Current State of the Selling Process
The reality of today’s sales process is that sales reps just aren’t using the content supplied by marketing teams. In fact, a recent study by IDC states that as much as 80% of the content created by marketers isn’t used by sales reps (Source: Sales Force, 2015). You might be wondering, what exactly is wrong with our content? Today we examine this challenge and why sales reps should not be creating content.
Marketing concepts have come a long way in recent years. Today, customers have shut off the traditional world of marketing by fast-forwarding through television commercials and becoming immune to advertisement banners online (Source: Content Marketing Institute, 2015). Buyers no longer want to hear what marketers have to say. As a result, marketers have been forced to turn to different tactics in an effort to get buyers to listen to their messages.
Topics: sales enablement software, sales enablement, sales analytics software, sales presentation, best sales enablement solution
In my previous post, Understanding a Seamless Omni-Channel Sales Process, I discussed what having a successful Omni-channel strategy entails (in case you missed it, you can find that post by clicking here). Creating an effective Omni-channel strategy, however, might not be as easy as you think. I’ve complied a list of 5 ways that sales enablement software can assist you in successfully implementing Omni-channel for your business.
Topics: digital content, sales enablement, multi-channel engagement
The balance of power in the seller-buyer relationship is tipping, but why? and how? Check out this telling graphic for insights on this growing trend.
Topics: ipad sales app, sales enablement, empowered buyer
In an earlier post I took an introductory look into Omni-channel engagement. This week we expand on Omni-channel engagement by looking at some of the challenges of Multi-channel engagement, how Omni-channel engagement can be beneficial, and how sales enablement can help you achieve Omni-channel engagement.
Topics: digital sales, sales enablement, multi-channel engagement
Tablets and the technology behind them have taken the tech world by storm. Initially introduced to the market in 1987 by Linus, tablets became one of the most desireable technologies in 2010 when Apple introduced the iPad (Business Insider, 2013).
Today we analyze the application of tablet technology for enhanced marketing effectiveness in B2B sales.
Topics: mobile sales enablement, sales enablement, tablet detailing
Understanding mobile applications for sales enablement can be a difficult topic to wrap your head around. With so many definitions floating around, it is hard to pinpoint what using a mobile sales application actually entails.
Topics: sales enablement solution, sales enablement, mobile sales enablement applications, digital sales aids, sales process, sales enablement success, sales presentations
A Beginners Guide to Understanding Omni-channel Engagement
What is omni-channel engagement? When did it start? Why does it matter?
This week we take an introductory look into the somewhat new, but very relevant strategy of omni-channel communications to give you a well-rounded understanding of this topic.
Topics: digital sales, sales enablement, multi-channel engagement, multi-channel sales enablement
Last week, I took an introductory look at buyer personas and how to create them. This week, I expand on how to effectively use these personas. In case you missed it, you can find my post, “what is a buyer persona and how does it influence digital content”, by clicking here.
Topics: sales enablement solution, sales enablement, sales process, sales analytics software, sales and marketing alignment
Today’s buyers are rapidly changing. On an individual level and broadly throughout the market, buyers are are becoming more empowered with the influx of information that they receive on a minute-to-minute basis. Today we explore the empowered buyer and help to explain some of the challenges faced by sales reps in the face of this demand for information.
Topics: content management, sales enablement, data analytics
Tips and advice on improving sales performance and delivering an excellent customer experience. Keeping you informed, educated and in-the-know about Sales Enablement and SKURA.
