You need more than a sales intelligence system and data to retain customers and engage prospects. Emotionalize your message with a compelling story.
Head of Sales Enablement, David Sill details an easy way to make this happen.
-How to engage your prospect or customer emotionally
-Eliminate appearing in a commoditized way
-Overcoming common challenges
Sales emotional intelligence is a real skill, with a very real impact on sales success. In this Whiteboard Wednesday video, you’ll learn techniques to hone self-confidence, empathy, transparency, and how to be a change catalyst - straight from our Head of Sales Enablement, Dave Sill.Read more >
Whether you’re establishing a new sales enablement function or upgrading your current approach, join sales enablement expert Mike Kunkle for this webinar to hear:
How sales enablement should be defined
The foundational building blocks that will lead to success
Services to consider offering
How to perpetuate success with systems thinking
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.
Everyone wants to improve Sales Productivity or "Revenue Per Rep." It's often a struggle, because the way we approach training and enabling reps is ineffective and doesn't support behavior change. In this webinar, Mike Kunkle will share how a new systems approach to Sales Enablement will radically improve your results.
Sales Enablement, Sales, Marketing, Sales Productivity
In many organizations, sales metrics are typically driven by a sales-only view that can diverge from the company’s overall business plan at the detail level. This is the result of legacy approaches that have limited integration between sales and business operations metrics.In today’s hyper-competitive landscape, successful digital businesses can no longer afford to operate this way.
Building truly connected sales plans and strategies that are tightly linked to enterprise performance management, CRM, and other critical business data ensures that every part of the organization is working together.
Watch this webcast to gain key insights into incentives and best practices for true sales and business alignment.
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
Getting your prospects to a meeting is only half the battle, what happens beyond the meeting matters. 80% of deals require at least 5 more calls after the first meeting, and 44% of reps give up after the first follow up.Read more >
Learn to keep the elements of your go-to-market strategy working in harmony.
Your product and services define what you bring to the market, but your go-to-market is your secret sauce. It’s the strategy that you’re constantly developing to approach, target, and dominate, and it includes how you orchestrate your territory plans, quotas, account segments, incentives, staffing, and KPIs. But how do you tune your go-to-market strategy to strike the perfect note? In this webinar, learn to keep the elements of your go-to-market strategy working in harmony, including:
-How to unify the components of your sales planning process
-Understanding how Anaplan customers gain competitive advantages through improved sales planning
-Ways to align sales territories and quotas to increase the bottom line
Business leaders and C-suite executives are charged with devising the strategies that chart the future of their organizations. For those strategies to be effective, they need to be executed in the field. What’s the bridge that connects boardroom strategy and field execution? Sales Planning.
Join Steve Silver, Sales Operations Senior Research Director at SiriusDecisions, and Jason Loh, Global Head of Sales Solutions at Anaplan, as they provide a repeatable process and best practices for improving sales planning and transforms high-level strategy into business success.
You’ll learn how:
-Successful sales planning helps you segment your market and align your sales team
-High-performing companies leverage their sales planning processes for better execution
-Best-in-class technology can enhance sales planning by incorporating inputs from across the organization
Other sales experts talk to you about how to sell, I teach companies how to build sales organizations that hit revenue goals.
- What your sales team will need to succeed
- Why strategy delivers sales results
- The importance of messaging to close deals
- How a funnel will support your sales effort
- Things to consider before you hire
It is getting harder to close large enterprise deals. It’s not as easy as it used to be, and it requires sales and company leadership to become involved. Without doing the salesperson’s job, what is your role as a sales or company leader in closing these complex sales?Read more >
Is your sale complex?
Are there multiple buying influences and long sales cycles?
Are these deals getting more complex and harder to close?
If you have a B2B complex sale, there are 8 elements you need to be aware of to help you shorten your sales cycle.
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.
The fact that Sales Training ROI is elusive is almost legendary. The truth is, most Sales and Sales Enablement leaders have no plan for behavior change or supporting the attainment of sales mastery. In this webinar, Mike Kunkle will share an approach that is proven to deliver results and ROI.Read more >
Discover the changing world of incentive compensation. Would a psychologist agree with how we design incentive plans?
Sales compensation plans are traditionally designed around sales roles, and they assume every individual has the same motivations—which psychologists would disagree with. One of the great visions for sales compensation is to provide a level of personalization to sales comp plans to maximize the motivation of individual sales representatives. As a result, more and more companies are tailoring their incentive plans to increase motivation in their sales reps and encourage desired sales behaviors.
Join Steve Marley, co-author of The Future of Sales Compensation, in this webinar as he discusses how companies are enabling personalized incentives to benefit both the individual and the company.
This webinar is brought to you by Anaplan and its partner ZS Associates.
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.
Sell the value! Those are the marching orders commonly given to salespeople as they are sent on a quest to hit their quotas. But what is the value? That’s what salespeople want (and need) to know. Without a sales differentiation strategy in place, every buying decision is laser-focused on price.
Lee B. Salz, author of the new, groundbreaking book “Sales Differentiation,” teaches you how to harness the power of sales differentiation to win more deals at the prices you want. In this entertaining and educational virtual presentation, Lee will share 7 sales differentiation secrets every salesperson needs to know.
In this lively panel discussion, Lisa Dennis and Liz Heiman will discuss how to use a value proposition to propel your sales by:
Knowing your buyers
Understanding buyer objectives
Personalizing to the buyer
Finding true differentiators
Putting your value prop into play
- Learn where sales productivity and efficiencies are lost
- Understand what makes an effective sales enablement strategy
- Learn how to choose the right software to support a sales enablement strategy
Get tips on how to fully adopt and implement this strategy
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.
Do you know the factors and prospect behaviors that indicate a true sales opportunity? How do you determine which opportunities belong in your sales funnel and which ones should be disqualified? Further, have you ever wondered what specific buyer behavior triggers deals to progress from stage to stage in your funnel?Read more >
Nailing a consistent buyer message across digital and live conversations isn’t easy. Without inclusion in value prop development, there’s a strong likelihood of conflicting info.
We will walk through a live example to show the steps to pull your value prop into sales-ready content that amplifies, not confuses the story.
Today's consumers come to the negotiating table with more information than ever before. They’ve researched your products online; they’ve read the reviews; they’ve scanned the social channels. For your sales channels to effectively work with these educated buyers, they need onboarding and enablement that goes way beyond basic access to marketing and sales assets. Based on more than a decade of experience deploying sales enablement software, we at CallidusCloud know that you need a dynamic solution that delivers training, content, and coaching in a prescriptive way, if you want to generate consistent revenue growth.
Attend this session to learn how to:
•Close deals faster and increase deal sizes and win rates, while reducing time-consuming enablement efforts.
•Establish a repeatable onboarding process that reduces new staff time to productivity.
•Deliver content in a prescriptive way that advances today's more informed buyers through the sales process.
•Improve communication with buyers as well as internally across product management, marketing, sales, and service roles.
•Apply a ready-to-use sales enablement maturity model that we’ll provide as a take-away to attendees.