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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. In the spirit of sharing knowledge, I’m going to show you three sales enablement strategies that can help your sales team reach their goals in 2018: Provide on-demand consultation for sales reps. MORE
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. MORE
With the average enterprise SaaS startup spending somewhere between 40% to 80%+ of revenue on sales, doesn’t it make sense to carve off some portion of that money into a Sales Enablement team, to make sure the rest is well spent? MORE
Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. I get very in the weeds, and build sales playbooks, sales process and all that other fun stuff. MORE
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. MORE
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. MORE
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? MORE
Why are we giving away this library of free sales excel templates? New sales technology dominates the headlines these days. The sales tech landscape reported 700+ new players in SaaS. Optimizing your sales process with automation continues to be a red hot trend. MORE
In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different. MORE
Launching a successful sales enablement program looks different at every organization but must include three things: organizational alignment, cross-functional adoption, and measurable acceleration. Choice Partner Sales Enablement Showpad Webinars MORE
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. . MORE
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). MORE
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. MORE
Today, everyone working in and around sales and marketing knows that bots are hot, in vogue and quite simply, of the moment. With this in mind I built and launched a sales enablement bot for HubSpot sales reps. The bot that I built directs sales reps to the right place. MORE
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. MORE
To me, there’s never been a better time to be a sales enablement professional. It’s a rapidly growing area and while there’s a lack of publicly available sales enablement statistics or indeed, widely adopted best practices and standards, this is due, largely to the fact, that many of us are figuring out exactly what sales enablement is, means and does. Below are 10 statistics about the state of sales enablement and are accompanied by light commentary: 1. MORE
The post Buyer Enablement: Equipping Your Internal Champion to Sell Like You appeared first on Sales Hacker. Sales Enablement Sales Psychology Webinars MORE
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. MORE
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. MORE
The sales enablement industry has taken tremendous strides in recent years, but by most measures, it's still a relatively immature function. One concept that intrigued me and has the potential to be applied to sales is that of weak-link and strong-link thinking. Sales MORE
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. MORE
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. MORE
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. MORE
A lead generation landing page is a web page designed specifically to attract people who are in the market for your product or service and gather their contact information to fill your sales pipeline. A secondary CTA takes you directly to a sales rep. “Just Google it.” MORE
Sales Enablement allows Sales professionals to do their job more efficiently (and more successfully!). Without the wide-ranging support of the sales enablement function, the day-to-day of an SDR would be significantly more difficult. The post Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Lead Generation Sales Management Sales Process MORE
The post How to Create an Integrated Sales Enablement Strategy for Your Sales Team appeared first on Sales Hacker. Choice Partner Sales Enablement Showpad Webinars MORE
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. MORE
The post How to Hit Your Marketing and Sales Numbers Every Month This Summer appeared first on Sales Hacker. Choice Drift Partner Sales Enablement Webinars MORE
The post How to Build Sales Content that Works in 2018 appeared first on Sales Hacker. Sales Enablement Webinars MORE
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. MORE
Here are three of the top sales enablement benefits that increase revenue and drive sustainable growth. Sales leaders, welcome to the new paradigm. If your sales team doesn’t have the right resources and training, you will lose sales. 2) Shorter sales cycles. MORE
Seeking to understand the good, the bad, and the ugly of gamification is important before deciding how to leverage it within your enablement program. Frankly, the only group it benefits is the enablement team. RELATED: 8 Sales Role Play Exercises to Prepare Your Team for the Win. MORE
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 MORE
The post Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best Practices appeared first on Sales Hacker. Chorus Marquee Partner Sales Enablement Webinars MORE
Sales enablement has a problem. People think we suck at enabling our reps because we can’t prove the impact of what we do. The Bridge Group reports that, on average, it takes 5 or more months for new sales reps to ramp at SaaS companies today. Sales Enablement Articles MORE
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. MORE
The key to hit your ever-growing sales goal is not about reps having the “best accounts,” getting lucky, or being in the right place at the right time to close deals. Choice Lucidchart Partner Sales Enablement Sales Management Training & Coaching Webinars MORE
How did using free trials for sales enablement help GetAccept? Do trial extensions help or hurt? How did they scale self-service at volume? And more lessons from GetAccept MORE
Learn the most impactful secrets (that are working right now) used by veterans that will increase your pipeline velocity and enable you to leapfrog the competition. The post How to Win More Deals with the Top Sales Secrets of 2019 [Revealed] appeared first on Sales Hacker. MORE
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. MORE
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. MORE
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?”. MORE
2019 is shaping up to be another fine year for those working in and around sales enablement. We’re seeing larger numbers of people work in the industry, more companies investing in sales enablement teams and numerous tools being developed to solve sales enablement challenges. MORE
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. MORE
Sales Enablement Related Topics Sales Enablement, SaaS and Growth
SEPTEMBER 17, 2019
2019 is shaping up to be another fine year for those working in and around sales enablement. We’re seeing larger numbers of people work in the industry, more companies investing in sales enablement teams and numerous tools being developed to solve sales enablement challenges.
Sales Enablement, SaaS and Growth
MAY 8, 2018
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.
Sales Hacker
MAY 2, 2019
Sales enablement has a problem. People think we suck at enabling our reps because we can’t prove the impact of what we do. The Bridge Group reports that, on average, it takes 5 or more months for new sales reps to ramp at SaaS companies today. Sales Enablement Articles
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. 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 Hacker
JUNE 5, 2019
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.
Sales Hacker
MARCH 19, 2019
Launching a successful sales enablement program looks different at every organization but must include three things: organizational alignment, cross-functional adoption, and measurable acceleration. Choice Partner Sales Enablement Showpad Webinars
Sales Hacker
AUGUST 30, 2019
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.
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Sales Enablement, SaaS and Growth
FEBRUARY 5, 2018
To me, there’s never been a better time to be a sales enablement professional. It’s a rapidly growing area and while there’s a lack of publicly available sales enablement statistics or indeed, widely adopted best practices and standards, this is due, largely to the fact, that many of us are figuring out exactly what sales enablement is, means and does. Below are 10 statistics about the state of sales enablement and are accompanied by light commentary: 1.
Sales Enablement, SaaS and Growth
JANUARY 8, 2019
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).
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.
Predictable Revenue
JUNE 3, 2019
Sales Enablement allows Sales professionals to do their job more efficiently (and more successfully!). Without the wide-ranging support of the sales enablement function, the day-to-day of an SDR would be significantly more difficult. The post Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Lead Generation Sales Management Sales Process
Sales Hacker
JUNE 14, 2018
The post How to Create an Integrated Sales Enablement Strategy for Your Sales Team appeared first on Sales Hacker. Choice Partner Sales Enablement Showpad Webinars
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.
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Sales Enablement, SaaS and Growth
APRIL 10, 2017
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.
Sales Enablement, SaaS and Growth
MAY 22, 2017
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?
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. In the spirit of sharing knowledge, I’m going to show you three sales enablement strategies that can help your sales team reach their goals in 2018: Provide on-demand consultation for sales reps.
Sales Hacker
MAY 14, 2018
Here are three of the top sales enablement benefits that increase revenue and drive sustainable growth. Sales leaders, welcome to the new paradigm. If your sales team doesn’t have the right resources and training, you will lose sales. 2) Shorter sales cycles.
Sales Hacker
APRIL 30, 2018
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. .
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. One concept that intrigued me and has the potential to be applied to sales is that of weak-link and strong-link thinking. Sales
Inside Intercom
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. 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.
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. Sales
Sales Enablement, SaaS and Growth
NOVEMBER 28, 2017
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.
Sales Enablement, SaaS and Growth
JUNE 26, 2018
Today, everyone working in and around sales and marketing knows that bots are hot, in vogue and quite simply, of the moment. With this in mind I built and launched a sales enablement bot for HubSpot sales reps. The bot that I built directs sales reps to the right place.
Inside Intercom
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. 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.
Chargebee
AUGUST 23, 2019
How did using free trials for sales enablement help GetAccept? Do trial extensions help or hurt? How did they scale self-service at volume? And more lessons from GetAccept
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.
InsightSquared
APRIL 1, 2019
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?”.
Sales Hacker
OCTOBER 16, 2019
The post Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best Practices appeared first on Sales Hacker. Chorus Marquee Partner Sales Enablement Webinars
Sales Hacker
OCTOBER 14, 2019
Seeking to understand the good, the bad, and the ugly of gamification is important before deciding how to leverage it within your enablement program. Frankly, the only group it benefits is the enablement team. RELATED: 8 Sales Role Play Exercises to Prepare Your Team for the Win.
Sales Hacker
SEPTEMBER 24, 2019
Learn the most impactful secrets (that are working right now) used by veterans that will increase your pipeline velocity and enable you to leapfrog the competition. The post How to Win More Deals with the Top Sales Secrets of 2019 [Revealed] appeared first on Sales Hacker.
Sales Hacker
OCTOBER 12, 2018
The post Buyer Enablement: Equipping Your Internal Champion to Sell Like You appeared first on Sales Hacker. Sales Enablement Sales Psychology Webinars
Sales Hacker
JUNE 20, 2019
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.
Kellblog
FEBRUARY 18, 2019
With the average enterprise SaaS startup spending somewhere between 40% to 80%+ of revenue on sales, doesn’t it make sense to carve off some portion of that money into a Sales Enablement team, to make sure the rest is well spent?
Sales Hacker
AUGUST 26, 2019
A lead generation landing page is a web page designed specifically to attract people who are in the market for your product or service and gather their contact information to fill your sales pipeline. A secondary CTA takes you directly to a sales rep. “Just Google it.”
Sales Hacker
JUNE 14, 2018
The post How to Hit Your Marketing and Sales Numbers Every Month This Summer appeared first on Sales Hacker. Choice Drift Partner Sales Enablement Webinars
Sales Hacker
MAY 21, 2019
Why are we giving away this library of free sales excel templates? New sales technology dominates the headlines these days. The sales tech landscape reported 700+ new players in SaaS. Optimizing your sales process with automation continues to be a red hot trend.
Sales Hacker
APRIL 8, 2019
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.
Sales Hacker
OCTOBER 22, 2018
In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different.
Sales Hacker
FEBRUARY 27, 2019
The key to hit your ever-growing sales goal is not about reps having the “best accounts,” getting lucky, or being in the right place at the right time to close deals. Choice Lucidchart Partner Sales Enablement Sales Management Training & Coaching Webinars
Sales Hacker
APRIL 12, 2018
The post How to Build Sales Content that Works in 2018 appeared first on Sales Hacker. Sales Enablement Webinars
Sales Hacker
NOVEMBER 1, 2018
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.
Sales Hacker
JULY 31, 2018
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.
Inside Intercom
JULY 5, 2018
Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. I get very in the weeds, and build sales playbooks, sales process and all that other fun stuff.
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