2019 Sales Enablement Statistics

Sales Enablement, SaaS and Growth

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.

The State of Sales Enablement in 2020

Sales Hacker

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 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.

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. 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

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

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.

How to Build a Successful Sales Enablement Initiative in 5 Steps

Sales Hacker

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

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

A Sales Enablement Framework for Real Growth (Even in Times of Crisis)

Sales Hacker

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

Strategic Sales Enablement: Advanced Tips to Uplevel Your Program & Drive Real Results

Sales Hacker

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. Sales enablement strategy. Sales enablement execution. Sales enablement governance. Sales Enablement Strategy: Always Start Here.

Sales enablement: what is it, and how does it work?

Close.io

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. Why are so many businesses using sales enablement? What is sales enablement & what does it mean to your sales team? ?

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

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: Part 3 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

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

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. 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.

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. 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

How to Create an Integrated Sales Enablement Strategy for Your Sales Team

Sales Hacker

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

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. 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.

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. 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?

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. 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.

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

Get these 8 free sales enablement templates to help your team drive more revenue

Close.io

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

Sales Enablement Best Practices: 5 Dos and Don’ts for Peak Results

Sales Hacker

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.

Sales Readiness vs. Sales Enablement: The Case for Separation of Church and State

Sales Hacker

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.

15 Lessons for Every Sales Enablement Program

OpenView Labs

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.

The only sales enablement job description template you need to attract killer candidates

Close.io

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. For an inside sales team , the potential impact of sales enablement is huge. And sales enablement resources come in many forms. Download your free copy of the Sales Enablement Toolkit and get a fill-in-the-blanks template.

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. 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

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. 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?

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. As a result there’s a refreshingly high level of collaboration, modesty and openness among industry colleagues - in my experience fellow sales enablement professionals are generous with their time, humble and willing to help each other out. Sales

11 Data-Driven Sales Enablement Tips from Brand Leaders at Dreamforce 2019

Sales Hacker

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.

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.

Measuring Sales Enablement: The Metrics You Need to Assess Success

Sales Hacker

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. 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.

The Benefits of a Data-Driven Sales Enablement Strategy

OpenView Labs

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).

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

Power-Up Your B2B Sales Enablement Strategy With These Essential Tips

Sales Hacker

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.

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.

How to Get Into Pole Position with Intent Data + Sales Intelligence

Sales Hacker

The post How to Get Into Pole Position with Intent Data + Sales Intelligence appeared first on Sales Hacker. Bombora Partner Platinum Sales Enablement Webinars

Data 83

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. .

Free Trials as a Sales Enabler and Other Lessons from GetAccept

Chargebee

How did using free trials for sales enablement help GetAccept? Do trial extensions help or hurt? How did they scale self-service at volume? And more lessons from GetAccept

Ignite Growth: Sales Plays for Winning in 2020 and Beyond

Sales Hacker

The post Ignite Growth: Sales Plays for Winning in 2020 and Beyond appeared first on Sales Hacker. Sales Enablement Webinars