Articles

A strong content governance process is essential in laying the foundation for scalable enablement. While content governance comes in many shapes and forms across different companies, for our enablement team here at Terminus, honing our content governance strategy in Highspot created the foundation for our enablement team to evolve, build cross-functional bridges, and turn execution […]

At Hyster-Yale, over 90% of our sales force are channel partner sellers employed through dealers, so dedicating time and enablement resources to supporting our channel partners is essential to drive revenue. Through Highspot, our sales enablement team has been able to focus and prioritize communications to keep both direct sellers and channel partners informed in […]

For sellers to stay ahead of the competition and consistently achieve their goals, they need access to the most timely, relevant, and impactful content. However, simply making assets available is not enough to ensure success. Rather, reps need to understand how to use these resources most effectively and when to deploy them in the sales […]

While sales enablement and marketing have their own departments and roles in the sales cycle, they can often intersect and even complement each other. Some key skills and knowledge for marketing translate into sales enablement, like having in-depth knowledge of a company’s buyer personas and its product or service offerings. This kind of knowledge and […]

Engaging with buyers throughout their journey through genuine human connection is integral to the success of sales organizations. To create meaningful customer experiences, sales engagement needs to focus on the customer lifecycle in totality, ranging from rep-to-buyer conversations to digital experiences and more. In order to make buyers as comfortable as possible, enablement can work […]

For sales reps to succeed, they need the right information at the right time. This is where sales content, when managed effectively, becomes so valuable. The fast-paced nature of sales requires digestible, clear, and timely content to equip reps with the necessary information to engage customers at the moment of need. Sales content has the […]

A core goal of enablement is to empower revenue growth. Meanwhile, partner sales can be a force multiplier to scale organizational growth. With dedicated enablement for partners, a virtuous cycle can be created where enablement amplifies the success of partners, and the impact that enablement can have on revenue growth is exponentially increased. “With partners, […]

When building and maintaining relationships, it is important to do more than just make a good first impression; one must continue to put effort in and show they care through consistency. The same can be said for sales organizations and their endeavors to build positive customer relationships. As today’s buyers demand exceptional customer experiences, it […]

It is often said that customers are the heartbeat of every company; without them, a business simply cannot survive. This is especially true for highly successful organizations, where everything starts and ends with the customer. Having a customer-centric mindset is necessary to achieve long-term success and ensure that business objectives are optimized. However, keeping customer […]

In 2002, Heinz revolutionized the condiments industry when it introduced its convenient, inverted container. Consumers complained for years about how difficult it was to squeeze out the last bit of ketchup: they incessantly banged the bottom of the glass bottle or stuck a knife up the bottleneck to loosen the irritating jam. By leveraging user […]

Within every organization, there lies a common language that guides each individual’s behaviors, mindsets, and processes. This common language can be overt cultural norms and principles, or it can be found in subtle traditions and routines. Regardless of its form, this language serves as the unifying factor that keeps groups effectively working together through a […]

If sales managers don’t know how to coach effectively they may choose not to do it – that’s human nature. The problem is that too often, frontline managers are promoted into the role and expected to coach without actually being taught what good coaching looks like. This means it’s critical to make sure sales managers […]

It is often said that a company is only as good as its employees. That means that having a fully functioning team with exceptional talent is the crux of what ultimately makes or breaks performance. This is especially true for high-performing sales organizations, as the competency of sales reps can significantly impact the organization’s ability […]

Effective sales training relies on more than just checking a box – it’s about empowering the right behaviors to impact sales results. When it comes to measuring the success of training programs, however, many teams have historically fallen back on activity-based metrics to demonstrate the work they completed. While these metrics such as number of […]

If businesses are living, breathing organisms, then organizational health care is necessary to ensure survival. Internal advisory councils are the company equivalent of a medical checkup. Such councils can provide invaluable insight to help improve both functional processes and cultural nervous systems, offering advice on everything from employee satisfaction to ground-level industry roadblocks. Yet, as […]

An organization’s onboarding can catalyze or undermine the success of new hires. Yet some of the common methods for measuring its success—namely, employee surveys and activity metrics—have significant shortcomings. Meanwhile, some metrics such as time to productivity can lack a uniform definition across organizations and their sales leadership. Only relying on these basic or vaguely […]

In any team environment, success cannot occur without coordinated efforts from multiple players to achieve the desired goal. Take a sports team, for example. One superstar athlete does not determine the outcome of games alone; rather, their actions can be influenced by play calls from the coach, defensive moves from the opposing team, the environment […]

Companies increasingly hinge on cross-functional collaboration in order to speed innovations to market. However, even though organizations recognize the importance of breaking down silos to help teams collaborate across boundaries, they struggle to make it happen. The challenge arises from the broad mix of expertise common on cross-functional teams, as different stakeholders often live in […]

In the execution of cross-functional initiatives within the revenue organization, sales enablement is often the glue that pulls the efforts of multiple revenue teams together. Responsible for landing corporate initiatives in the field, sales enablement must connect the dots between leadership’s core objectives and how the actions of revenue-facing reps will support those objectives. This […]

In sales enablement, establishing successful collaborative relationships with core stakeholders means more than just aligning with leadership on the results you want to create for the organization. It also means syncing up on the activities or initiatives you will implement to create those results. Many sales enablement leaders focus on breaking down silos in order […]

For the revenue organization, there is no better indicator of overall health than sales velocity. The rate at which deals are moving through the pipeline and leading to more revenue is not only an indication of the quality of an organization’s product or services, but also of the mindset of teams across the revenue organization […]

Strong, long-term change is never complete. Transformation is subject to degradation until new behaviors become rooted into a company’s shared values and norms, which makes weaving change into the fabric of an organization’s culture the final and most critical step of change management. “Don’t take your foot off the pedal until the plan has been […]

Change is inseparable from the future of work as organizations aim to build resilience in the midst of uncertainty. To generate truly valuable change, companies need to commit to sustaining transformation programs over time. Yet, leaders often neglect the long-term imperative when faced with the temptations of short-term gains. Or, businesses may underestimate the difficulty […]

Businesses must constantly evolve and adapt to meet a variety of challenges — from changes in technology, to the rise of new competitors, to a shift in economic trends. As a result, effectively navigating change is a vital part of business management – and sales enablement is well-equipped to lead these efforts. But to successfully […]