It’s crunch time for your sales collateral. On the one hand, reps always need current information on your products. But beyond that, you don’t know how your content is actually impacting your revenue. What’s wrong with this picture? It’s time to step back and take a holistic view of your content. You need to examine […]
Sales pipeline management is the great equalizer. Get it right, and you’re on your way to stellar results. Get it wrong or ignore it(!) and you’re asking for trouble. Proper sales pipeline management means better revenue forecasting and a repeatable, scalable sales process. But sales pipeline management is not for the faint of heart. You […]
What’s the secret of top sales training programs? Across the country and around the world, we read about companies that are crushing it. They’re closing new business left and right. They’re expanding into new verticals and leaving their competitors in the dust. Yet the common thread uniting top sales training programs isn’t related to the […]
There’s an unpleasant secret hiding in the blind spot of your product marketing strategy. Even if your messaging is perfect for prospects and customers, none of that matters if you don’t empower your sales team. Unless your reps receive consistent messaging on its value, your product marketing strategy is toast. Here’s what you need to […]
Picture this: you just accepted a new position as an Account Executive, and your B2B sales training starts tomorrow. You’re excited about the team’s culture and goals, and you can’t wait to start selling. Then your training begins, and it completely takes the wind out of your sails. Whether you’re a Millennial in a new […]
Congratulations! Your sales enablement strategy has been approved, and you’re ready to roll it out to your team. But before you begin, consider how your reps manage their time. Unless you recognize your team’s habits, your new initiatives might cause more harm than good. In this article we’ll examine the crucial part email has to […]
Make no mistake: B2B SaaS sales is tough. Whether your focus is Enterprise, SMB, or the Channel, Software-as-a-Service is constantly evolving. Fortunately, SaaS sales leaders can now access a wealth of resources to boost their productivity and increase revenue. If the goal of sales enablement is to optimize the sales process and provide sellers with everything […]
Superbowl Sunday is upon us, but that’s not the only game in town. Every day your reps face a foe that makes every sales victory feel like the ultimate achievement. But this foe isn’t your competition. It’s the internal systems that keep your reps from performing at their best. While the fans cheer their favorite […]
In Part I, we discussed how to create winning content to promote sales marketing alignment. When you create buyer-centric content for each sales stage, your sales team will win more deals faster. But what does this look like in practice? Emailing your team every time a document is uploaded or edited is unsustainable, especially if […]
As a marketer, you care about sales marketing alignment and you want your reps to succeed. Which is why you’re certain that this new case study will be the key that helps them unlock new deals. Smiling to yourself, you hit ‘Save’ and then upload it to your content repository. What happens next? Absolutely nothing. Now, imagine […]
Planning a sales training program? The data look grim: companies spend an average of $24K per sales rep to boost productivity, yet 49% of them have no way to measure their return on investment. With odds like that, a sales training program might seem like a risky bet. Fortunately, designing a high-impact sales training program […]
Crowdsourcing is having an incredible impact on the world around us, and nowhere is the potential greater than with video sales playbooks. Let’s face it: most sales playbooks remain mired in the past. Many are lengthy and dense, artifacts of textbook teachings that contradict the findings of brain science. Effective sales playbooks are dynamic and modular, […]