A recent survey conducted by SAVO Group of more than 500 executives at 125 successful companies found that organizations that practice sales enablement consistently out-performed the Fortune 500 average year-over-year growth rate by nearly four percentage points. This white paperdescribes the seven attributes that separate these top-performing companies from the rest and the ways in which you can enable your sales team to consistently make the sale and increase overall revenue.

Now more than ever, retaining your key customers is a strategic imperative. The role of the sales manager is to manage the sales process and lead the people. Many sales managers are highly effective at managing the sales process. Yet, sales managers need to ensure their top sales performers are fully engaged. This is something most sales managers understand, but unfortunately fall short of exhibiting the kind of leadership that contributes to an engaged salesforce. To assist them, in this webinar we will discuss steps sales managers can take to lead their salespeople to full engagement and higher performance.

Although it would be nice, having strategic planning sessions for every sales opportunity, especially the low-value ones, is inappropriate. However, those bigger, must-win deals often require more than a sales rep’s standard approach. There are a number of critical components that all must be in place to win those big sales opportunities and the best way to be sure each component is in place and that they are the right components is through a formal deal planning session.

Microsoft’s acquisition of LinkedIn for $26.2 billion is one of the largest tech acquisitions in 20 years. The acquisition of the world’s largest social network for business by the world’s largest software company is bound to have far reaching effects for many decades.

Each sales opportunity presents its own unique dilemma in terms of identifying the "real buyer". Further examination of a sales opportunity will yield additional information regarding the viability of the opportunity as it relates to the product and service offerings available from the salesperson's company. One of the most important steps in the sales process is to identify the real buyer ‐ an individual I'll call the "relevant executive" for the sales opportunity. Recent research (like that shown in my book Selling to the C‐Suite) shows that key executives typically get involved early in the buying cycle to understand the issues creating the need for a solution. They will often delegate the middle phase of the buying cycle—exploring options, setting vendor criteria and evaluating solutions—to others at lower levels of the organization. Senior executives also get involved in the project again during the final phase to help plan the implementation and measure the results. That’s why waiting to get involved with an organization when the RFP is initially received can be problematic. The better strategy is to gain access to the relevant executive early in the buying cycle, at a time when it is possible to actually influence RFP criteria by showcasing the benefits and value of your products or services. Click below to download this paper to help you and your team develop the right strategy for targeting and engaging with the right - and relevant - executive.  

Building and maintaining a qualified funnel large enough to consistently make plan is a challenge for many sales reps and their managers.  

Do you run incentive programs - or sales contests? How effective are they? Do you conduct sales training and meetings for your salespeople (of course you do!)? Are you getting all the results that you should from what is a significant investment? In this session, you'll explore 3 formulas that companies are using in trying to create sales results -- and learn why one of the three outperforms the others by more than two to one!

Sales coaching is a powerful way to reinforce learning and help reps master key skills - you know it, we know it. It's part of why video coaching tools have become so popular recently.

Flourish Virtual Conference Sessions

In this session, attendees will gain insight from practitioners who will share their perspectives on using video to drive skill development programs. Skill development programs require: Access to and absorption of knowledge, proof of comprehension and/or demonstration, practice and mentorship, and stick-to-it-ness in order to effectively apply skills to new areas.  

As the marketplace spends significant amounts of money on tools to support the sales process, there still seems to be a troubling fact: more than half of salespeople miss their quota. The sales 

Enterprise sales teams that can adapt and respond quickly to changing needs and trends will be well positioned to stay one step ahead of the competition. This involves agile sales enablement training with content that is fresh, accessible and measurable.  

As businesses settle into a completely remote work world, managers are wrestling with how to keep their teams engaged, motivated and productive. Leading with honesty, openness and empathy are more important than ever. "Everyone will remember how their boss responded during this time. Did they focus on you at a human level?" said one workplace consultant. Other topics: Futures, not foosball, get workers excited How top-performing companies use incentives

Webinars do generate leads. People lost faith in webinars as a lead generation source in 2020. They didn’t get leads. Prospects didn’t attend. The problem isn’t the webinar. It’s what you’re doing before, during, and after that’s failing to drive attendance and convert leads.  

Are your salespeople faltering with 75% of their prospects and customers? Research shows that salespeople only genuinely connect with 25% of their customers. This means strong customer relationships are rarely built with the other 75%, leaving needs unmet and deals lost.

Today’s buying experience is extremely challenging to navigate - with a plethora of choices, easy access to research, and competing (and often contradictory) voices. Buyers struggle with being overwhelmed, indecisive, and trusting the information that’s presented to them (among other things).   For buyer-facing teams, the struggle is also very real. How can they communicate the value of their solution in a way that meets buyers’ wants, needs, and expectations while meeting their own goals and those of the organization?   We teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue- generating teams encounter in preparing buyer-facing teams to be ready in today’s market. We did so with a vision of the future to bring you recommendations on how to invigorate sales enablement and facilitate changes for buyer-centric sales strategies to create highly personalized experiences that people and brands will love and therefore increase the bottom line.

Your reps know it’s easy to sell when the economy is booming. They also know that’s not the environment they entered on January 1. Businesses are cautious about spending money. Sales reps need to talk with a new set of decision-makers who are higher up in the organization.

The Covid pandemic has changed our lives forever, from the way we communicate, to the way we think about mental health, and far beyond. We have reorganized our priorities, put a higher value on time with family and friends, and have a greater appreciation for some of the freedoms we used to take for granted. This is no less true in the business world and the day-to-day of our jobs. One of the biggest workforce changes brought about by the pandemic is working remotely. And while many workers have begun to return to the office, a substantial number continue to work remotely or have a hybrid schedule. For some organizations, this new distributed workforce is here to stay. So how do you motivate them appropriately? Download this white paper for insights.

As we all know, salespeople absolutely love to win and hate to lose—and think they can win every deal. Sales management might say, "I love to win as much as the salespeople, but only if it’s the right business!" Sales managers know well the hot pursuit of a win can backfire when salespeople go after deals that aren’t profitable and, frankly, may not even be winnable.  

They say what gets measured gets done. But are managers measuring the right metrics when trying to monitor the performance of their teams? Most workplace performance management processes have multiple conflicting intentions, according to an HR expert cited in this report. Insights shared here include five common-sense dynamics that capture a large part of an employee’s performance and why collaboration should be part of every worker’s performance metrics.

Your next challenge awaits. Whether you know it or not, your organization will soon go through a major change: AI integration, a merger or acquisition, strategic expansion, downsizing, market shifts, budget cuts, or product delays.  

Unlock the power of LinkedIn Events to transform your networking strategy and drive meaningful business outcomes. This webinar, presented by Brynne Tillman dives deep into the strategic utilization of LinkedIn's Events feature to create engaging, valuepacked experiences that not only attract but also maintain professional relationships and enhance brand visibility. Discover practical, actionable strategies that leverage the full potential of LinkedIn to meet diverse business objectives, from lead generation to establishing thought leadership.  

You’ve heard the quote, "Nothing happens until somebody sells something." Salespeople are the lifeblood of any B2B company. They are the Olympians of the corporate world, the astronauts of business. And like other elite athletes, dancers, and musicians, not everyone can do what they do.