Sales Enablement
Articles Tagged Sales Enablement:
- Sales and Marketing Training
Is Sales Science or Art?
This is such a great question that I decided to pose it to two professionals I know who work with leading sales departments daily. Bill Caskey of Caskey Sales Training is a nationally recognized sales expert and coach, and Isaac Pellerin, a sales proposal platform manager that’s exploded in growth. Both are clients! From Isaac: The Art of Sales I…
- Marketing Infographics
Closing the Gap Between Sales and Marketing
The topic of the changing sales funnel is on every company’s mind. A big part of the change is how we look at sales, and more importantly, how the strategy of sales and marketing are more aligned than ever. Organizations need to analyze how their organization is approaching sales on a consistent basis so that they don’t lose any opportunities. Are…
- Content Marketing
Ebook: What is Lifecycle Marketing?
What is lifecycle marketing? According to our marketing automation sponsors, lifecycle marketing is: …about how organizations interact with prospects and customers across all stages of their relationship with their brand. Is your interaction helping or hurting your brand? Sales and marketing has changed drastically over the past 50 years, let alone the past decade. The funnel is not the same…
- Marketing Infographics
The History of Sales Technology
We recently posted the Evolution of the Salesperson and now we get a look at how sales technology has enabled advancements in sales methodologies. From Lattice Engines Infographic, The History of Sale Technology: Sales professionals have always had the opportunity to work with different tools, techniques and processes to help them become better, smarter sellers. We thought it would be…
- Email Marketing & Automation
ToutApp: Sales Tracking, Templates and Analytics
For the large sales organization, outbound sales representatives have the unenviable position of having to communicate with piles of leads sometimes to connect with those one or two prospects that will convert. New marketing automation systems such as our sponsor Right On Interactive manage lead scoring and nurturing communications for the masses, but the sales staff still needs to produce…
- Marketing Infographics
How Speed Drives Sales Conversions
What if you could increase conversions by 391% by changing a single thing about your sales process? Leads360 has found the means to just that… by reducing the turnaround time it takes your sales person to contact the prospect. Sales enablement tools drive conversion rates by ensuring the processes are in place to contact and close your prospect when they’re…
- Sales Enablement, Automation, and Performance
Why Isn’t Your Sales Rep on Social?
At a recent conference, we found one of our clients skillfully networking and working the room. They were doing a fantastic job and garnering some good leads despite a luke warm attendee list at the conference. When Marty spoke with them, he noticed that they didn’t have any social information for him to connect with the sales people online. After…
- Sales Enablement, Automation, and Performance
Why Don’t You Know Who I Am?
It’s important to prequalify our marketing prospects to ensure we are getting the right customer. If we sign the wrong customers, we immediately know because our productivity lags, meeting volumes increase, and more and more frustration enters the relationship. We don’t want that. We want clients that understand our process, value our relationship and see the results we are getting…
- Sales Enablement, Automation, and Performance
I Have No Competition
I know that sounds arrogant. I don’t mean it that way. Whenever anyone mentioned competition at a company I worked at, I scoffed. I always have. Someone told me once that it’s impossible to look behind you and still race forward at top speed. I believe fear paralyzes companies. I believe in co-opetition. I’m not advocating ignoring your competition… every…
- Sales Enablement, Automation, and Performance
It’s Time to Put on Your War Face
There’s a difference between a sales person and a closer. I believe I’m a great salesman, but a terrible closer. I know I’ve sold many large engagements, but I was never the guy that pushed for ink (the contract signing). I don’t enjoy pushing back on contract size or applying the pressure for a prospect to sign earlier. Thankfully, I’m…
