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How to Drive Incremental Revenue through Sales Enablement

Alyssa Drury
Written by Alyssa Drury November 1, 2016

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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Sales Enablement

5 Lessons on Marketing's Role in Sales Enablement

Alyssa Drury
Written by Alyssa Drury September 29, 2016

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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Marketing Performance, Sales Enablement
Content Marketing 2016: The Good, the Bad, and the Ugly

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

Alyssa Drury
Written by Alyssa Drury September 28, 2016

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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Marketing Performance
How to Build an Internal Business Case for Sales Enablement

How to Build an Internal Business Case for Sales Enablement

Alyssa Drury
Written by Alyssa Drury September 15, 2016

 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,…

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Sales Enablement
6 Tips for Building an Unstoppable Sales Enablement Team

6 Tips for Building an Unstoppable Sales Enablement Team

Alyssa Drury
Written by Alyssa Drury September 1, 2016

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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Sales Enablement
Social, Buyer Insights and Sales Enablement: Jill Rowley’s Recipe for Success

Social, Buyer Insights and Sales Enablement: Jill Rowley’s Recipe for Success

Alyssa Drury
Written by Alyssa Drury August 18, 2016

Social selling evangelist. Marketer trapped in a salesperson’s body. Unwavering customer advocate. However you describe Jill Rowley, it’s clear that she is an influential voice, resource and advocate for effective selling in today’s complex buying landscape. I had the pleasure of meeting Jill at Dreamforce this past year, and most recently spoke with her on…

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Sales Enablement