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Building the Right Team to Deliver a Successful Sales Enablement Initative
For my third and final installment of our in depth look at Citrix and the sales productivity challenge we tackled, I’ll focus on the resource step of our five-step process – listen, explore, resource,...
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Majority Rules, but is Majority Always Right?
Sales enablement is starting to catch fire as an industry. Having carried the torch the last few years, it’s good to see companies receive funding and join the crowd. But, are some of these newly...
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Part 1: Designing a Blueprint for Revenue Performance
While reaching – even better, exceeding – revenue performance goals is the determined destination for most organizations, it’s pretty hard to get there without a map. Much like the process of building...
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How to Build a Kick-Ass Proposal
In my previous blog post I discussed the importance of crafting a solid business proposal as it represents your company, your brand and even yourself when you’re not in the room to have the...
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How to Properly Support Your Sales Team
Throughout my entire career I always believed that hard work, alone, was all I needed to be successful in sales. I would join an organization, ramp quickly and hit the pavement running. In actuality,...
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Sales Enablement – Equipping Your Sales Reps To Sell Smarter
In the March 2015 issue of the Harvard Business Review, key leaders at CEB published the article, “Making the Consensus Sale,” which noted the changes in the buyer’s landscape. No, this is not the...
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3 Key Metrics for Measuring Sales Enablement Success
It might be cliché to point out that the buyer experience has changed, but it’s certainly worth revisiting from time to time. Why? Because even though the vast majority of marketers understand that...
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WEBINAR: Admit It, Sales is Improv…
Better Equip Your Sellers When Deals Go Off Script It’s five minutes before the client meeting and you’re ready. You’ve met every stakeholder, remembered the 12 print-outs and the decision-maker...
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[Customer Testimonial]: How to Make the Most of SAVO’s Sales Enablement Summit
The 2015 SAVO Sales Enablement Summit provides customers with the opportunity to carefully plan Summit activities and navigate networking opportunities. Making decisions about sessions which provide a...
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Sustaining Growth through Market Expansion
Juniper Networks disrupted the networking market in 1996 and had grown into a $4.6B global corporation by 2013. Yesterday, I listened in on a recent webcast, as Juniper CMO, Mike Marcellin, shared...
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5 Commandments of Sensational Selling
Accessing B2B buyers is more competitive than ever. The modern buyer is educated, mobile, and socially connected. Not to mention, the average person is exposed to thousands of marketing pieces each...
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What is the Sales Enablement Journey?
I’m always excited when I walk into an organization that has created a sales enablement strategy and thought through the steps involved when implementing such a solution. However, I’m disheartened when...
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Why You Should Approach Sales Enablement Whole-Heartedly
Let’s be honest: has your company actually sat down and created a formal strategic vision for your sales enablement program? Chances are you haven’t. A strategic vision determines which goals to...
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Mozart’s Requiem for the Art of Selling
A short walk around the corner from SAVO’s office in London’s SoHo district, you’ll find a plain, brown brick building lost in a sea of other buildings. The subtle feature distinguishing this building...
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The Race to Relevancy is On. Is Your Marketing Team Ready?
Your target buyers are exposed to higher volumes of content than ever before. And to grab their attention, you need to create large volumes of relevant, compelling content that are aligned to the...
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Why Boosting Reps’ “Selling Time” is Trending
Buyers are far too educated to take sales pitches at face value. They can get their hands on product information, reviews, and competitive pricing in a matter of clicks or swipes. When a vendor enters...
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5 Things to Consider When Selecting a Sales Enablement Technology
Sales enablement has caught on like wildfire. And considering 55% of top-performing companies are investing in sales enablement (Forbes), it’s no surprise that technology vendors are flooding to the...
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3 Reasons Content Management Improves Sales Enablement
By Kate Welbourne (@KateWelbourne) On average, sales reps spend up to 30% of their time searching across 7 different systems for the right content. And that’s just when they know what their looking...
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The Best Place to Start a Sales Enablement Program is Where You Are NOW!
By David Kriss (@DavidKriss) I recently attended a sales leadership conference where the topic of Sales Enablement was well represented and attended. One of the keynote sessions dove into a...
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9 Tips for Sales Enablement Success
By Christina Aiello (@ChristinaAiell6) Sales enablement technology is revolutionizing the B2B space by equipping sales and marketing teams with a plethora of predictive tools to help them target the...
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