To get where you need to be, you’ll need to start by identifying where you are. Even when I’ve had to create an enablement framework seemingly from scratch, I’ve found unofficial processes, resources, and programs scattered throughout sales and other departments. Look...
You already have a sales enablement program in place. But have you given any thought as to how that roadmap will evolve as your SaaS company grows? Will your systems and processes scale effortlessly with you?If you don’t know the answer to that question, then it’s probably no. But ...
While it’s true that sales enablement is tasked with improving reps’ sales readiness, their job is actually a bit more specific than that; that is, in order to have the best results, they need to design their enablement program around thecustomer journey. In other words, it’s the job ...
Sales planning is a fundamental component of sound selling. After all, you can’t structure an effective sales effort if you don’t have, well, structure. In my experience, everyone — from the top to the bottom of a sales org — benefits from having solid, actionable, thoughtfully ...
Below we share tips for how to create a sales plan that can bend, not break. You’ll learn why a plan is so important, see examples of the different types, and discover how to create one that brings you closer to your big, hairy revenue goals while also driving down costs. ...
The first step to creating a sales enablement program is to ensure you have the right talent in the right place. You need to define or redefine your ideal employee profile (IEP). There are four steps to this. Understanding the current and future demands of the position ...
B2B sales enablement is not just about sales tools, people and process, or data and intelligence – it’s about combining all these pieces together in a cohesive strategy. When done right, sales enablement offers a repeatable and scalable way for sales to boost revenue. How do B2B companies ...
While the benefits of sales enablement are widely recognized, businesses often face one crucial question: What is the return on investment (ROI) of a sales enablement program? Measuring the ROI of your sales enablement strategy can be challenging, but it’s essential for proving its value to ...
Sales enablement aims to help sales teams better understand customer needs, communicate value, and close deals. It combines sales enablement technology, content, data, and training to create a sales process that engages buyers and drives revenue. ...
Many companies create abuyer persona that outlines the demographics, psychographics (needs, wants, and behaviours), and communication preferences of their ideal prospect. It’s important to review this carefully and think about how the product you’re selling addresses prospects’ pain points. ...