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Sales

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17 Aug
2017

Posted by
Matt Ellis

1 Surprising Stat About Marketing Automation Platforms

Marketing Automation Platforms (MAPs) have quickly become an important piece of any marketing technology stack. They’ve emerged on the heels of CRMs to serve as the base of operations for all of Marketing’s activities. With a MAP, Marketing can launch automated campaigns, score leads, and capture important demographic information about potential buyers. Solutions like Marketo,…

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2 Aug
2017

Posted by
Matt Ellis

4 Challenges of Working Remotely in Sales

Michael Seymour is a blogger on sales enablement, and an independent analyst/consultant. He most recently ran a sales enablement team at Oracle that oversaw the deployment of over 4,500 iPads to reps globally. This is the third in a three-part series about the global deployment of a unified sales enablement program. You can read his…

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26 Jul
2017

Posted by
Matt Ellis

3 Successful Qualities of a Sales Coach

Michael Seymour is a blogger on sales enablement, and an independent analyst/consultant. He most recently ran a sales enablement team at Oracle that oversaw the deployment of over 4,500 iPads to reps globally. This is the second in a three-part series about the global deployment of a unified sales enablement program. You can read his…

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18 Jul
2017

Posted by
Shauna Leighton

Understanding the New Buying Model in Life Sciences

The times they are a changin’. Though this 1960’s jam by Bob Dylan wasn’t written about the evolving healthcare landscape, we folks in life sciences can still believe he did. And how true these words are today. The healthcare industry has gone under immense transformation in recent years, and even more so now that it’s…

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12 Jul
2017

Posted by
Matt Ellis

2 Reasons to Embrace Marketing AI

Artificial intelligence is slowly but surely gaining a foothold in every department in every industry. Technological advances show no signs of slowing and artificial intelligence will only become more crucial as time marches forward. Marketing is no exception when it comes to the proliferation of AI. As marketing tactics and techniques become more sophisticated, artificial…

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29 Jun
2017

Posted by
Matt Ellis

Buyers Want Sellers Prepared and Content Personalized

Salesforce recently released their 2017 State of Marketing report. It’s the fourth annual bird’s eye view of the marketing landscape released by the company. The survey of over 3,500 marketing leaders from around the globe is an important litmus test for marketing professionals and their efforts. The report covers a range of topics and provides…

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21 Jun
2017

Posted by
Matt Ellis

Presentation Management Is Crucial

Presentations are the lifeblood of any sales team. How an organization performs when pitching their services or solutions is crucial to the chances of closing a deal. Being in the same room with a buyer and being able to effectively speak to their needs in a clear, effective way can make the difference between you…

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14 Jun
2017

Posted by
Matt Ellis

Account Based Marketing Is Here To Stay, No Matter the Name

Once upon a time, two teenagers fell in love. However, their respective families were enemies and forbade the two from seeing one another. As teenagers are wont to do, they disobeyed this order and then explained why it held no water in the first place. “A rose by any other name would smell as sweet,”…

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7 Jun
2017

Posted by
Matt Ellis

2 Necessary Components of a Successful Sales Communication Strategy

Sales communication is a wide open frontier. There is no surefire solution that solves all of the needs of every organization. While there are generally excepted tenets of any sales communication strategy—and it is accepted that a strategy is necessary for complying with sales enablement best practices—many organizations find themselves implementing a hodgepodge of ideas….

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31 May
2017

Posted by
Matt Ellis

A Sales Communication Strategy is Inherent to Sales Enablement Best Practices

Sales enablement is a holistic approach to improving Sales and Marketing’s alignment by effectively managing content, tracking content utilization & engagement analytics, personalizing content along every stage of the buyer’s journey, and providing both departments with the resources necessary to be as successful as possible. Many different tactics and disciplines are under the sales enablement…

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