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The true mark of a working sales enablement strategy is a sales force that constantly maintains meaningful conversations with prospects and customers. It doesn’t matter how many documents the sales enablement team puts out or marketing materials they utilize; the important thing is to provide the sales team with collateral that is relevant and helpful…
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Financial Services CMOs: It’s Time to Start Proving Revenue
Today’s financial services CMOs have a lot on their plates. In addition to traditional marketing functions, they’re expected to wear a variety of other hats, such as owning the customer experience and making critical decisions about technology spend. In asset and wealth management specifically, CMOs face the additional challenges of having to deal with an…
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In April, the Social Security Board of Trustees released its annual report, outlining its long-term financial outlook for Social Security. Not surprisingly, it didn’t reveal very good news. Instead, the report confirmed that by 2034, the Old-Age and Survivors Insurance Trust Fund — the part of Social Security that pays the checks that Americans have been…
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Enablement is a real problem. Why isn’t it a real word?
Did you know that the word ‘enablement’ is not even recognized by Merriam-Webster, keepers of America’s most prominent dictionary? It’s true – search for enablement on the Merriam-Webster site, and you get this collection of lookalike words: And enablement remains sidelined, even while Merriam-Webster added 640 words to their dictionary just last week. More than 7,000 people…
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Interviews with sales enablement industry leaders, sharing best practices, strategies, and words of wisdom. For the first post in The Sales Enablement Chronicles: Insight from the Inside series I interviewed Mark Siciliano, Vice President of Sales Productivity & Strategy at Demandbase. Mark has held a variety of positions at Oracle, Marketo, and now Demandbase. He…
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5 Steps for Building a Business Case for Sales Enablement in Telecom
Over the last decade, competition, margin pressures, and the way IT buyers research and invest in new services has fundamentally changed. In order to stay on top, telecom providers need to prioritize the following: Insight and value-oriented sales engagement Agile and collaborative sales and marketing alignment Engagement across the entire buying committee How can brands…
Read MoreEnable a Better Advisor Experience through Feedback & Consistency
No matter what line of business you’re in, it’s always a good idea to regularly seek feedback from your employees. Asking for their input not only drives engagement but can also reveal critical insights or issues with how your business is operating. Armed with those insights, you can take the appropriate actions to build a…
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(Spoilers Ahead – If you are caught up on Season 7, read on!) Game of Thrones season is upon us, and Winter is finally here, and the Night King is proving to be a dominant force to be reckoned with. But it’s not simply through his mystical powers that he and his Army of the…
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The Power of Productivity: Free Up Relationship Managers’ Time to Drive Customer Engagement
What does Sales Enablement mean for Bankers? Banks are one of the biggest buyers of IT on the planet, having long made massive investments to maintain and upgrade their legacy systems. Today, their investment in IT continues to grow, with most banks supporting large in-house IT teams while also partnering with leading FinTechs. Underscoring the…
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Why being a CMO is better than being a CEO
I always find it amusing when I read about the gloom-and-doom over the Chief Marketing Officer role being the “most precarious position in the C-suite.” The struggles behind how to attribute credit to marketing, high rates of turnover in the position, and difficulty creating proper expectations lead to the belief that being a CMO is a shaky ground to stand…
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