Sales Enablement

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5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology

5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology

Dan Burtan
Written by Dan Burtan September 9, 2019

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…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Sales Enablement, Technology & Data
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…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, 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…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Sales Effectiveness, Sales Enablement
Competition vs Collaboration - What Drives High-Performing Sales?

Competition vs Collaboration – What Drives High-Performing Sales?

Dan Burtan
Written by Dan Burtan August 13, 2019

Competition is in our nature. We compete against other teams or individuals in sports, we compete with siblings for our parents’ attention, we compete with our peers for the best jobs, we compete with coworkers for a raise or promotion. Sales in particular is known for its dog-eat-dog, quota-oriented nature, which serves to basically position…

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Digital transformation, Sales Effectiveness, Sales Enablement
Legacy to Leader: How Sales Enablement Transforms Buyer-Seller Relationships in Telecoms

Legacy to Leader: How Sales Enablement Transforms Buyer-Seller Relationships in Telecoms

Jonathan Hinz
Written by Jonathan Hinz August 2, 2019

Last month we touched upon some of the current challenges facing sales and marketing teams in the telecom industry, and detailed how some legacy providers have begun to shift their focus from consumer to B2B markets, developing their revenue streams  to retain a foothold in the market. To recap, perhaps the most compelling argument for…

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Telecommunications, Buyer Engagement, Digital transformation, Sales Enablement
The Future of Sales Enablement is Personalization: New Forrester Study

The Future of Sales Enablement is Personalization: New Forrester Study

Matt Lieberson
Written by Matt Lieberson July 25, 2019

Sales enablement is having a moment. LinkedIn has almost 9000 open sales enablement positions across the United States alone. So, it is high time to delve into what sales enablement really looks like in 2019. Seismic commissioned Forrester Consulting on a July 2019 study[1] reporting on the present and future of enablement, surveying nearly 400…

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Sales Enablement, Technology & Data, Trending Topics
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…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Buyer Engagement, Sales Effectiveness, Sales Enablement
10 Tips to Drive World-Class Sales Enablement

10 Tips to Drive World-Class Sales Enablement

Dan Burtan
Written by Dan Burtan July 10, 2019

If there was ever a time when selling was easy, now is not it. Selling into the b-to-b marketplace is becoming increasingly difficult because today’s buyers are digitally educated and socially connected. Instead of relying on sellers for information on products and services, buyers turn to the Internet and their professional networks to educate themselves…

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Sales Enablement
How Investment Managers Can Use Technology to Enable a Client-First Approach to Sales

How Investment Managers Can Use Technology to Enable a Client-First Approach to Sales

Alyssa Drury
Written by Alyssa Drury July 8, 2019

The investment management industry faces no shortage of challenges. Client expectations are on the rise as they seek the same kinds of highly customized, consultative, and engaging experiences they’re accustomed to in virtually every other aspect of their lives. At the same time, clients are becoming increasingly more sensitive to fees. That sensitivity is putting…

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Asset Management, Wealth Management, Sales Enablement, Technology & Data
The Shift From Sales Reps to Trusted Advisors

The Shift From Sales Reps to Trusted Advisors

Dan Burtan
Written by Dan Burtan July 2, 2019

State of buyer engagement in 2019 Buyers today can obtain product information and read reviews without ever talking to a salesperson, embarking on as much as 57% of the buyer’s journey alone. Because prospects and buyers are more educated their expectations have also increased. Customers today expect salespeople to act as trusted advisors. When buyers…

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Buyer Engagement, Buyer's Journey, Sales Effectiveness