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Over the years, many effective salespeople have learned to collect and withhold their best sales tactics to improve their own sales performance and meet their own quotas. If they’re feeling especially charitable on a particular day, they may give insights into what’s working for them to their closest colleagues.

It’s a feeding frenzy approach, where every sales person is on his or her own, forced to run, fight and bite to win a sale. If you give big enough bonuses to “top dogs” and create enough fear in low performers, this approach may work for some time, but it’s not conducive to real sales force growth. Sales team contests are not real sales enablement tools.

Topics: mobile sales enablement, sales enablement technology, real sales enablement, sales enablement tools

Before the advent of technological advancements in the sales process such as various sales enablement tools, sales reps used to operate as lone-wolfs. They would either generate their own leads or wait for aggregated leads to be sent to them from the marketing department. From there on out, they would start the communications process all on their own, conducting customer research and figuring out what content would be most relevant to present to the prospect.

Topics: mobile sales enablement, sales collaboration, sales enablement process, sales enablement tool

Think about this. Twitter did not exist 8 years ago. No one was on Facebook 10 years ago, and the iPad is only 4! The connected world has changed dramatically, and so too has the role of the salesperson. 

In the last 5 years B2B salespeople, sales managers and company executives have seen the role of the salesperson change dramatically. Here are 5 things that have changed dramatically for salespeople in the last 5 years.

Topics: mobile sales enablement, mobile technology for sales

In a perfect world, sales and marketing should be feeding off each other in order to support a more efficient and collaborative sales cycle. This includes content creation, seamless use of tracking software to provide insights and active conversations on how to improve lead nurturing tactics, all of which are sales enablement activities. Whether you’re in the sales department or on the marketing team, all of these activities are going to help you do your job better. So, why shouldn’t all of these teams be working together on sales enablement?

Topics: mobile sales enablement, predictive analytics, sales enablement, Adaptive Sales Enablement

Count yourself lucky if you are a marketer or sales professional that is tasked with marketing and selling in the pharmaceutical marketplace.  These professionals face extremely tough and unique challenges that many markets do not face. Some of these challenges include:

Topics: mobile sales enablement, closed loop marketing, customer engagement, Adaptive Sales Enablement

In 2014 MGA’s and their parent insurance and financial companies face 5 customer engagement challenges to create a competitive advantage in a highly competitive market.

Topics: mobile sales enablement, ipad sales app, sales enablement, digital marketing, customer engagement

Choosing the right content management system can be quite tricky. Unless you have specifically defined set of goals and requirements, you can be lured by fancy functionalities that you might never use. So, what are the things that you should consider for in a content management system?

Topics: mobile sales enablement, content management ipad, content management, sales enablement, content management platform, cms

Topics: mobile sales enablement, mobile sales enablement solution, mobile sales software, mobile sales solutions, mobile sales enablement app, mobile sales technology, mobile sales presentation, mobile sales enablement applications

Marketers are unanimous regarding the benefits of mobile sales enablement in any marketing campaign. In order to cater to the requirements of salesperson that go out on the field, make customer contacts, and close sales, numerous mobile applications are available nowadays. However, not all of these applications are effective to the same levels. So, where lies the difference? An ideal application is one that fulfills certain criteria and make the job of representatives in the field easy, to say the very least. A clear idea regarding desirable features can help in the application selection process for maximum ROI.

Topics: mobile sales enablement, mobile sales software, mobile sales solutions, mobile sales enablement app, mobile sales presentation, mobile sales enablement applications

In every company’s mind there is a topic that comes up about changing the sales game.  The strategy of sales and marketing is more combined than ever and that is the big part of the change.  Companies need to organize how they are advancing in sales on a consistent basis so that they don’t lose out on any new prospects.

In my opinion, sales enablement collectively brings sales and marketing together.  I define it as technology that dramatically increases yours sales team’s productivity and effectiveness.  Forrester Research defines sales enablement as a “strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return on investment of the selling system.”

Topics: sales enablement solution, mobile sales enablement, sales enablement software, Closed loop marketing iPad, sales enablement, sales enablement platform, closed loop marketing solution, closed loop marketing system, closed loopmarketingipad