How do you move from random acts of sales enablement to a strategic sales enablement system? Listen to Thierry van Herwijnen from the Sales Enablement Lab podcast, Chris Tratar and David Kriss from the SAVO Group to get valuable insights into a more systematic and strategic approach to sales enablement.
In this webcast Thierry, Chris and Dave will discuss key sales enablement trends, the importance of sales enablement and the five key tips to think about when building a strategic sales enablement approach in your organization, including:
• Organizational Alignment
• Understanding the Sales Enablement Value Chain
• Selecting the Right Technology
• Creating a Sales Enablement Roadmap
• Measuring Results
Over the past few years social selling and collaboration has become an effective method to reach prospective customers earlier in their buying process, collaborate across sales team members and the customer during their journey, and as a way to harvest best practices from field tribal knowledge. This session we will cover these topics using examples gleaned from companies levering social selling and collaboration to take sales enablement to the next level.Read more >
Sales enablement professionals face the same challenges as the sales reps and should be armed with similar tools and methodologies made available to the sales teams. Sales training organizations should be able to use performance analytics based needs assessment frameworks to send out highly personalized sales recommendations to the sales reps. Marketing automation and analytics tools, can be effectively used to send personalized sales training and coaching communications to internal consumers improving the chances of adoption and business impact.
The session will bring to you how tools, techniques and methodologies used for customer engagement and success can also be used internally to improve sales teams' engagement and success.
How do you measure your sales enablement efforts? Basing the success of a sales enablement program solely on closed deals will halt your sales reps’ and company growth.
Watch this short video to learn what you should be measuring and why Phil Aaronson believes the two most important things to sales enablement are orchestration and analytics.
Find out what happens when a company with thousands of salespeople and channel partners, and tens of thousands of pieces of marketing content, created by hundreds of different product groups and business units, decides to create content that is consistent and supports the right actions in the field. Thierry will discuss Cisco’s global effort to create less, but more relevant content, in order to help deliver better sales impact.
Thierry is a regular professional speaker and educator in the field of sales enablement and has delivered numerous keynote addresses and educational sessions across the world.
Sales Enablement means many different things to different people. Often, the term is focused on technology and on front line sales people only. It’s time to change that - because the first and second line sales managers are actually the most important potential of any sales organization, when it comes to sustainable performance enhancement and sales force transformation.
In this session, we will discuss how a successful enablement program for sales mangers could look like, based on an integrated GoToCustomer sales enablement framework to leverage the sales managers’ potential to drive change and to increase performance.
We will focus on sales coaching, as part of an integrated sales enablement - so-called - GoToCustmer approach. We will cover the main areas of sales management, such as account and territory management, opportunity and pipeline management as well as call and cadence planning.
-Discuss how enablement has evolved to meet the demands of sales
-Michelle's experience deploying Sales Enablement at 3 different firms over the past decade
-Lessons learned with focus on Partner Enablement
-Future plan to take Sales Enablement to the next level
Your team needs information, coaching, collaboration and collateral in all sorts of places – in conference rooms, hotels and taxis – and on a timeline that works with their deals. The right marketing or finance information, product training or guidance could make the difference between winning and being a runner-up. The frustration builds each time a team member can’t access what they need, when they need it and when it will be most vital to closing a deal.
In this webinar, we’ll talk about 5 frequent frustrations that your sales team has when they are not optimally enabled to perform their best, and how to alleviate them.
1) Not having the right material at the right time
2) Unable to get info on-the-go
3) Too many vendors, not enough integration
4) Being blind to crucial data and activity from other departments
5) Unable to get training, guidance and collaboration when they are needed
Most organizations are investing more each year to train, arm and support their sales reps, but are getting less in return.
"Random acts of sales enablement” are often to blame - not fully coordinating the sales training, coaching, content and tools to best effect.
In this Webcast, two of the industries leading sales enablement experts, Craig Nelson - founder of Sales Enablement.com and Tom Pisello, the ROI Guy and CEO / founder of Alinean will discuss the current Sales Productivity crisis, showing you how to uncover and quantify your own organizations’ challenges. Research will be revealed regarding a new maturity assessment and planning framework and access to a free interactive self-assessment tool to help you benchmark your current capabilities and boost the value of your sales enablement investments.
To find out the state of sales enablement in 2016, look no further than CSO Insights' benchmark data on sales enablement optimization. This year's report reveals a picture of sales organizations in dire need of support, with only 56% of sales reps achieving or exceeding quota last year and an average ramp-up time of seven months or more. Long ramp up times, low quota attainment, & decreasing active selling time – all of these paint a picture of rapidly decreasing sales productivity, further impacting the revenue of companies across the board.
Yet among companies that have a sales enablement program, 69% of those surveyed failed to meet all of their goals over the past two years. In this webinar, Tamara Schenk, analyst at CSO Insights and a leading voice in the sales enablement space, will uncover:
– How sales enablement has evolved over the past two years
– Why so many companies fail to reach their sales enablement goals
– The importance of having a formalized sales enablement program
– The revenue impact of aligning to the customer’s journey
– How effective content services drive quota attainment above average
If you are like many, moving from random acts of sales enablement to a more "systemized" approach to enable sales success is new to your organization. This panel covers what to anticipate and how to overcome obstacles that cause sales enablement initiatives to either fail or simply fall short of expectations.
These experts will share lessons learned on topics such as:
• The 4 key elements of sales enablement
• Sales enablement maturity assessment
• How to create a "rolling thunder" of support that makes sales enablement get pulled throughout the organization
• How technology is enabling the real-time delivery of sales enablement resources before, during and after the sales interaction
According to the latest CSO Insights research, companies with a sales enablement function in place outperform those that don't by 8.2% in higher revenues. However, today 75% of the firms surveyed don’t have this function in place, and the 25% that do could optimize their efforts even further.
CSO Insights conducted a survey with 300+ companies in order to understand the role of sales enablement in helping organizations identify prospects and move them more effectively through the sales process to a close.
Listen to Tamara Schenk, Research Director at CSO Insights, and discuss trends in sales enablement, a strategic initiative focused on optimizing sales process, resources and technology to better guide the buyer.
Recorded November 25th 2015
Sales Enablement has traditionally been a technology-focused matter. But what about the people ? What about the customer ?
This webinar explores how customer centricity can make an excellent sales enablement tool and offers tips and tricks on how to avoid the pitfalls.
Well worth watching.
Sales enablement has become one of the most critical arenas for success for modern med tech organizations, and has fundamentally redefined the way sales and marketing teams do their jobs. Join this webcast to see how a solid sales enablement strategy that is combined with the right technology can help your sales teams engage with providers more effectively.
Do your sales reps waste hours preparing presentations? Are they constantly trying to pitch a complex solution in a very short amount of time? Are you flying blind as to which collateral works best with your providers? If you answered yes to any of these questions, this webinar is for you.
Watch today to see how you can:
* Find and deliver compliant, up-to-date content through a modern, intuitive interface
* Engage providers in a more meaningful way with personalized content
* Uncover what content resonates best with customers, and time follow-ups appropriately
* Hear first-hand how Insightra Medical leverages sales enablement technology to their success
Thousands of forward-thinking organizations are leveraging modern sales enablement strategies and technologies to much success, and the time has never been more relevant than when the most important sales meeting of the year is upon us - Sales Kickoff. If 70% of material covered during training is lost within the first 24 hours, how can you ensure that the valuable information you are providing to your team is most effectively delivered, retained and reused with customers and prospects?
The way people buy now has fundamentally changed forever. Strategies and tactics sales organizations have relied on for years no longer meet the needs of the marketplace. Everyone is looking for new ways to sell but many organizations are struggling to understand what “better” sales enablement really looks like. And yet, research powerhouse CSO Insight reported that organizations with a sales enablement function in place achieve 8.2% higher revenue than those without.
Join this webinar to hear industry experts Thierry van Herwijnen, Host of Sales Enablement Labs, Kyle Parrish, VP Sales and Emma Dunnstone, VP Marketing at Showpad, dive deep into why a solid sales enablement strategy and supporting technology is crucial for a successful Sales Kickoff.
Great sales conversations have never been more important. Today's complex problems require new ways to engage buyers across all stages of their journey. Join a panel of sales enablement experts to learn how to develop a systematic program that enables your salespeople to have insightful conversations that set them apart from competitors.
Jim Moliski, Senior Vice President, Strategic Services, Launch International
- Craig Nelson, Founder and Principal, Sales Enablement Group
- Pat McAnally, Research Director, Portfolio Marketing Strategies, SiriusDecisions
- Tamara Schenk, Research Director, Miller Heiman Research Institute
Customer experience (CX) includes all of the interactions that occur from before a prospect even considers buying to well after the purchase is finalized. Companies that focus on CX throughout the sales funnel see higher growth, but execution can be a challenge. A solution? Sales enablement, which leverages the power of content to engage, educate, persuade, and challenge potential buyers.
Listen in as sales enablement leaders discuss the importance of proactively guiding the customer experience and using content in the selling process.
Is there a blueprint to get what sales teams want? Join Jennifer and Craig as they breakdown why systemizing sales enablement closes more deals and why it’s okay to be selfish in sales enablement.Read more >
Are you tasked with creating a sales enablement function in your company? Establishing a Sales Enablement Competency model? This presentation and Q&A session will be valuable to anyone who has either sought to build out an enablement function at their respective company, or wanting to increase the efficacy of their existing organization.
The key areas discussed are:
• Understanding and fostering the cross-functional relationships your enablement team should have with the rest of your organization
• The core skill sets and disciplines that should be part of any enablement team
• Assessing organizational readiness and defining cross-functional KPIs
• Key attributes for Enablement leaders
The story of the ever-widening marketing skills gap is getting old. Especially when there are so many amazing options to obtain new skills training both online to off-line. Why aren't marketers taking advantage of all there is to offer? Time? Money? Your day job? Unsure of areas of specialization to focus on?
Enough excuses. Content is KING, marketing automation is here to stay and big data, analytics, SEO and demand generation are only going to get more complex as new technologies are introduced and our buyers gain sophistication. Marketers must continue their educations - the time for marketing enablement is now.
This webinar will deliver:
What skills modern marketers need and want now
Solutions-online and off-line for acquiring new skills
How to make the case for marketing enablement
It's time for marketers to address our skills gap-it's now or never. Let the learning begin.
Marketers struggle to address the ever-widening skills gap as organizations simply don't focus on marketing enablement and universities don't prepare students for life in the marketing fast lane. It's time for marketers to focus on their own enablement, but where to begin?Read more >