Imagine attending a dinner party where someone sitting next to you asks "So, What do you do for a living?" if you respond that you work as an accountant or an attorney, the person would undoubtedly nod in acknowledgement of a familiar answer. However, if you said "I'm the head of sales enablement for my company," the next question likely would be "What is sales enablement?" 

Account Based Marketing (ABM) is hot. Red hot. According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

Executives are arguably the hardest prospects to reach. Email is an ideal strategy to bypass gatekeepers who don’t understand, and to circumvent executives’ hectic schedules to get on their calendars - but only if you can get past their glimpse factor. You need an email strategy that’ll catch executives’ attention with a compelling reason to talk, establish your credibility and make them want to respond.

Transform Your Sales & Marketing Enablement at the Speed of Business: Lessons from Microsoft’s Leading-Edge "Corporate MOOCs"   The challenge facing most organizations: transforming at scale and at speed. The answer for Microsoft was leading-edge "Corporate MOOCs" which they have continually innovated in their quest to transform to a mobile-first cloud-first company at 21st century speed.

Sales is in an effectiveness crisis, with 47% of sales professionals failing (according to CSO Insights studies). It's easy to blame outside factors. But the truth is, if we're going to turn sales performance around, we have to take a good, hard look at sales process.  To achieve consistent results, your sales team needs an actionable and measurable sales process consisting of your best practices. It needs to be repeatable and easy to follow. Download this white paper to: Learn why mapping out a formalized sales process is worth the effort. Get practical guidance on how to do it successfully. Learn how technology makes effective execution achievable for any sales organization. See inside an organization that increased their profit margin by 50% by better executing their sales strategy.

94% of buying executives expect salespeople to have business impact discussions with them. But only 19% of salespeople are effective at this.

Let’s be real. Sales training shouldn’t be like "catch and release" when fishing. The event-based sales training approach of the past hasn’t produced bottom line results, except for the elite producers, who are at the far right of the performance bell-curve and are lifelong learners. We need an approach that works for everyone, or as many as possible.  

People are fractured. Our audience must navigate competing, often real-time demands with fewer resources. Efficiency becomes critical. For this reason, participants lose interest and refocus on other problems—if they aren’t engaged. That is a big problem because no one learns if they aren’t engaged. 

This webinar will teach a unique sales assessment methodology on how to build greater engagement and participation among sales staff members for greater performance improvement. This assessment is a self-administered assessment and non-personality-based and is very unique in the marketplace. 

AI is changing the world. AI in sales is changing the way managers coach. Using AI managers get a deep insight previously unavailable to them for their coaching efforts. With insight from AI managers can craft the exact coaching to match the person and the skill development need. With AI managers can coach selling skills better in less time. 

Coaching is tougher today, now that many sellers are working remotely. Without seeing your team in person, it’s difficult to know who’s struggling and how to drive behavior change.

What would your revenue look like if you could clone your top producers? Better yet, how much would you grow if you helped your top producers identify at least one area on every call where they could improve?  How confident are you that you know exactly what your salespeople are saying during sales calls and demonstrations?  Do you have a system to provide feedback?  Even without being on every call or in every meeting?

COVID-19 has upended B2B commerce. Customers are asking for price cuts, flexible payments and freebies. Those businesses facing a significant downturn are pressured to be as accommodating as possible. Is a price cut the right move? What is the long tail of this immediate challenge?

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.

On average, 83% of all newly hired salespeople quit within 3 years while 30% of them quit within just 3 months. One of the biggest reasons that newly hired sales representatives fail is because of their inability to prospect and build a pipeline of opportunities. Without effective prospecting, there will be no sales. Solid prospecting skills thus are of vital importance to the success or failure of any salesperson.

Congratulations, you’ve finally filled those open sales positions and soon your team will be at full strength! How solid is your onboarding program? Can you define the milestones from first day to first sale? Can your sales managers tailor the onboarding program based on the strengths and experiences of each new hire? Do you have opportunities for practice, peer feedback, and asynchronous coaching?  How about developing your existing salespeople? Where can they improve?  Have you built a culture of continuous growth and improvement? Or is training an "event" your team needs to get through to check the development box?  

Your buyers’ lives, preferences, and expectations have changed. Two-thirds or 67% of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold your sellers to a high standard. That means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver. Read this Essential Guide to the Buying Experience of the Future to learn how a unified, three- pillared revenue enablement framework of preparation, tools and assets, and communication empowers your customer-facing teams to thrive in modern selling environments.

Our post-pandemic recovery has left us with instability in our supply chain, inflation, and a unique work environment. As a result, even the most solid retention and growth strategies must adapt and continue to raise the bar to ensure their contributions to brand and business value keep pace. There has never been a better time to reconsider the role of Business-to-Business (B2B) incentive and loyalty strategies. This ebook makes a case for why B2B incentive and loyalty program strategies must be refreshed or redesigned. Then, we will explore how to do that by exposing the three major reasons brands do not make these changes today. Finally, we will provide a checklist of the steps you should follow to refresh and reinvigorate your programs. Brands who simply roll over their program from year to year risk, at best, missing out on incremental revenue that could be achieved by reassessing your target audience's values. At worst, these brands face customer retention issues and lose share to their competitors. On the other hand, brands that redesign and make their programs smarter can experience about 20% gains in Return On Investment or more. Let’s dig in! 

The channels we use to reach out to prospects and clients are constantly changing. Some of those channels have more regulations, some are becoming more effective and some less effective over time.  

Many companies kick off the calendar year by bringing their sales team (and sometimes sales support staff) together for a few days of planning, practicing and pumping the team up. Sales kickoffs set the tone for the rest of the year, which is why it’s critical to make the most of them. Our latest Focus Report takes a closer look at how to put together an impactful kickoff that provides significant ROI. Experts and sales leaders we spoke with share insights on: The key ingredients for the most effective sales kickoffs Why recognition and celebration are essential components of kickoffs Why you should avoid virtual kickoffs at all costs Why the voice of your customers should be highlighted at your kickoff Strategies for smarter territory planning

Selling is the fuel that drives our business growth. It's both an art and a science.  

For years, marketing professionals have grappled with the challenge of measuring the return on investment (ROI) for their initiatives. This webinar is specifically tailored for marketers seeking to master the art of measuring the impact and ROI of their campaigns, advertisements, promotions, and other marketing activities.  

It can cost 150-200% of a sales rep’s annual salary to replace them, and with average sales turnover at 35%, many organizations are paying the price. The number one way to combat this is through effective sales leadership. Given the right training, sales leaders not only improve but they can also become the "secret sauce" that turns a good sales function into a great one—increasing revenue, engagement, and retention of your best reps!  

The right enablement solution can elevate your revenue teams’ productivity and effectiveness. But the implementation of your new solution can be tricky and it’s difficult to know where to start. Our 10 Golden Rules for great enablement implementation will equip you with best practices, thoughtfully designed to help you plan ahead and create a clear roadmap for success. What you’ll learn: A framework to guide you through the preparation, rollout, and long-term success of your enablement solution Actionable steps to build a robust revenue ecosystem that empowers teams and fuels continuous growth Strategies to drive lasting engagement through ongoing training, support, and iterative improvement