Last week, we discussed the need to engage salespeople effectively so that they are able to engage their buyers and be valuable, relevant and differentiating in every interaction.Today let’s talk about the third component of the “engage, equip and empower” trilogy—let’s talk about empowering salespeople....
Last week, we discussed how sales operations can help organizations achieve sales objectives by leading, not just by doing. We looked at sales process as a lever that can remarkably impact sales performance and as an area for sales operations to take on a leadership...
Engaging our prospects and customers effectively is critical to any kind of sales success. It’s a no-brainer. Enabling salespeople to be excellent at exactly that is a key challenge for sales enablement leaders. In fact, it’s one of the reasons for sales enablement’s purpose and...
In last week’s blog, we discussed how sales operations can become more strategic in order to help organizations achieve its sales objectives, by proactively setting their priorities. Today we explore another way sales operations can do this—by taking on more of a leadership role instead...
One of the key findings in our 2018 Buyer Preferences Study was the fact that executive buyers don’t perceive salespeople as problem solvers. When asked to name the top three resources they turn to when they have to solve a business problem, salespeople were not...
Setting priorities sounds easy enough. But, when looking at the number of sales operations activities on their to-do lists, are organizations actually doing it? In today’s blog, we explore how priority-setting can help transition sales operations from reactive to more proactive.Priority-setting for sales operationsIn our...
Last week we discussed the latest research regarding content analytics, how many organizations actually do it, and why nearly 80% of sales enablement teams do not consistently and regularly assess feedback and track content usage, consumption and impact. Today let’s focus on the pitfalls you...
In my last blog, I reviewed the third of four top strategies being used by sales leaders to achieve their 2019 objectives: expanding (vs. simply renewing) existing accounts. In analyzing the 2018-2019 Sales Performance Study, we found sales organizations that excel at expanding accounts have...
How do you know what pieces of content are effective? Do you use the analytics features of your new sales enablement content management solution, or your CRM? Or do you simply ask your sellers and managers? Maybe you’re not doing either. If not, you’re not...
In this blog series, we have been reviewing the four strategies that sales leaders are using to make their 2019 goals. Here we explore strategy #3, expanding business in existing accounts.It won’t surprise you that existing accounts are the lifeblood of a sales organization. In...