Consulting

Today’s sales and marketing teams are operating in the age of the customer. To be successful, these teams must focus their strategies and actions on the buyers’ problems and opportunities. Marketers are tasked with generating high-quality leads for the sales team. While marketing looks to improve the lead conversion process, sales looks to accelerate the…

Delivering personalized, compelling content at every customer touchpoint has become essential. 85% of sales and marketers now agree that buyers will actively dismiss their marketing and sales efforts if they don’t receive tailored content. When also considering the fact that the buyer’s journey is more complex than ever before, the challenge before sellers and marketers…

Customer experience has long been a priority for B2C companies, but it hasn’t been a focus for B2B organizations until more recently. The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase…

Almost every company struggles with sales productivity, and this problem is only exacerbated by the rising pressure to meet or exceed increasing revenue targets. Organizations are growing their sales teams and chasing more aggressive sales goals, but they aren’t scaling their processes, best practices, and sales tools at the same rate. As a result, productivity…

“Efficiency is doing things right; effectiveness is doing the right things.” – Peter Drucker, father of modern management theory In other words, just because you CAN do something, does that mean you SHOULD? And what SHOULD you be doing anyway? ‘Sales efficiency’ and ‘sales effectiveness’ sound like vague concepts, but they can actually have a…

Buyers have taken control of the modern sales cycle, and successful salespeople today know they need to act like trusted advisors with prospects to simplify their decision-making process, understand their needs and behavior, and deliver immediate value, otherwise they will lose the deal. Great sales managers and sales reps won’t just accept that a deal…

Prior to the rise of technology, B2B sellers were behind the wheel. In the old days of selling, buyers relied on sellers to provide the information they needed to make a purchasing decision. Now, the computer firepower carried in buyers’ pockets can connect them to mountains of product information in a matter of seconds. Today’s…

Implementing an enablement strategy is one of the most effective ways you can transform your sales and marketing teams. For example, organizations that have a defined sales enablement program have seen a 350% increase in content usage, 275% boost in conversions and 65% more revenue generated by new reps. However, not all strategies are created…

Based on Nadia Rashid’s long life in sales, selling a wide variety of products ranging from oil and gas to marketing technology, you would assume that she was always full of passion for selling. But she actually came into sales, as she puts it, “by accident.” “I didn’t grow up aspiring to be in sales,”…

In case you missed it, here is part 1 of the Sales Enablement Chronicles interview. For this edition of The Sales Enablement Chronicles: Insights from the Inside, I interviewed John Chinello, Director of Global Sales Enablement at Tealium. John has held a variety of sales enablement positions at RE/MAX, Cars.com, Verve and now Tealium. He…