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Earlier this week we discussed sales playbooks- what they are and why they’re essential. In case you missed that post, you can find it here. Today we’re discussing how to develop your own sales playbook using 4 simple steps, and conclude with some common mistakes to watch out for when it comes to creating your playbook.

This week we continue our conversation about content marketing looking at ways we can learn from best-in-class performers. Today we tackle how taking the time to create a content marketing strategy can significantly influence the success of your campaign.

Did you know that in a single day there are more than 2 million blog posts published? (Source: Content Marketing Institute, 2015). Add to that the countless number of social media updates, e-newsletters, and materials such as white papers.

The Internet is bursting at the seams with content, and that content is just multiplying daily.  Is your content breaking through the clutter? Content marketing is an area that looks a lot easier than it actually is. As a matter of fact, “only 33% of B2B marketers say their organizations are effective at content marketing, down from 38% last year” (Source: Content Marketing Institute/ Marketing Profs, 2015).

This week, we discuss how best in class performers are succeeding at content marketing through their strategy, budgeting, and ability to produce.

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.

It’s no secret that buyer personas are an integral component of business communication planning, and though the idea of a persona is conceptually straightforward, few are actually familiar with the practice. At the very least, many struggle to understand the best practices with respect to personas and how they can positively affect certain business goals.

The importance of mapping and understanding buyer personas is crucial, as it can make or break your company’s sales operations and communications. Through sales enablement software, creating playbooks tied to personas enables a number of strong benefits such as more tailored communications, a more conversational sales call approach, and overall improved sales and marketing alignment through streamlined efforts.

But what is a buyer persona, and how is it impacted by sales operations? This week we examine these factors and provide some enticing insights on the subject.

This week we examine the need-to-know concepts, strategies, and do's & don'ts of social media engagement for more effective use of digital content, and an enhanced sales process that can position the sales rep as a trusted conceirge before they ever suggest the product or service, let alone solutions.

Today we take a light and fun look at what happened earlier in August with Donald Trump, and the comments that got him uninvited from a republican event that weekend. We’ll take a lesson from Trump in content management, and look at some tools that sales reps have in their arsenal for understanding a buyer’s reaction before the worst possible outcome occurs. In Trumps case, the uninvite, for a sales rep, it could be a lost sale.

Read on to learn about the one tool Trump didn’t have that every sales rep can take advantage of.  

What is sales enablement? It’s almost impossible to put your finger on an exact sales enablement definition. This is largely because of two reasons, one: the market is relatively new, and each player tends to define sales enablement in their own way, and, two: enablement isn’t actually a real word (yet), as I’ve come to realize through composing my written content on Microsoft Word.

This week we take a stab at defining sales enablement by combining and analyzing a number of external definitions. We also examine why we need sales enablement as it relates to current trends, and whether the current model is mitigating challenges, or chasing symptoms.

Motivation is a tricky subject, everyone has a different level of motivation, things motivate people differently, and motivation can even fluctuate several times in a single day. This reality makes it difficult to accurately pinpoint the root of motivation. Thankfully, the science of motivation, that is, the various components that influence motivation, is well documented. This week we take a light hearted, scientific look into how motivation works for the Sales Rep, and how you can maximize the motivation of your sales team.