Intercom, Inc.

FEBRUARY 1, 2018

Our goal is to get those healthy work teams created, because the sales team prospects from the existing Slack user database. Would you rather go after somebody who’s actively using the product and you know is getting value, or somebody who downloaded a white paper and may be vaguely interested?

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

CustomerSuccessBox

JUNE 27, 2022

Customer Success Enablement may be a term you’ve never heard of, but you’ve probably heard of sales enablement. The transition between marketing and sales is greatly facilitated by sales enablement. The transition from sales to CS will go more smoothly if your customer success team is involved.

Customer Success 52

Customer Success Sales Enablement Metrics Development 52

SaaSX

NOVEMBER 14, 2021

These include content marketing, positioning and messaging, public relations, analyst relations, paid strategy, sales enablement, etc. The quantitative inbound math for a hot inbound lead might look something like: 20 hot inbound marketing leads delivered to sales. 10 of the leads are qualified and become sales opportunities.

Scale 52

Scale Marketing Sales Recruiting Benchmarks 52

Sales Hacker

SEPTEMBER 8, 2020

Sales enablement is easy. It’s not that easy, but Sapper Consulting has built REGIE to keep the promise of sales enablement alive and keep your team doing what they do best, which is winning. .” Now, we want to thank our sponsors, and Sapper Consulting is one of those sponsors.

Scale 88

Scale Artificial Intelligence Sales Recruiting Consulting 88

ChurnZero

SEPTEMBER 30, 2021

I did find the one that Chris Hicken wrote from NuffSaid that said really valuable, probably the most robust white paper, on CS Operations. Someone recently invited me to an enablement squad on Slack, which I’m finding quite interesting. There just hasn’t been a lot written on it. There are CS Ops Slack channels.

Customer Success 52

Customer Success Scale Sales Hiring Revenue 52

Sales Hacker

OCTOBER 19, 2020

This is why it’s so important to A/B test everything and why data science is such a critical part of both sales enablement and improving sales processes. Share a piece of content with them — such as a case study or white paper — and ask for feedback. Send them to a landing page on your website. What’s the takeaway?

Data 127

Data Sales Enablement Engagement Sales 127

Kellblog

JANUARY 24, 2020

They’d even have decay functions where downloading a white paper got you 10 points, but you’d lose a point every week since if there you had no further activity. At one company I ran, our single largest customer was initially scored a D lead because the contact downloaded a white paper using his Yahoo email address.

Software Review 99

Software Review Marketing Software Outsourced Development 99

Kellblog

JANUARY 1, 2023

Consider some popular specialty areas with sales today, including revenue management (e.g., Gong, Jiminny) and sales enablement (e.g., Clari, BoostUp), conversation intelligence (e.g., Highspot, Seismic) [6]. And there are many more.

Strategy 138

Strategy Startup Software Review Government 138

Sales Hacker

FEBRUARY 6, 2019

The goal of the sales process should be to make life easier for your customers and reps by allowing everyone to proactively get ahead of any potential objections or challenges. Some key content you’ll want to create to support the sale process include: Discovery call script. Educational white paper (e.g. why do this now).

Sales 92

Sales Management compliance Sales Enablement 92

SaaStr

JANUARY 28, 2020

Jason : So that was laziness on the customer success side and I see it on the sales enablement side all the time, like the laziness is an excuse. You know, you wouldn’t, you go up, and whether it’s email, or a phone call, or a webinar, or a white paper, the tools are going to be the same, right?

Sales Hiring 239

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 239

Sales Hacker

MAY 4, 2020

Ideally, you can make multiple contact points (see below), so make sure you leverage that success by being mindful and specific about what you share with whom: a high level benefits deck for the C-Suite, a white paper on smooth implementation practices for a technical influencer. It’s important that you share digital-native content.

Sales Hiring 84

Sales Hiring Cloud Consulting Sales Enablement 84

Sales Hacker

OCTOBER 7, 2021

She’s overseen the growth of LeadG2 through the pandemic, almost doubling the size of her team post-pandemic due to her strategic leadership, focus on client results, and finding new ways to help others sell smarter and faster through inbound marketing and sales enablement. What is one a-ha moment you’ve had in your sales career?

Scale 136

Scale Sales Recruiting Sales Hiring VP of Engineering 136

Sales Hacker

DECEMBER 8, 2017

Now that conversations take place on Social Platforms, Email, within CRM systems, within platforms like Chat (think Slack) and Sales Enablement (think Highspot), it will become all the more difficult to keep up – which can only translate into lost opportunities. Keep your sales enablement tools up to date.

Scale 108

Scale Technical Review Outsourcing Services Sales Hiring 108