What is the most effective sales enablement approach? How should it be set up to ensure success? What’s the right sales enablement engine? There is no “one-size-fits-all” answer. The specific context of an organization, its particular challenges and goals, as well as the company culture...

What is your sales organization’s level of confidence in your CRM data? Less than one-quarter (24%) of all respondents in our 2019 World-Class Sales Practices Study indicated that their sales organization is “highly confident” in their CRM data. (Click to tweet) This has not changed...

A question I get asked more and more is: How do we effectively enable SDRs (sales development reps), and is the enablement of SDRs even our job as sales enablement leaders?Effectively enabling SDRs is a specific challenge, slightly different than engaging, equipping and empowering...

With an ever-growing sales technology landscape, making sense of available sales data can be challenging for sales organizations without a well-thought-out data strategy for sales. As highlighted in our 2018 Sales Operations Optimization Study, on average, organizations use 10 different sales technologies, with four more...

Sales coaching drives results. Great results, no doubt. We see it year after year in our global data. Our 4th Annual Sales Enablement Study shows that, implemented properly, sales coaching can lead to a 16.6% increase in win rates for forecasted deals. Stay tuned for...

Having call planning tools in place isn’t anything new, but using them effectively was a topic of interest in our recent 2019 World-Class Sales Practices Study. Specifically, “We effectively use call planning tools to prepare for customer interactions” was highlighted as one of the Top...

How salespeople communicate with their prospects and buyers is only one side of effective buyer interactions. What salespeople actually say to different buyer roles at different stages of their customer’s path is often way more important – and that’s all about effective value messaging.“Oh, this...

Forecasting process was another area highlighted in our recent 2019 World-Class Sales Practices Study. Specifically, “We have a rigorous forecasting process which drives forecast accuracy” was one of the Top 12 practices with the most impact on sales performance and productivity metrics.Of note, 81% of...

Based on the results of our 2019 World-Class Sales Practices Study, channel consistency — consistency for the buyer across various channels, to be precise — is a hot topic. The related practice, “Customers have consistently positive interactions in every channel they use to engage with...