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ENABLEMENT
5 strategies to drive sales productivity
Simple steps for sellers to do more with less
7 min read
ENABLEMENT
9 Tips for Connecting with Buyers and Closing Deals Faster in the Modern Sales Cycle
Today’s sales and marketing teams are operating in the age of the customer. To be successful, these teams must focus their strategies and actions on the buyers’ problems and opportunities. Marketers are tasked with generating high-quality leads for the sales team. While marketing looks to improve the lead conversion process, sales looks to accelerate the […]
5 min read
ENABLEMENT
5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology
Customer experience has long been a priority for B2C companies, but it hasn’t been a focus for B2B organizations until more recently. The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase […]
7 min read
SALES
8 Reasons Your Sales Reps are Losing Deals
Buyers have taken control of the modern sales cycle, and successful salespeople today know they need to act like trusted advisors with prospects to simplify their decision-making process, understand their needs and behavior, and deliver immediate value, otherwise they will lose the deal. Great sales managers and sales reps won’t just accept that a deal […]
7 min read
ENABLEMENT
The shift from sales reps to trusted advisors
Customers today expect salespeople to act as trusted advisors.
5 min read
ENABLEMENT
3 Ways to Make the Modern Buyer Love You
Prior to the rise of technology, B2B sellers were behind the wheel. In the old days of selling, buyers relied on sellers to provide the information they needed to make a purchasing decision. Now, the computer firepower carried in buyers’ pockets can connect them to mountains of product information in a matter of seconds. Today’s […]
5 min read
ENABLEMENT
10 Tips for Sales and Marketing Content Alignment
When organizations think of sales and marketing alignment, they often focus on demand generation. As content continues to grow as a critical component in successful selling, organizations must now take steps to align around content as well. Because buyers are savvier and more educated, they expect salespeople to present them with content that is relevant […]
9 min read
SALES
What March Madness Taught Me About Sales
It’s that time of year again (and by that, I mean it’s time to review my March Madness bracket to see what went wrong). As the buying cycle progresses, many organizations find themselves head-to-head with their competition. Sometimes even 3 or 4 companies are competing for the same deal. So, in a world filled with rivalry, […]
3 min read
MARKETING
The Top 12 Qualities and Habits of Highly Effective Marketers
If you could do your job more effectively, would you? Of course! So even if you pick up just a handful of these habits, you will be on your way to becoming a more effective B2B marketer, as well as better prepared for future career success. First, what is a habit? ‘Habits’ can be defined […]
8 min read
SALES
5 Habits of Highly Successful Sales Reps
Only 10% of reps are consistently high-performing. See what habits make successful sales reps.
8 min read
ENABLEMENT
3 Key Metrics for Measuring Sales Enablement Success
It might be cliché to point out that the buyer experience has changed, but it’s certainly worth revisiting from time to time. Why? Because even though the vast majority of marketers understand that their customer is now looking for custom content, surf social media sites and shop with their mobile phones, far too many haven’t […]
4 min read
TRENDS & INSIGHTS
Top 50 Sales Operations Tools
As sales organizations become more process driven and scientific, sales operations has taken on a new level of importance. The best sales teams are equipped with the data, tools, and technologies that will take them to the next level and help drive sales success. We have identified 50 sales operations tools and vendors to help your […]
17 min read