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. In my mind, there’s never been a better time to work in sales enablement and for the foreseeable future, I think things are only going to get better.

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Predictable Revenue

JANUARY 17, 2022

Sales enablement tools are an essential part of the sales development process. Here are our top ten picks for the best sales enablement tools to use in 2022. The post Top 10 Sales Enablement Tools (To Use In 2022) appeared first on Predictable Revenue.

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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. What is Agile sales enablement? Create sales content that serves.

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Sales Hacker

JUNE 2, 2021

Sales enablement is an exciting place to be. It’s the glue that holds together many lines of business as your company treks forward on the path to sales success. The Sales Enablement “Holy Trinity”. I call these the Sales Enablement Holy Trinity: Communication.

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Advertiser: ZoomInfo

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Sales Enablement

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.

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Sales Enablement SaaS Sales Banking 129

Predictable Revenue

NOVEMBER 3, 2020

Accept the new normal, and keep your sales team calm and motivated during difficult times. The post Content For Increased Sales Enablement: A User’s Guide appeared first on Predictable Revenue. Blog Sales & Marketing Alignment

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Sales Enablement Revenue Sales Marketing 170

Sales Hacker

NOVEMBER 25, 2020

With 2021 just a handful of weeks away, join us for a fireside chat to learn impactful Sales Enablement strategies and best practices to help you gear up for the year ahead. The post 3 Keys to Successful Sales Enablement appeared first on Sales Hacker.

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Sales Enablement Sales Strategy 75

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. 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

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Sales Enablement Strategy SaaS Sales 115

Predictable Revenue

FEBRUARY 15, 2021

The better, more refined your sales process is, the more regularly you will sell. This is why supporting and training your sales team is so important. The post 7 Critical Metrics to Measure the Effectiveness of Your Sales Enablement Strategy appeared first on Predictable Revenue.

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Sales Enablement Revenue Metrics Strategy 229

Advertiser: ZoomInfo

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Sales Enablement

Sales Hacker

MAY 19, 2020

As such, much of sales and marketing’s focus is external to attract customers, and rightly so. The key to this internal success is sales enablement and quality, competitive intelligence. Improved communication between sales, marketing, and product.

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Sales Enablement Sales Forecasting Communication 105

Sales Hacker

OCTOBER 26, 2020

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.

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Sales Hacker

JANUARY 4, 2021

Is it just us, or is the job of sales enablement different at every company? In this live event, you will learn how to identify your current state, how to efficiently plan the next steps, and the best way to get support for your sales enablement efforts.

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Sales Hacker

APRIL 12, 2022

For many years (and well-intentioned efforts) sales teams have struggled to recruit, retain and grow talent. While there are many hurdles to overcome when building sales teams, organizations too often underutilize the power of their sales enablement team.

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Sales Hacker

APRIL 21, 2022

The world of sales enablement is evolving before our eyes. Hybrid work has increased the speed of change, and now—more than ever—sales leaders and enablement pros need the tools and guidance to keep their teams trained, connected, and effective.

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Sales Enablement Sales 69

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). This front row seat gives me the opportunity to research, demo, trial, evaluate, purchase and ultimately, rollout sales enablement tools. Sales

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Sales Enablement Technology SaaS Sales 108

Sales Hacker

DECEMBER 7, 2021

Join Jonathan Carlson and Whitney Sieck as they guide you through the most important trends shaping Sales Enablement heading into 2022. The post The State of Sales Enablement: Everything you need to know for 2022 appeared first on Sales Hacker.

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Sales Enablement Trends Sales 70

Sales Hacker

JUNE 16, 2021

If you could spend a day with sales teams from some of the most successful companies in the world, what would you see? They’re all on board – marketing, sales, product, customer success, and executive leaders. What is sales enablement? Sales enablement has evolved quickly.

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Sales Enablement AI Sales Headcount 91

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. This fuels ambiguity about what sales enablement is and the value it creates for a business. Put simply, as a sales organisation grows, the sales enablement team must evolve alongside it.

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Sales Enablement SaaS Benchmarks Consulting 108

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. 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.

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Sales Enablement SaaS Sales Pricing 108

Sales Hacker

APRIL 16, 2020

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

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Sales Enablement Sales Government Interviewing 92

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. While there’s a talented and growing body of practitioners that are doing sterling work to advance the industry and sales performance, for the most part, there’s a distinct lack of standardised sales enablement best practices, planning models and frameworks. Does the sales rep (or reps) have it within them to get better?

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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. While it may not be immediately apparent, communicating well with and managing stakeholders is a prerequisite for successful sales enablement. Sales

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Sales Enablement SaaS Communication Business 108

Sales Hacker

DECEMBER 10, 2020

Join Sales Enablement leaders from Sprout Social, SHI, and Highspot for their expert take on effective onboarding, how to support a remote sales team and what sales enablement looks like going into 2021.

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Sales Enablement Onboarding Sales 66

Sales Hacker

MAY 12, 2021

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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Sales Enablement Sales Pricing Leadership 73

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. While innovators and early adopters are embracing the opportunities afforded by bots, the fact remains that too much work within sales and marketing is still manual - too few teams are thinking of ways to automate, eliminate or optimise. With this in mind I built and launched a sales enablement bot for HubSpot sales reps. Sales

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Andreessen Horowitz

JULY 12, 2022

The post Sales Enablement: The Underrated Cog of Enterprise Commercial Engines appeared first on Future.

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Sales Enablement Engineering Enterprise Technology 63

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.

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Sales Hacker

APRIL 16, 2020

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

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Sales Enablement Government Interviewing Sales 71

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. Kira Greer, Global Sales Enablement at Hired, will talk through how she tackled the “three A’s of enablement” and why content, coaching, and training all fit under the enablement umbrella. Choice Partner Sales Enablement Showpad Webinars

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Sales Enablement Sales Management 60

Sales Hacker

JULY 30, 2021

In this webinar we’ll have a frank discussion with Chorus’s CRO and enablement lead about working together, what “good” looks like, mistakes they’ve made, and how they’re aligning now around revenue outcomes. The post How Can CROs Work Effectively with Sales Enablement? appeared first on Sales Hacker.

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Sales Enablement Sales Revenue 62

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

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Sales Hacker

JUNE 3, 2021

The era of rep-centric sales enablement has arrived. Join us on June 8th at 2pm EST / 11am PST and learn the new sales enablement landscape. The post How to Use Rep-Centric Sales Enablement to Future-Proof Your Revenue Engine appeared first on Sales Hacker. Sales Enablement Training & EventsAre you prepared?

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All that Saas

JULY 14, 2021

Sales enablement platforms are to feed sales representatives with productive content and give them opportunities to sell. It has become a necessity for sales enablement apps to be implemented in a business. The Sales Enablement Software in 2021.

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Sales Hacker

OCTOBER 28, 2021

Enablement as a function — not sales enablement, but go-to-market enablement — will continue to rise in prominence because it helps to orient the whole go-to-market team around how buyers want to buy. Join us as we discuss: Why RevOps also includes enablement.

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Sales Enablement Forecasting Innovation Interviewing 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. 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.

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Sales Enablement Strategy Consulting AI 61

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%. Clearly, having a successful sales enablement program can (and should) improve your bottom line, but only if you follow best practices.

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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. 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.

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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. The goal I’m measured by and keep the closest eye on is whether our sales organisation hits quota each month. Sales

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