on-one meetings with industry colleagues, attended company trainings and been a voracious reader and listener of podcasts. Recommended episode is: Sales Mistakes That Can Kill Your Startup & How To Avoid Them.

Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales 113

50 Sales Champions: Winners of the Sales Hacker Top 50 Awards 2019!

Sales Hacker

Last year, we started a new Sales Hacker tradition: the Top 50 Awards. Most other sales awards end up going to the most popular influencer. The Sales Hacker Top 50 is different. The Sales Hacker Top 50 Award Categories for 2019 Are: Sales Development.

The Secret to Building Strong Sales Teams

Sales Hacker

In sales, you only go as far as your team will take you. This makes sales hiring one of the most critical pieces of building a high-performing revenue machine. So, how do you think about what kind of sales team you want to build? Do’s and Don’ts for Building Strong Sales Teams.

Sales 92

Meet BetterCloud’s New Chief Revenue Officer, Chris Jones


Our new Chief Revenue Officer Chris Jones aims to institute a “best is the standard” sales culture at BetterCloud. We’re excited for the enthusiasm and change that Chris has already brought and will continue to bring to the sales organization. Sales is hard; selling alone is harder.

Cloud 10

50 Sales Champions: Winners of the Sales Hacker Top 50 Awards 2018!

Sales Hacker

Last year, we started a new Sales Hacker tradition: the Top 50 Awards. Most other sales awards end up going to the most popular influencer. The Sales Hacker Top 50 is different. The Sales Hacker Top 50 Award Categories for 2018 Are: Sales Development.

The 2019 SalesTech Landscape: What’s Hot and What’s Not Today

Sales Hacker

This hardship, combined with the CRM transition to the cloud and the rise of digital selling, has created a mini gold rush for sales software fueled by abundant VC money. Last September, it introduced High Velocity Sales for inside sales. Sales have become a number’s game.

AI 111

How the Agile Approach Can Ramp Up Sales Onboarding

Sales Hacker

Sales onboarding – every company does it, but few do it as well as they’d like. According to a report from The Sales Management Association, 62% of companies consider themselves to be ineffective at onboarding. RELATED: The Beginner’s Guide to Agile Sales Management.

How to Turn Your Sales Managers into Effective Coaches

Sales Hacker

Over the last year, sales management coaching has become THE hot topic. There has been an avalanche of articles in sales publications on coaching and new sales tools focused on making it easier to coach. Sales Managers Need Coaching Too.

Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right

Sales Hacker

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Sales Ops: Table of Contents.

Sales Tools – Made in Belgium


Sales Tools: Made in Belgium. Tools for sales are flooding the market and the flood seems to increase in strength every year. That said, few know there’s a vibrant community of sales tools and sales tech stack vendors packed together in Belgium. Pre Sales.

Sales 101

SaaS Pricing and Packaging: What to Do When Things Go Wrong (And How to Avoid Disaster)

OpenView Labs

I put together a survey and collected a lot of feedback, then we pulled company leadership together and locked ourselves in a room for a couple days. The key difference between self-service and sales-enabled pricing is the flexibility you have when it comes to transparency.

Top Sales Conferences and Events You Can’t Miss in 2019

Sales Hacker

The best sales conferences enrich your team, build knowledge, and offer plenty of networking opportunities (and fun)! Bad sales conferences just feel like a huge waste of time away from you prospects. Unleash is the ultimate Sales Engagement conference. AA-ISP Leadership Summit.

The Expectation of Winning

Sales Enablement, SaaS and Growth

Winning teams I’ve been part of How winning teams are constructed is timely, as in my role leading sales enablement at Automation Anywhere , shortly we’ll be growing the team, and I want to be thoughtful about the work we do, the candidates we hire and the culture we foster on what we hope and expect to be a winning team. Everybody likes to win.

Recording Sales Calls: 3 Ways Marketers Can Use This Data to Help Win Deals

Sales Hacker

Recording sales calls gives both salespeople and marketers a goldmine of information to help influence the sale! Yes, I’m talking about our customers, but also our sales reps. The Value of Recording Sales Calls. A strong sales organization is already using call recording as part of their ongoing training practice. Sales leaders use call recording to ensure messaging is accurate, process is followed, and individuals are improving. Sales Calls Articles

Data 72