Measuring Sales Enablement: The Metrics You Need to Assess Success

Sales Hacker

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 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.

The Three A’s of Sales Enablement: Alignment, Adoption, Acceleration

Sales Hacker

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

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.

Building Your Sales Enablement Technology Stack

Sales Enablement, SaaS and Growth

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 Enablement Statistics for 2018

Sales Enablement, SaaS and Growth

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 Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

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.

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 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?

Launch to sell — leverage sales enablement to maximize product launches

Inside Intercom

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.

Weak-Link or Strong-Link Sales Enablement?

Sales Enablement, SaaS and Growth

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

3 Unmatched Sales Enablement Strategies to Try in 2018

Sales Hacker

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.

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.

Sales Enablement Is Here to Stay: Here Are 3 Irrefutable Reasons Why

Sales Hacker

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.

Launch to sell – leverage sales enablement to maximize product launches

Inside Intercom

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.

The Sales Enablement Bot I Built at HubSpot

Sales Enablement, SaaS and Growth

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.

Demystifying Sales Enablement: What Is It, Why It Matters, And How To Do It Right

Sales Hacker

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. .

Predictable Ramp: It’s Not Just a Pipedream

InsightSquared

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.

12 Free Sales Excel Templates For Tracking Your Pipeline, Activities & Performance

Sales Hacker

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.

Book Review: Enablement Mastery by Elay Cohen

Kellblog

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?

Buyer Enablement: Equipping Your Internal Champion to Sell Like You

Sales Hacker

The post Buyer Enablement: Equipping Your Internal Champion to Sell Like You appeared first on Sales Hacker. Sales Enablement Sales Psychology Webinars

Create a High-Performance Sales Culture Starting Today (with 7 Must-Have Habits)

Sales Hacker

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.

How to Hit Your Marketing and Sales Numbers Every Month This Summer

Sales Hacker

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

Two Enterprise-Level Skills to Help Sales Reps Close Bigger: Selling Solutions and Project Managing the Deal

Sales Hacker

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

How to Build Sales Content that Works in 2018

Sales Hacker

The post How to Build Sales Content that Works in 2018 appeared first on Sales Hacker. Sales Enablement Webinars

How Smart Is Your Sales Playbook?

Sales Hacker

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.

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Why You Should Throw Your Sales Playbook in the Trash (And What to Use Instead)

Sales Hacker

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.

Emergence Capital’s Doug Landis on telling stories that sell

Inside Intercom

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.

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.

How to Increase Your Win Rate 2X with a Buyer-Aligned Sales Strategy

Sales Hacker

The post How to Increase Your Win Rate 2X with a Buyer-Aligned Sales Strategy appeared first on Sales Hacker. Choice Membrain Partner Sales Enablement Webinars

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.

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Emergence Capital’s Doug Landis on telling stories that sell

Inside Intercom

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. His time a the latter culminated in the title of Chief Storyteller, where he rewrote the script for how Box sales team talked to and about their customers. Here are four quick takeaways: Your job in sales is to build credibility, and you do that by being relatable and using the voice of your customers.

Playing Nice: Easing the Tension between Sales and Marketing Teams

InsightSquared

One of the key elements of any successful relationship is communication — and that happens to be a huge factor in successful sales and marketing interactions, too. Sales and marketing usually want to be friends. Use Sales and Marketing Tools to Reach Your Goals for Higher Revenue.

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Three Plays HubSpot Uses to Arm Sales Reps for Success

Sales Enablement, SaaS and Growth

In my sales enablement role at HubSpot I'm truly privileged to partner with over 100 sales professionals that are at the top of their game and only want to get better. Working with sales reps that want to succeed and push each other to do better is a joy. Sales

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

InsightSquared to Kick Off Revenue Ops Event of the Year in Boston

InsightSquared

SiriusDecisions research across more than 4,000 B2B companies shows that those with strong operational alignment across sales and marketing grow 12 to 15 times faster than their peers and are 34 percent more profitable.

The Top Five Strategies to Drive Sales Productivity

OpenView Labs

The result is that reps end up spending more time trying to keep up with increasingly complex sales processes, impacting overall sales productivity. Sales Productivity Definition. Provide efficient sales onboarding and ongoing coaching. Leverage AI-powered sales guidance.

Your Sales Year is Coming to an End. Are you ready?

InsightSquared

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.

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Join ChurnZero as an Outbound Marketing Manager

ChurnZero

Reporting to the Director of Marketing, this role aligns ChurnZero’s marketing and sales efforts. The manager is responsible for developing, managing and measuring outbound marketing programs encompassing, roadshow events, conferences/tradeshows, email marketing, and sales enablement.

Why CMOs Aren’t Turning to Marketing Analytics Vendors for Marketing Analytics

InsightSquared

The big players — native reporting in marketing automation and cloud-based sales- and business intelligence (BI) vendors — have caused the ground beneath specialty marketing analytics vendors to shake. Sales and marketing are no longer discrete functions.

Three Keys to Success in Sales: A BDR Perspective

InsightSquared

My transition into a BDR role at InsightSquared came shortly after spending my first few post-grad years gaining experience in a highly transactional, customer-facing sales role. A career in sales isn’t for everyone, though. Sales is all about goals.

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