Articles

In the fast-paced world of sales, staying ahead of the competition requires a well-trained and adaptable sales force. A well-designed sales readiness program is crucial for companies that want to improve their sales performance and achieve their business goals. Sales readiness is the process of ensuring that sales teams have the necessary skills, knowledge, and […]

In any situation, a coach has a singular goal: to prepare their team to perform at their highest potential. This remains true in enablement. Providing coaching opportunities for reps is one of the best ways to ensure continuous sales development. Coaching sessions, however, are more than just a meeting. Both the coach and the rep […]

The post-pandemic world has radically accelerated the transformation of businesses into digital spaces. With that acceleration, companies have found it increasingly difficult to gain and maintain buyer attention. In this new era, marked by rapid technological developments, sellers need to evolve their approach to match the needs of the modern sales landscape. Strategically aligning revenue […]

In the realm of sales enablement, the expectation is clear: drive revenue and foster market growth. While this aspiration is justified, reality often paints a different picture. Immediate results can be elusive, and it may take time before an impact to quota attainment or monthly billings can be witnessed. The challenge lies in demonstrating the […]

The sales landscape is dynamic and can change in the blink of an eye. Sellers need to be nimble in order to continually deliver value for their customers despite changing buyer needs, shifts in the market, and fast-moving competition. They also have to be able to quickly pick up on new information and adjust their […]

Today’s buyers are digital-first, and without a doubt, they do their research. With endless access to information about you, your product, and your competition at their fingertips, prospects are inundated with information that can make the buying process lengthy and uncertain. According to Gartner, 77% of B2B buyers state that their latest purchase was very […]

In the current landscape, numerous professionals are diligently working to establish a significant presence and lay the groundwork for sales enablement in startups and scale-ups. The average ratio of sales enablement practitioners to sales personnel in scale-ups ranges from approximately one in 30 to one in 50. A sales enablement professional serves as the vital […]

In today’s highly competitive business landscape, a sales team’s success heavily relies on the competency and confidence of its sellers. Sales competencies are the skills that contribute to a seller’s success. The competencies that are considered critical can vary across organizations, but some common competencies include foundational sales knowledge, time management, communication skills, and more. […]

Today’s buyers are more knowledgeable than ever before. They can access critical information quickly, so they don’t hesitate to do their research before making a purchase. According to the LinkedIn State of Sales 2021, the number-one way to kill deals is to deliver inaccurate information about a product or service. As a result, your content […]

Businesses around the world spend over $300 billion a year on training programs. But does this number truly reflect the level of learning these programs are supposed to develop in their participants? Today, a host of complexities problematize the process of learning as an adult. Some of these are intrinsic factors that have to do […]

Picture this: it’s time for training, and sellers are alert, engaged, and actively learning. After it’s over, reps give a round of applause and talk about how great the session was. A couple of weeks pass, and many reps can’t remember the training and haven’t put any of their knowledge into practice. Unfortunately, this scenario […]

The way that organizations buy and sell products and services has fundamentally changed. Reps are now selling in a rapidly changing environment that requires innovative ways to effectively engage their buyers. Three dynamics can help us understand this shift in B2B selling. First, digital-first buying is here to stay. Beyond B2B, a digital-first preference permeates […]

The sales process, despite its seller-focused title, involves two agendas simultaneously––that of the seller and that of the buyer. It can be challenging when these two agendas become too far removed from one another. With that misalignment, sellers lose the ability to create a successful and well-communicated bridge between the buyer’s need and the seller’s […]

In enablement, practitioners are often told that change is the only constant, and for revenue teams today, that could not ring more true. As many sellers may have already noticed, no-decision losses, when prospects don’t buy a solution and go radio silent, are rising as a result of the current economic downturn. “Forty to 60% […]

Technology is always evolving, and it’s essential to keep up in the modern selling landscape. There are now hundreds of software vendors enablement can consider when exploring the tools their sales team needs. Providing sellers with a comprehensive tech stack can transform performance by driving alignment, boosting productivity, improving efficiency, and powering key business results. […]

Sales enablement and customer centricity fit like a hand in a glove. Customer centricity is an effective method of standing out from the competition and calls for organizations to put the customer at the center of all decisions when delivering products, services, or experiences. Enablement equips sellers to connect more meaningfully with their customers by […]

The sales kickoff (SKO) is a critical event that inspires and motivates sales teams while helping them navigate the realities of today’s business climate. For many sales organizations, the annual SKO is an opportunity for salespeople to learn specific behaviors that will transform how they sell. It can also give your organization a chance to […]

Navigating enablement without analytics is like looking for a light switch in the dark. While one may eventually be able to illuminate the path to success, they are more likely to stumble or potentially become lost along the way. In a time of looming economic uncertainty, being proactive, not reactive, when it comes to leveraging […]

Sales enablement can be thought of as the conductor coordinating the team effort it takes to equip sellers to be successful. As more buyers are leading their own research before ever speaking with a rep, it requires sellers to go beyond knowing essential product knowledge. Sellers now must anticipate specific needs of the buyer to […]

Sales velocity can be an important indicator of success in any sales team. It’s a measure of how fast a business is making money, and sales enablement practitioners can use it to evaluate a team’s opportunities for improvement. In addition to average length of sales cycle, the sales velocity equation takes into account the number […]

The process of learning is one that never ends. This holds especially true in the ever-evolving sales landscape, as the adaptive nature of working as a sales rep means that methods to share information must replicate the speed at which new procedures should be implemented into sales strategies for optimum productivity. In positions of management, […]

The demand for managers has never felt quite as high as it does now. The last few years have dramatically altered the organizational structure of work – and through every disruption and uncertainty, sales managers have served as the critical bridge between senior strategy and field-level execution. This means that for sales enablement, engaging with […]

Choosing to purchase a product or service can be a surprisingly personal decision. What customers decide to buy goes beyond just what may be the best price or leading product on the market. When a purchase is made, an emotional decision often follows. A recent study conducted by Harvard Business School professor Gerald Zaltman found […]

Earning a seat at the executive table is no easy task. Sometimes, the most challenging audiences to face are the ones internally within an organization. Although it ultimately takes time and trust to build credibility and assurance that sales enablement is a key lever in driving success for revenue-generating teams, gaining that critical buy-in is […]