After discussing lots of sales enablement challenges here and here, let’s move on and look at the biggest sales enablement successes our study participants shared with us, based on our 4th Annual Sales Enablement Study.Sales enablement success comes in different forms and shapes — and...
Forecasting sales is hard. Sales leaders spend countless hours discussing the criteria by which opportunities should be evaluated before they’re allowed to hit the forecast. Sales managers spend even more hours reviewing forecasts with salespeople to ensure the deals that get added meet those criteria.Unfortunately,...
After having discussed the “lack” element of sales enablement challenges last week, this week we are going to talk about challenges around sales managers. Yes, sales managers seem to be involved in various sales enablement challenges in many different ways. Let’s take a look at...
According to our 2018-2019 Sales Performance Study, lead generation is both a top sales objective and a top sales challenge. Sales and marketing likely each have their own perspective on why it’s a challenge and how to go about addressing it, but here’s where sales...
As we are currently recruiting for our 5th Annual Sales Enablement Study, I was again looking back at the open text questions we asked last year regarding your biggest sales enablement challenges. On a high level, a few issues dominated the answers — the keywords...
In our 2018 Buyer Preferences Study, “insights and perspective” was one of the four buyer preferences when engaging with salespeople. Sales enablement plays a key role in equipping the sales team with the skills, expertise, fluency and content to do this effectively, and sales operations...
What is the difference between sales training and sales coaching? That’s one of the questions I was asked at the Sales Enablement Soirée in London last week — a fantastic event that clearly shows sales enablement has arrived not only in the United Kingdom, but...
As investment in sales technology continues to rise, organizations still struggle with adoption. In last week’s blog, we discussed how organizations can get the most out of their sales tech tools. Today we continue the focus on sales technology and look at how sales leaders...
If you are in a sales enablement role, you probably provide a lot of enablement services for your target audiences. Those services likely include various training services, customer-facing and internal content, some sales coaching and various sales tools.How do you make sure that the production...
Are you getting the most out of your investment in sales tools? On average, today’s sales organizations are using 10 different sales tools, with four or more additional tools planned in the next 12 months. (Click to tweet) (2018 Sales Operations Optimization Study) However, most...