Technology

Sort By: (Popularity)
5 Strategies to Drive Sales Productivity

5 Strategies to Drive Sales Productivity

Dan Burtan
Written by Dan Burtan September 3, 2019

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…

Read More
All Industries, Sales Effectiveness, Sales Enablement, Sales Productivity
How to Leverage Sales Efficiency and Sales Effectiveness to Improve Sales Productivity

How to Leverage Sales Efficiency and Sales Effectiveness to Improve Sales Productivity

Dan Burtan
Written by Dan Burtan August 26, 2019

“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…

Read More
All Industries, Sales Effectiveness, Sales Enablement
automate proposals, RFP automation

Top 13 Tools to Automate Proposals

Matt Ellis
Written by Matt Ellis November 2, 2018

Tools that automate proposals save organizations countless hours and dollars. Without a tool to automate proposals your organization can miss out on deals. The platforms available today reduce the friction of fulfilling an RFP by providing users with the ability to automate the process, track results, reuse templates, quickly customize a proposal, and collaborate within…

Read More
Technology, Marketing Efficiency, Sales Effectiveness
sales excellence

What is Sales Excellence?

Matt Ellis
Written by Matt Ellis October 26, 2018

What is sales excellence? Well, excellence is an amorphous and difficult thing to not only define but also achieve. We could spend years in therapy talking about how to know when you’ve achieved excellence in both your personal and professional life. When will all these feelings of inadequacy and inability to measure up to Bill…

Read More
Technology, Sales Effectiveness
sales enablement plan

A Cheat Sheet for Your Sales Enablement Plan (Infographic)

Matt Ellis
Written by Matt Ellis August 2, 2018

Enacting a successful sales enablement strategy requires a thoughtful sales enablement plan. The sales enablement plan needs to be built on a solid understanding of the strategy as a whole. Because when a  plan is successful an organization sees many benefits. Organizations with a sales enablement platform experience: 350% increase in content usage, 275% boost…

Read More
Technology, Sales Effectiveness, Sales Enablement
who owns sales enablement

Who Owns Sales Enablement?

Matt Ellis
Written by Matt Ellis November 20, 2018

Sales enablement has now reached a point in its development that some organizations are starting to build departments strictly geared towards sales enablement, as well as hire people with titles related to sales enablement.  However, many organizations are still in the beginning phases of sales enablement, and there’s one question that is hugely influential on…

Read More
Technology, Marketing Efficiency, Sales Effectiveness, Sales Enablement
8 Reasons Your Sales Reps are Losing Deals

8 Reasons Your Sales Reps are Losing Deals

Dan Burtan
Written by Dan Burtan July 23, 2019

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…

Read More
All Industries, Buyer Engagement, Sales Effectiveness, Sales Enablement