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?
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Topics:
mobile sales enablement,
predictive analytics,
sales enablement,
Adaptive Sales Enablement
A lot of the time, sales enablement experts talk about what tools sales representatives need to do their jobs effectively. From Salesforce to a proposal automation software to everything in between, there is definitely a need for tools, but, more importantly, the need is the insight that sales reps get from the tools they’re using. Before sales organizations can determine the tools they need, they need to figure out the information they actually need to gather.
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Topics:
content management,
sales enablement,
Adaptive Sales Enablement,
marketing automation
The average sales cycle is 22% longer than it was five years ago,1 which is not good news for sales professionals. In a world with more options and less patience, it’s important that sales organizations are providing potential customers with everything they need at each step of the buying phase and in a timely manner. But this is much easier said than done.
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Topics:
sales enablement,
Adaptive Sales Enablement,
sales enablement platforms
In the 90s the legendary rap duo of Dr. Dre and Flavor Flav sang “Don't Believe the Hype”, and I think as salespeople we need to take these lyrics to heart.
There is a tremendous amount of “Hype” around Sales 2.0, social selling, or sales without the phone. All of it suggesting that to succeed in sales you no longer have to make calls or work your butt off, you just need to tweet, spend time on LinkedIn and make sure you update Facebook on a regular basis. The premise is that the massive move in social media somehow absolves the salesperson of having to do their job. Just create content, put it out in the world and your customers will come to you.
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Topics:
sales enablement,
customer engagement
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.
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Topics:
mobile sales enablement,
ipad sales app,
sales enablement,
digital marketing,
customer engagement
It’s 7 AM, do you know where your sales team is?
Or more accurately, do you know what they are saying, selling and showing to your customers? Like it or not, most salespeople work on an island where they get to choose how they interact with customers and as a result, most organizations have a big problem.
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Topics:
sales enablement,
effective salespeople,
meaningful content,
real sales enablement
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?
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Topics:
mobile sales enablement,
content management ipad,
content management,
sales enablement,
content management platform,
cms
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.”
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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
Windows 8 has been reimagined to give you a whole new experience that’s faster, smarter, and totally customizable. And it’s not just for your PC – nope; this new OS is perfect for your tablets and ultra-portable laptops too.
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Topics:
digital content management,
sales enablement,
sales professional app,
windows sales app,
windows tablet sales,
windows 8 edetailing,
windows 8 sales enablement
