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Sales enablement intelligence is a data-driven approach to learning, coaching, and content to maximize revenue per rep. Sales enablement intelligence harnesses your sales analytics to help you identify strengths and weaknesses—and gives you actionable insights to achieve your goals. More importantly, sales enablement intelligence will help you lead a winning team.
A year into virtually all sales teams working from home, salespeople have adapted to the new normal of selling and organizations have updated their tech stacks to help their teams through the remote process. However, now that teams have acclimated to remote selling, it’s time to turn your sales team into a data-driven machine and accelerate pipeline, advance deals, and close more revenue. Artificial intelligence (AI)-powered guided coaching is an investment in your sales team’s productivity. AI assistants identify coaching needs in real-time, providing your reps with the right messaging during live calls to improve performance and progress deals. With the guided coaching capabilities of conversation intelligence technology, sales leaders can provide their remote salespeople with even more informed coaching insights than they could while in the office. This guide demonstrates: What sets real-time AI-guided coaching apart from other sales tools How AI-guided coaching can benefit your sales team What to look for in an AI-guided coaching provider Features to look for in a solution, and more!
Good onboarding is critical for sellers—it sets them up for success or failure. Yet too often, it's overlooked or poorly conceived.   In our new guide, you'll learn how to ensure your onboarding process is efficient, engaging, and effective.   Download the guide to discover: Proven onboarding frameworks that drive results A simple checklist to build a seamless onboarding experience Real-world success stories that highlight high-impact onboarding ...and much more. Get your copy today.
As we enter 2022, Covid-19 and uncertainty continue to impact every aspect of incentives. Adaptation, flexibility, and communication will continue to be key as companies weigh their options about bringing employees together, whether it’s opening the office or travelling on an incentive trip. Incentive professionals are called to motivate a changing workforce while corporate goals also continue to change. For the foreseeable future, a remote and hybrid workforce is here to stay. A Mercer survey last May found that 83% of employers will continue to provide flexibility at greater scale post pandemic. Given the importance of recruitment, retention, and engagement, incentive programs will be more important than ever. Dramatic hiring shifts are driving companies to examine how to be even more competitive in the job market, and a robust incentive program is an important part of a company’s full benefits package. According to the IRF’s Industry Outlook for 2022, overall incentive budgets are expected to increase by 34% in 2022, with the per-person spend increasing to $806 from $764 the prior year - although these budgets will need to accommodate price increases resulting from workforce, inventory, and supply chain challenges. Click below to download this important report.
Learn the #1 skillset sales leaders and professionals most need to create personal success today.   Sales is the growth engine of any successful organization. Modern sales skills will position you to earn trust and help your clients solve their biggest challenges. These skills are even more critical in times of disruption and uncertainty. Written for sales leaders and sales professionals, this eBook offers modern strategies to win new business, expand your current clients, and create stronger relationships.
Before you embark on expanding your initial sales team, focus on equipping your sales team for success. Thinking about your sales organization as a machine will help you focus on the critical success factors (outlined in this e-book) needed to build a repeatable and predictable revenue stream for your company.
The foundation of Customer Success is an effective process for customer onboarding, implementation and launch. This reduces the time it takes for customers to see value from their purchase, known as Time to First Value (or TTFV). But what exactly is TTFV, why is it so important, and how can you minimize it? In this whitepaper, we explore the concept of Time to First Value, which is just one aspect of Imparta’s Customer Success & Renewals program, and describe the 7 techniques you can use to reduce TTFV to benefit your customers, and your own organization. 
Uncover the sales negotiation fundamentals that are most often overlooked and misunderstood by salespeople, including both positional (win-lose) and principled (win-win) negotiation styles. You’ll also learn how to defend against the six most advanced procurement tactics that you may not even realize you are coming up against, such as: Best-of-the-Best Pricing Reverse Auctions and eBids Limited Authority Discomfort Nibbling Reopening
Modern Corporate Training Today, modern corporate training programs must focus on building a culture of learning to engage, train, and retain employees. They must also prove that these programs impact business growth. To help you prioritize initiatives, we’ve identified six of the most important trends shaping corporate training today.
While organizations around the world are spending billions of dollars on training, most of that investment is being wasted. Here’s what you can do to make sure your sales training initiatives add up to long-term results. Have you ever observed a sales representative during a call and thought, "How can this be the same person who did so well during training? Why aren’t they doing what they were taught?" They’ve been through the training and learned the skills—intellectually they know what they should do—but now that they’re back on the job, they’ve fallen into old habits and behaviors. The fact is, this situation is more often the rule than the exception. Data collected by the consulting firm ES Research has shown that 85 to 90 percent of sales training fails to translate into a lasting improvement in productivity. So what’s keeping the training from moving sales professionals from knowing to doing? Here are 4 of the most common reasons most sales training fails.
Emerging from the COVID-19 pandemic, many (if not all) companies are hyperfocused on boosting sales. A Google search for "sales enablement" yields millions of results—and a variety of conflicting definitions. Clearly, sales enablement can mean different things to different people. To some, it’s tools, tactics, and training. To others, it’s all about strategy, data, and analytics.  To us, it includes all those things—but it always starts with the story. Like any good book, your sales story should be a page-turner—keeping prospects hooked by engaging, inspiring, and making powerful emotional connections with them. But too often, the stories sales teams tell are fragmented, overly focused on product specs and features, or misaligned with marketing. The right story can make all the difference. And because research suggests that 50% of leads are qualified but not ready to buy, telling that story in the right ways at the right stages of the sales funnel is essential for converting new prospects into loyal customers. But an effective sales story involves more than delivering certain keywords to drive awareness, consideration, and decision as prospects move through the funnel. It should be a holistic, consistent thread that runs through all your communications to prospects—and one that’s laser-focused on the value you offer and the problems you can solve for them. Here are three critical steps to ensure that your sales team is telling a clear and compelling story about what you offer and why people will want to engage with your brand.
Get A Coach | Be A Coach the authors introduce a new framework for coaching that extends the benefits of this powerful tool to the masses. You will see how everyone, at every level of the organization, can get a coach anytime they need one, anywhere they are within the organization and for anything they are doing. Why? So that people can get better results in their job, more fulfillment in the workplace and more growth and development in their careers. For the organization there are also huge benefits: Facilitating knowledge transfer Fostering collaboration Closing the skills gap Establishing real time, on-demand learning
When you set out to target new business, you probably have an ICP in mind - your ideal customer profile. When you set out to recruit a new sales professional for your department, you should also have an ICP. In this case, ICP stands for ideal candidate profile. The individual you envision possesses nonstop energy and resilience, outstanding listening skills and can close deals faster than you can blink. Go ahead and blink. Then, pinch yourself. Because you are dreaming. These types of candidates don’t just sail into your organization. When you’re recruiting, you must look for candidates who are highly coachable. Using the right guidance with the right tools, over time, you’ll be able to develop your new rep into the polished professional you envision. Coachability is one of the top traits that sales managers consider when they’re hiring. In our Voice of the Sales Manager survey, respondents rated the most desired characteristics in their reps as follows: 1. Problem solver 69% 2. Confident 66% 3. Positive attitude / Optimistic 64% 4. Takes initiative 62% 5. Highly coachable 60% Click below to download this free White Paper from SalesFuel.
Why are some companies thriving in the current environment while others fall behind? The secret is modern sales enablement designed for virtual teams. Today’s winners are mastering virtual selling with an up-to-date approach to content, tools, and knowledge. Sellers are working harder than ever—and sales enablement has never been more important than it is today. At the start of the pandemic, you may have shifted overnight to virtual selling. But the processes and tactics you put in place in the Spring likely weren’t designed for the long term. Sales teams have had to learn on-the-fly how to succeed when in-person meetings aren’t possible. It’s time to figure out what works in this new world and what doesn’t. Sales enablement in 2021 will be very different from last year. But knowing how to pivot to a modern approach isn’t obvious. Download this eBook to learn the elements of modern sales enablement and how you can upgrade your current approach for long-term success. Get your eBook to learn: Best practices to accelerate results with virtual teams—and why traditional tactics are no longer enough 4 key capabilities of a holistic sales enablement solution How to build a powerful tech stack when your budget has been cut Plus, the 2021 Sales Enablement Checklist to help drive results next year and beyond   Don’t get left behind by relying on an outdated sales enablement approach. If you aren’t updating today, you don’t have a moment to delay.
How much time, money, and effort is your company currently investing in its digital marketing strategy? Every organization knows they need digital marketing, but for many it is just not a priority. There is either no budget, no staff to manage it, or the organization simply does not have the knowledge or experience to implement an effective strategy. If having a digital marketing strategy is not a priority for your organization today, you need to make it one. Download this white paper to find out why.
Measuring the impact of learning and readiness initiatives on revenue is the billion dollar question. In today’s uncertain environment, the answer is even more important. Rapidly changing markets, disrupted supply chains, and increasingly knowledgeable customers mean that companies must upskill employees to compete. But the ability to optimize learning—and maximize productivity—takes deep insight into how employees think, learn, and perform, insight which many companies lack. Today, there’s a new breed of platform that combines learning, communication, and collaboration tools with analytics for a holistic view of learning and development’s impact on results. Workforce readiness technology allows organizations to move beyond assessments and scores to understand how to target activities that move the needle.
There are no best-sellers written about middle performers who stayed in their lane. But there are libraries written about the well-loved top performers. And bottom performers get plenty of attention, in part because sales managers would rather drag them along than replace them.  Here is why the next chapter in your company’s history should focus moving the middle.
Managing remote workers has always been challenging, particularly with sales teams where everything is measured on productivity and results. With more employees working from home than ever, sales managers must learn to manage a distributed workforce from a distance. For those organizations new to the world of a remote workforce, managing from a distance has presented unforeseen challenges.  So how do we know, then, if our sales team is cut-out for remote work? How do you gauge how well your team will adapt? We don’t have all of the answers today, but we can take a look at what successes and challenges remote sales teams have experienced, what new challenges organizations are seeing and how they are addressing them, and how sales managers can support, engage, motivate, and assess their newly remote workforce. We can use this information to help our salespeople adjust and thrive in a remote environment. 
The world of business has changed — especially for salespeople. The better you are, the more likely you are to get fired or retired - especially if you’re at the very top of your profession. Robert Workman’s Hired Gun II is the sales bible used by salespeople who want proven methods to defeat industry politics and stay at the top of your game. As a #1 salesperson, sales trainer and entrepreneur for over four decades, Robert shows you step-by-step how to ensure that adversity and politics don’t destroy your high-performance salescareer. He locks and loads both barrels with invaluable tools and secrets like: The risks of being the best and how to use them to your advantage. How to choose a mentor or coach who will provide the most value. Identifying internal company changes that aren’t in your best interest and leveraging them for your benefit. Using your single greatest asset to achieve top sales status and stay there.   Hired Gun II is the ultimate resource for top performing salespeople to maximize sales, crush the competition and use today’s hardball business tactics to your advantage.
Companies around the globe have canceled sales meetings and training sessions and are enacting work from home policies to help prevent the spread of COVID-19. Yet sales enablement professionals must get new hires up to speed and keep teams on track in a world where face-to-face meetings are impossible. Traditional training and sales enablement approaches won’t solve this challenge. But building a virtual training program when you’ve relied on in-person sessions can feel like an overwhelming task. Fortunately, there are proven tactics that organizations can employ to train across geographies and time zones. Use this guide to learn how the right strategy and technology can help you manage high-performing virtual teams.
Welcome to the 100 Sales Enablement Best Practices! We set out to curate best practices from sales enablement practitioners in the trenches so we could publish them for the benefit of the sales community. We invited the community to submit their best practice suggestions. As we reviewed all the submissions, it was difficult to find ones to exclude, as so many contributed valuable tips. When we narrowed the submissions to the 100 best practices provided by actual practitioners, we found found they naturally fell into five categories: Strategy, Leadership and Management, Training and Development, Content and Cadence, and Sales Coaching. While there were common threads, each best practice is a unique perspective on what all sales enablement leaders struggle with: how to provide sellers the right tools, skills, methods, content and processes to enable them to create more pipeline, nurture prospects, and improve win rates. We sincerely thank all those who took the time to submit their best practice. We hope you find these sales enablement best practices as valuable as we did. Mario Martinez Jr. CEO and Founder, Vengreso  
Are your prospects singing the blues like Ray Charles and telling you, "Hit the road, Jack, and don’t you come back no more!"  Or are they screaming like James Brown, "You got, you got, you got WHAT I NEED!" Listen up! If you’re constantly turning people off and getting nowhere...and you’re not rocking the right approach to connecting with your buyers...you’re going to be hitting sour notes and going broke in a hurry, my friend! Fortunately, there’s a way to change your tune to one that strikes the right tone with your prospects. And it involves embracing just a few mindset shifts and learning a simple but powerful 3-step formula we developed called the PVC Sales MethodologyTM — which stands for: • Personalization • Value • Call-to-action Leveraging the PVC Methodology will turn you into a rock star connector, prospector and seller! But before we dive into the details of the PVC Sales MethodologyTM, there are a few other things we need to cover as we set the stage for your success. So sit up, and get ready to learn how to strike the right chord with your prospects!
A sales rep turns a corner while driving to one of the biggest calls of the year when a jolt from under his car forces a change of plans: he just ran over a pothole and now needs to swap out his tire, except he’s never actually done a tire change by himself before. There’s no time to wait for AAA so he must figure it out himself. What does he do? In 2019, he calmly pulls up YouTube and watches a user-generated video demonstration of exactly how to perform the tire change on the make, model and year of his car, before turning around, grabbing his tools, and successfully executing the task himself. Within twenty minutes he’s back on the road driving toward the meeting feeling ready for anything. This is what it feels like to be ready in a world where you can pull a device out of your pocket and extract whatever day-to-day lessons you need from somebody else’s life experiences. Sales reps already use consumer apps like Waze to learn about open routes in real time based on other drivers’ experience of current road conditions, or Duolingo so they can practice and learn new languages using friendly competition with other would-be travelers. But what about the tasks involving the actual substance of salespeople’s work? What if our rep were to hit a different kind of "pothole" that day: one in the form of a text message from his internal champion letting him know that the company’s CFO would be joining the call unexpectedly? He doesn’t normally call on CFOs, and would need a five-minute debrief with a colleague to understand the pertinent discussion points to use, but no one is available right now. Click below to download this eBook.
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