August 05, 2014 09:34 AM
As sales enablement has grown to become a go-to term for describing ways to improve sales performance and productivity, other phrases have made their way into the conversation as well.
One of my favorites is the concept of ‘random acts of sales support’. You could make a pretty compelling argument that these random acts are among the key reasons why sales enablement as a concept has gotten so popular. But what does it all mean?
What are random acts of sales support?
By all accou...
August 04, 2014 10:48 AM
If you were to ask a typical B2B sales reps which social network they find the most valuable, I’m guessing most would be pretty quickly answer, “LinkedIn.”
Social selling has become a key focus at many organizations, with more than a few sales experts beating the drum. Twitter and Facebook hold a lot of value in this regard, but it seems clear that LinkedIn is the network the majority of reps feel most comfortable with. (FYI, I’m basing this on no hard data; just my o...
July 22, 2014 09:23 AM
Last year, HubSpot’s 2013 State of Inbound Marketing report found that only 24% of marketers surveyed had a defined lead handoff agreement with its sales teams. This prompted B2B marketing writer and speaker Tony Zambito to post that 76% of content marketers were forgetting about sales enablement.
Tony makes some great points in the article, but it’s also an interesting take that speaks to the evolving perception of sales enablement amongst B2Bs.
It’s hard to deny th...
July 08, 2014 09:55 AM
Is there a really GOOD reason to make eLearning a larger part of your sales training strategy? Actually, there are several.
In a recent article from eLearning services company Sponge UK, Kate Pasterfield offers several reasons why your sales staff need eLearning. While the article spends a fair bit of time going over the benefits of online training in general, the main focus is all about what it means for sales specifically.
With that in mind, here are three highlights from Kate’s a...
June 24, 2014 08:37 AM
The conversation around B2B sales enablement has certainly gotten louder over the past year, with a lot of the talk focused on the role of content. What do reps need? Where do they find it? How do they use it? You know, questions like that.
Recently, I listened in on a great webinar hosted by Mark Synek of Sales Benchmark Index (SBI) titled Equip Your Sales Team with Content That Creates Value, Not Noise. The panel of experts covered quite a few topics and issues that can impact ...