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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
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 MORE
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. 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
Your sales team isn't meeting its potential. A sales operations team can change that. If you want to make sure your sales team is firing on all cylinders and making as much money for your company as possible, you need sales ops. 7 KPIs & metrics to track for sales ops. 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
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
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 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
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
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
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. 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
Where should your sales enablement team focus their time? If the sales enablement teams had focus on the top quartile AEs and improve their performance by 20%, the company would have booked $9.3M. 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
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
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
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 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
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. MORE
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. 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
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
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
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
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
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 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 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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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
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?
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 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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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.
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
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
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.
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 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.
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
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
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
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.
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.
Sales Hacker
NOVEMBER 15, 2017
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.
Sales Hacker
NOVEMBER 16, 2017
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
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. 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.
InsightSquared
OCTOBER 22, 2018
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.
Tom Tunguz
MAY 30, 2019
Where should your sales enablement team focus their time? If the sales enablement teams had focus on the top quartile AEs and improve their performance by 20%, the company would have booked $9.3M.
Sales Enablement, SaaS and Growth
AUGUST 22, 2017
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
Sales Enablement, SaaS and Growth
APRIL 10, 2018
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
Close.io
AUGUST 11, 2019
Your sales team isn't meeting its potential. A sales operations team can change that. If you want to make sure your sales team is firing on all cylinders and making as much money for your company as possible, you need sales ops. 7 KPIs & metrics to track for sales ops.
InsightSquared
NOVEMBER 19, 2018
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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