Sales Enablement
Articles Tagged Sales Enablement:
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Shape: CRM, Lead Capture & Scoring, Sales Automation, and Pipeline Management
It’s amazing to see how advanced sales automation platforms are getting these days. I was just speaking with a colleague of mine where I mentioned that customer relationship management (CRM) was no longer a platform, it’s basically a feature. The platforms of old require often require massive implementation budgets that incorporate third-party integrations and tons of automation. I know… my…
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How Artificial Intelligence Is Transforming Sales Enablement
Sales enablement is a holistic process that follows sales development from lead to close. It identifies critical points along the sales journey, builds client trust and product knowledge, and enhances the decision-making process. In the past few years, as artificial intelligence (AI) has improved, data-driven AI has become an integral part of sales enablement. The use of data-driven AI enables…
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Owler Max: Help Your Sales Teams Work Faster and Smarter
Once upon a time, sales teams walked into office buildings with physical documents to conduct deals. Now, an abundance of information is available online, but despite the significant digital transformation, data is rarely presented in a way that can be readily leveraged. Sales professionals are in need of a companion, a reliable and accurate tool that can set teams up…
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3 Best Practices for Product Marketers at Enterprise B2B Companies
Business-to-business (B2B) technology enterprises face a difficult dilemma. On the one hand, rapidly shifting market conditions require these enterprises to demonstrate sales competencies and economic output. On the other hand, technology marketing professionals are in short supply, causing existing teams to be overworked and making it more difficult for teams to grow and expand. A recent survey of senior marketing decision-makers…
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After the Deal: How to Treat Customers with a Customer Success Approach
You’re a salesperson, you do sales. You are sales. And that’s just it, you think your job’s done and you move on to the next one. Some salespeople don’t know when to stop selling and when to start managing the sales they’ve already made. The truth is, post-sale customer relationships are just as important as presale relationships. There are several…
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Gong: Conversation Intelligence Platform for Sales Teams
Gong’s conversation analytics engine analyzes sales calls at the individual and aggregate levels to help you understand what’s working (and what’s not). Gong starts with a simple calendar integration where it scans each sales representative’s calendar looking for upcoming sales meetings, calls, or demos to record. Gong then joins each scheduled sales call as a virtual meeting attendee to record…
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Hippo Video: Boost Sales Response Rates With Video Selling
My inbox is a mess, I’ll totally admit it. I have rules and smart folders that are focused on my clients and virtually everything else falls by the wayside unless it captures my attention. Some sales pitches that stand out are personalized video emails that have been sent to me. Seeing someone speak to me personally, observing their personality, and…
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How Does Advertising Work? What Makes People Buy?
While researching the topic of advertising, I happened upon an infographic on How Advertising Makes Us Buy. The infographic below opens with the notion that companies are rich and have piles of money and they use it to manipulate their poor audience. I think that’s a rather disturbing, unfortunate, and unlikely notion. The first notion that only rich companies advertise…
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How Is Digital Marketing Feeding Your Sales Funnel
When businesses are analyzing their sales funnel, what they’re trying to do is to better understand each phase in their buyers’ journey to identify what strategies they can accomplish two things: Size – If marketing can attract more prospects then its plausible that the opportunities to grow their business will increase given that conversion rates remain steady. In other words……
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Who Owns Teleprospecting? Clarifying Roles to Align Sales and Marketing
Teleprospecting remains a critical function in B2B lead generation and revenue growth. However, the question of ownership—whether Marketing or Sales should control teleprospecting efforts—continues to be a point of friction in many organizations. Without clear roles and coordination, businesses risk losing productivity, wasting budget, and missing out on high-quality leads. This article aims to define teleprospecting, diagnose common dysfunctions between…
