Sales Enablement

Always Be Closing: 10 Statistics Driving Sales Change

The team at Microsoft has put together a fantastic white paper on the challenges and successes of sales organizations, their productivity, and ability to adapt and adopt to technology. We often meet with companies that tout impressive sales results from word-of-mouth and cold calling. I don’t ever doubt that either of these strategies work – of course they do. Sales strategies for many companies haven’t changed in over a decade. That’s unfortunate, because what is changing is the buyer’s journey and how consumers and businesses alike are researching their next purchase decision. Even when a

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Marketing Automation, Sales Enablement

How to Deploy a Successful Marketing Automation Strategy

How do you deploy a successful marketing automation strategy? For many businesses, this is the million (or more) dollar question. And it’s an excellent question to be asking. However, first you must ask, what classifies as a successful marketing automation strategy? What is a Successful Marketing Automation Strategy? It starts with a goal or set of goals. There are a few key goals that help you clearly measure successful use of marketing automation. They include: Successful Marketing Automation Strategies Result in an Increase in: Qualified lead generation Sales opportunities Sales productivity Revenue Successful Marketing Automation

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Marketing Infographics, Sales Enablement

This Single Aspect of Sales Could be Losing Your Company $4 Million Annually

We tend to talk about sales by the revenue produced, but not by the losses when it’s not going well. Sales is a blood sport at most companies and there seems to be little patience nowadays for sales professionals to ramp up, build relationships, and convert customers. The sales manager even has the unenviable position of having to motivate and drive staff to meeting and exceeding goals. Get the wrong manager in and an entire sales staff can get derailed. I’ve witnessed it first-hand, observing sales management’s focus on the proposals, data entry or promoting

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