July 23, 2015 09:41 AM
Who leads your sales enablement strategy?
If you’re serious about increasing sales productivity, that’s a question you need to answer.
Last year, SiriusDecisions released a report that made the case for a “centralized sales enablement” function within B2Bs. The study showed that the average sales enablement budget doubled between 2012 and 2014, which makes total sense when you consider how the popularity of the term itself has skyrocketed during that same period.
June 29, 2015 09:03 AM
Here’s a stat for you: 63% of CRM initiatives fail.
Now, normally this is where I’d expand on the data and try to provide a little more context, but… yikes. 63 percent? That is HIGH.
OK – maybe we should back up just a little. Obviously, the definition of “failure” is somewhat subjective, and this particular stat comes from a single 2013 survey. But still, the fact that any study would return such a high number is pretty disturbing.
CRMs (like Salesf...
June 05, 2015 09:40 AM
Have you heard of influencer marketing? It’s a valuable part of any content and social media strategy. It can also help you deliver powerful, credible content for sales enablement.
For B2B companies, an influencer is an expert or thought leader that has – you guessed it – influence over the buyers in your particular market. Developing relationships (and content) with these folks can help you in a lot of ways.
Few understand the power of influencer marketing as much as...
June 02, 2015 09:38 AM
The following post is a brief excerpt from the free eBook, Sales Enablement for Dummies.
Sales enablement is a complex issue. It requires systems that empower both reps and managers. But, most important, it needs to free up salespeople to do what they do best: Sell!
Here are five features that you should look for when you’re searching for a sales enablement solution:
#1. CRM Integration
The ability to deliver the content, training and analytics sales teams need to sell more effecti...
May 26, 2015 09:24 AM
For years now, inbound marketers have trumpeted stats stating that the majority of the B2B buyer’s journey is complete before a customer ever speaks with a salesperson. But a recent SiriusDecisions study argues that sales interactions with reps still have the greatest impact on buying decisions.
In my recap of SiriusDecisions Summit 2015, I noted that a key takeaway from the event was that it’s finally time to retire old stats like “67% of the buyer’s journey is d...