Posts By

Alyssa Drury

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14 Dec
2016

How The Forrester Wave™: Sales Enablement Automation Systems, Q4 2016 Benefits Sales Leaders

The Forrester Wave™: Sales Enablement Automation Systems, Q4 2016, Forrester’s first assessment and evaluation of the sales enablement automation (SEA) space, was released last week. The report aims to help sales enablement practitioners navigate their daily challenges and strategic goals to choose the right vendor to empower their teams. But sales enablement vendors don’t just…

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You’ve Read The Forrester Wave ™: Sales Enablement Automation Systems, Q4 2016 – Now What?

Sales enablement automation, digital asset management for sales, content automation, sales asset management. Whatever your preferred term for sales enablement is, there’s no doubting its importance to sales productivity and its current relevance in the B2B technology market. Earlier this week, Forrester released The Forrester Wave™: Sales Enablement Automation Systems, Q4 2016, its first assessment…

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16 Nov
2016

Sales Enablement: Aligning Sales Training to Corporate Objectives

This Friday, November 18, the Sales Enablement Society will be having its first national meeting in Palm Beach, Florida. The Society was created by sales enablement practitioners to elevate the role and process of enablement to a more strategic level, and over the past few months has gained considerable traction with multiple local meet-ups and…

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10 Nov
2016

4 Major Challenges of Proposal and RFP Generation

Proposals are usually requested during the final stages of the sales process. All of the effort a salesperson has put into building awareness, rapport and trust with a buyer has paid off, and it has culminated with the opportunity to submit a written offer. Regardless of whether this offer is a simple proposal or an…

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1 Nov
2016

How to Drive Incremental Revenue through Sales Enablement

What if sales enablement stopped being perceived as a cost center? What if, instead of thinking of it as training, or onboarding, or the resting place for an organization’s broken things, we thought of sales enablement as a strategic investment—a proactive function that actually enables sales to sell more, sell higher and sell faster? According…

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11 Oct
2016

Why Sales Enablement Must Operate as a Business Within a Business

  Over the last few months, the Sales Enablement Society has been growing to new heights, bringing together sales enablement practitioners all over the country to better define their roles and goals in a more strategic manner. At the first few meet-ups I attended this past summer, it was clear that the attendees were all…

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5 Lessons on Marketing’s Role in Sales Enablement

One of the major reasons sales enablement is so challenging is due to interdepartmental misalignment and a lack of ownership for enablement initiatives. Marketing plays an integral role in sales enablement, but it is often thought of as a sales responsibility, causing tension between the two departments when marketing starts to get involved in sales activities…

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28 Sep
2016

Content Marketing 2016: The Good, the Bad, and the Ugly

Content has been a major topic of discussion in 2016. Buyers are expecting high quality, helpful content at every stage of the decision-making process, and salespeople are starting to understand the importance of sharing the right content with buyers at the right time. In effect, enterprise organizations are recognizing that content is either empowering or…

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15 Sep
2016

How to Build an Internal Business Case for Sales Enablement

It’s no secret that an effective sales enablement strategy requires interdepartmental alignment. A study from MarketingProfs found that companies with aligned sales and marketing functions can generate up to 208 percent more marketing-sourced revenue and 38 percent higher sales win rates than those that are misaligned, and that number can only increase when product, operations,…

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1 Sep
2016

6 Tips for Building an Unstoppable Sales Enablement Team

Maybe you have a winning strategy built out. You might even have the best technology and processes available to support the strategy. But without the right individuals, roles and team in place, sales enablement success is flat out impossible. Building the right sales enablement team can be challenging, in part because formal sales enablement roles…

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