Templates and guides

Resilience is a vital, perhaps overlooked, trait that can set sales professionals up for success in the long term. According to a recent Gallup poll, U.S. workers are among the most stressed in the world, and a staggering 83% of employees suffer from job-related stress. Building resilience can help professionals avoid burnout and keep employees […]

Sales training is essential for any business to succeed in today’s competitive marketplace. When time is of the essence to close deals and equip sellers with the knowledge they need to feel confident, efficient learning is a must. But not all sales training programs are created equal. One of the key factors that can make […]

Much of the success people have in life depends on how well they “pitch” themselves. Consider for a moment how often someone asks the question, “tell me about yourself”. Whether in personal or professional life, people are asked to introduce themselves nearly every day. Often, people will respond to this question by listing off their […]

Learning a new skill on the job doesn’t just begin and end with training onboarding. The velocity at which the business landscape changes require apt agility for any sales organization to not only survive but to thrive. To keep up, sales organizations must invest in sales coaching to support every rep and help equip them […]

Improving an organization’s overall performance starts with a robust strategy. Vital to building a great strategy is gathering stakeholders together to collaborate, share ideas, and ultimately develop an action plan – making effective meetings a key step in the process. A recent study showed that business professionals spend roughly 15% of their time in meetings, […]

Data is often the key to unlocking future possibilities in today’s digital world. Without it, leaders and executives wouldn’t be able to make strategic and informed decisions that can ultimately drive significant growth for a business. However, if organizations apply an “everything but the kitchen sink” approach to making sense of their data, it can […]

The end of the year offers the opportunity to reflect and reset. For many enablement practitioners, this can culminate in planning for an organization’s annual sales kickoff (SKO) event. The SKO is an annual meeting that ideally sets the tone and strategy for the year ahead. It can be an ideal time to spark new […]

Enablement professionals are accustomed to wearing many hats. They are adept problem-solvers ready to jump in to support projects and initiatives for sales and revenue-facing teams. The function’s maturity can vary depending on the size of the enablement team or how enablement is defined. Creating a detailed scope of work is critical when setting expectations, […]

Enablement can often be thought of as the connective tissue between teams within a revenue-facing organization like sales and marketing. To be a highly skilled enablement leader often comes with balancing the needs and interests of teams enablement partners closely to ultimately drive revenue and secure deeper partnerships with customers for the future. A listening […]

Demonstrating the value of enablement is a continuous process — both to successfully scale programs and deepen the impact of enablement across an organization. And it can certainly pay off to demonstrate tangible business value to leadership and stakeholders. In fact, the State of Sales Enablement 2022 Report found that when enablement effectively uses data […]

As the enablement space matures, enablement professionals are increasingly needing to possess a variety of skills to ensure the success of their programs. Some of the most important competencies include possessing strong attention to detail, project management skills, and the ability to think strategically. Simply responding to and quickly executing against any incoming request from […]

To achieve enduring success, sales reps often need more than motivation and support from their managers. Constructive feedback and actionable insights for improvement can help take reps to higher levels of performance. One-on-one meetings between managers and reps are an opportunity to have a dedicated and consistent time to help grow careers, achieve professional development […]

Sales performance is something that can be encouraged, trained, and built upon. Great salespeople are not just born out of thin air. What makes a salesperson flourish can be supported by all the right tools and training. But nurturing the personal traits that make an individual salesperson successful can not only help the sales rep […]

We live in the throes of the attention economy — the capacity for people to engage with many competing factors in their environments that require focus. Attention is a finite resource that humans have a limited capacity of. It’s a persistent challenge and opportunity for reps to cut through all the distractions and reach potential […]

It’s thrilling to start a brand new project. After what might take weeks, or months, of buy-in from executive leadership, taking input from critical stakeholders, or even finally landing on a game plan to execute, the excitement of a new project may gloss over the impending challenges that come with juggling more than one project […]

The sales kickoff (SKO) agenda can make or break the effectiveness and efficiency of an entire SKO event. It’s often a balancing act between executing creative content and finessing the logistics of keeping potentially thousands of employees engaged and eager to participate in one of the year’s most significant sales events. An organization’s SKO can […]

Sales kickoffs present an unmatched opportunity to catalyze widespread action against a company’s strategic goals for the year ahead. An event that gathers teams across the revenue engine together, it is a unique chance for organizational leaders and sales enablement to build alignment around a collective vision for success. For many sales enablement practitioners, the […]

When it comes to sales communication, there is a delicate balancing act that must occur between quality and quantity. For reps to be able to effectively communicate with buyers, they must be armed with the right content and information at the right time. However, too much information from multiple sources runs the risk of inundating […]

To navigate from point A to point B, regardless of the mode of transportation, a map is a critical tool that can help illuminate the path of least resistance. In this same sense, a content map can depict the best routes to reach core buyer personas throughout the sales cycle in order to help them […]

Managing key accounts is like flying a passenger plane. Before a flight can take off, the flight team prepares detailed flight planes to ensure passengers have the smoothest ride to their destination. During the flight, pilots are constantly monitoring the current route and navigating obstacles from the cockpit, while flight attendants take care of passenger […]

A job interview is like an audition; it’s an opportunity to showcase one’s skills, knowledge, and ability to perform in the role prior to being cast. Just like a stage performer prepares for an audition by getting into the mindset of the character for the role they want, business professionals must prepare for job interviews […]

In today’s business environment of rapid innovation and intensifying competition, it’s no longer an option to leave coaching up to chance. The more formal sales coaching is, the better the performance impact. Research by CSO Insights found that organizations with a dynamic, well-integrated coaching program achieved an average win rate of 55.2%, 13.4 points higher […]

Think about the last time you decided to buy something. Whether personal or professional, chances are you either bought the item because you needed it for a specific purpose or wanted it for the potential benefits it could provide. That means that on some level, you understood its value and that value resonated with you. […]

What skills and attributes lead to success in sales? For many sales enablement practitioners, this question can feel nebulous. With so many different types of sales roles, and people with diverse personalities and backgrounds in each, it can be difficult to parse out the competencies that are congruent across all successful salespeople at an organization. […]