Sales Enablement
Articles Tagged Sales Enablement:
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MetaCX: Manage Customer Lifecycles Collaboratively With Outcome-Based Selling
Over a decade ago, I worked with some incredible talent in the SaaS industry - including working as a product manager for Scott McCorkle and many years as an integration consultant working with Dave Duke. Scott was a relentless innovator…
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MQLs Are Passé – Are You Generating MQMs?
The MQM is the new marketing currency and KPI . Marketing-qualified meetings ( MQM ) with prospects and customers drive the sales cycle faster and improve the revenue pipeline. If you are not digitizing the last mile of your marketing…
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How Successful Event Marketing Can Boost Your Business’s Bottom Line
Event marketing has become one of the most dynamic ways for companies to connect with their audiences, build brand trust, and drive measurable results. Whether virtual, hybrid, or in-person, events offer a uniquely immersive experience that few marketing tactics can…
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The Challenger Sale and What It Taught Me About Modern Selling
When I first picked up The Challenger Sale by Matthew Dixon and Brent Adamson, I expected another sales playbook filled with motivational stories and incremental tips. What I found instead was a data-driven exploration of what actually differentiates top-performing salespeople…
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Sales Enablement: Closing the Gap Between Sales and Marketing
For years, businesses have struggled to synchronize their sales and marketing teams. Each operates with distinct goals, processes, and technologies, often leading to wasted time, duplicated effort, and lost opportunities. The solution lies in sales enablement—a deliberate effort to align…
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What Is Sales Enablement? How Important Is It?
Sales enablement has evolved into a critical initiative for any organization that wants to improve its sales performance and drive revenue growth. By investing in sales enablement, organizations can empower their sales teams to be more successful and achieve their…
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Why Field Sales and Marketing Should Look Beyond the Traditional CRM
As the world becomes increasingly impersonal with the emergence of technology – social media, video chatting, etc. An opportunity has presented itself in a very real way. A concept that once came naturally, intuitive, and existed pretty much as an…
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Building a StoryBrand: The 7 Desires Your Prospect Depends On
I participated in a marketing ideation meeting alongside a consultancy known for developing roadmaps for high-tech companies. As the roadmaps were created, I was impressed with the unique and differentiated paths the team came up with. However, I was also…
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Account-Based Sales Strategy is the Future, and Groove is Here For It
When it comes to SaaS software sales, targeting individuals is hardly a model of efficiency. After all, an average of 5.4 people are involved in a single enterprise sales decision. Given that group-based vetting is the norm, account-based sales (ABS)…
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5 Marketing Budget Mistakes to Avoid
One of the most shared infographics we did was speaking to SaaS Marketing Budgets and exactly what percent of total revenue some companies were spending to maintain and acquire market share. Setting your marketing budget to an overall percentage of…