Technology

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…

When organizations think of sales and marketing alignment, they often focus on demand generation. As content continues to grow as a critical component in successful selling, organizations must now take steps to align around content as well. Because buyers are savvier and more educated, they expect salespeople to present them with content that is relevant…

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…

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…

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…

(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…