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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Sales Hacker

JULY 29, 2020

The post The State of Sales Enablement in 2020 appeared first on Sales Hacker. Choice Highspot Partner Sales Enablement Webinars

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Sales Enablement Sales 83

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 Sales Revenue Marketing 169

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 Metrics Strategy Revenue 184

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

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 Strategy Sales 62

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 78

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 Enablement Onboarding Sales Acquisition 69

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 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 80

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 Sales Banking Venture Capital 129

Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams.

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Sales Enablement AI Onboarding Sales 66

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 Sales Communication 115

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 Enablement Government Sales Leadership 88

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 Strategy Interviewing 74

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 63

Close.io

MARCH 10, 2020

A great sales enablement strategy can be the difference between a deal won and a deal lost. Having a sales enablement manager on your team can make it 10x easier for your sales team to be successful. And sales enablement resources come in many forms.

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Sales Enablement Data Analysis Development Management 67

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 Sales Onboarding 108

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 Onboarding Sales Construction 80

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

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 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 Enablement Communication Forecasting Metrics 65

Close.io

FEBRUARY 19, 2020

What do you get when you take the top enablement tactics from today's best sales teams and bake them into a collection of FREE templates? Supercharged sales messaging that closes more deals. sales battle cards. proven sales scripts. sales enablement

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Sales Enablement Onboarding Revenue Strategy 54

OpenView Labs

NOVEMBER 21, 2019

Want to take your sales team to higher peaks. Then, it’s time for a sales onboarding revolution. The first few months on the job are critical for sales reps. While this is an essential time for a sales rep, many organizations struggle to create and build an effective sales training program. In short, we need a better playbook for sales onboarding. And that’s why the Lessonly sales enablement team is releasing theirs.

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Sales Enablement Onboarding Pricing Sales 57

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 Hacker

DECEMBER 4, 2019

When I attended and spoke at the inaugural Product Marketing / Sales Enablement Summit, multiple speakers reported that it’s a regular part of their charter to also include Sales Readiness. Product Marketing is different from Sales Enablement is different from Sales Readiness.

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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

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Sales Enablement Strategy Sales 63

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 Sales Pricing Consulting 108

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 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. Maintaining a high-performing sales force requires a series of focused actions, executed at the right time and in the right order. What happens if you don’t have a sales enablement program?

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Sales Enablement Onboarding Revenue Marketing 65

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.

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Sales Enablement Sales Pricing Retention 64

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 Communication Business Sales 108

Sales Hacker

DECEMBER 3, 2019

The Data-Driven Sales Manager. The average tenure of a sales VP these days is just 19 months, according to Xactly CEO Chris Cabrera, who expects that number to drop lower as businesses become increasingly data reliant. Here’s how he sees data changing sales management.

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Sales Enablement Branding Data Forecasting 91

Sales Hacker

MAY 2, 2019

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Sales Enablement Metrics Sales 71

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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Sales Enablement Sales Headcount Consulting 100

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. Even if you have a solid sales enablement strategy in place, most likely you can use some extra sales juice to boost engagement and visibility, or to accelerate deals and win rates.

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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. 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.

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Sales Enablement Data Interviewing Innovation 57

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.

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Sales Enablement Sales Pricing Retention 52

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. 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).

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