Name: New Research: The State of the Sales Tech Stack in 2023
Start: 2023-02-17T13:53:00Z
End: 2023-02-17T13:53:57.000Z
Location: BrightTALK

Allego represents the next era of sales enablement. Our all-in-one, rep-centric platform ensures that sellers have the skills, knowledge, and content they need to optimize team success in a virtual world. In place of traditional training and content enablement tactics – which are rapidly outdated and often ineffective – Allego empowers reps with the activated content they need to close deals faster, and the personalized coaching and learning they require for continuous improvement. And it all happens in the flow of their daily work.
 
Whether it’s providing feedback to one another through asynchronous video, or enhancing their skills through AI-powered coaching and peer-to-peer collaboration, nearly 500,000 professionals are using Allego to revolutionize the way they onboard, train, collaborate, and sell.
 
Learn more about Allego and the movement we’re building at allego.com.

Let’s face it…

You don’t have months or years to figure out the best way to communicate, coach, or collaborate with each member of your sales team. 

But each sales rep has to pull their own weight this year. 

In fact, you need them to overperform!

Kick off March with a bang by joining Alex Mackenzie, Head of Enterprise Sales at Crystal Knows, and Billy Salewala, Sales Development Leader at Allego, as they explain why a personalized approach to rep development is easier than you think.

You’ll learn:
- Why sales leaders should make the switch to a fully tailored approach
- Best practices to scale robust, engaging, and personalized experiences
- The positive impact of personalization on the buying experience
- How to arm your sellers with adaptive and agile techniques to improve performance

How to Elevate the Seller Experience Based on Unique Personalities

Are you struggling to effectively use all of the enablement content at your disposal? Do you feel like you have a hodgepodge of resources and don't know when and how to deploy them?

In this masterclass, we’ll discuss how the best sales reps employ enablement content to move deals forward and accelerate pipeline. We’ll share real-life examples of how to manage sales enablement assets, so you'll come away with practical tips and techniques that you can put into action right away.

You’ll learn:
- Strategies to get more value out of every piece of enablement content
- How to create a system to measure the effectiveness of your enablement efforts
- Exactly how hyper-growth companies manage every step of the enablement content lifecycle

Effortless Enablement: Maximizing Sales Content Impact for Sellers

In 2023, the success of your sales team will be determined in large part by how effectively sellers use content. 

If you’re like most organizations, you have a comprehensive repository of solution briefs, case studies, videos, product guides, and more to support sellers. 

But creating great content is not enough. Sellers must know WHEN and HOW to use it.

Sellers need context to squeeze the most juice out of every piece of content.

In this session, we’ll reveal what brand-new research tells us about:
- Who should deliver new content to sales
- What types of contextual (agile) content should accompany sales collateral
- Why marketing must accept their inherent credibility gap and learn how to turn weakness into strength 
- The secret recipe for sales content adoption

Stop letting sales content stay on the shelf!

New Research Reveals the Key to Motivating Sellers to Use Content

Research shows 84% of buyers say sales reps don’t effectively convey value when selling virtually. 

Other common mistakes that reps make: not personalizing the conversation, talking too much, and delivering the pitch too early.

With virtual selling here to stay, fixing these mistakes is critical. If you don’t, your sales reps won’t hit quota.

But you’re only one person, managing several sales reps—all of whom need customized coaching.

 - How can you improve an individual sales rep’s performance?
 - How do you gain insight into where reps are falling short and why?
 - How can you identify where revenue is being won and lost?
 - How do you coach multiple sellers located in different locations?

Conversation Intelligence can help you get the answers to those questions. Join Allego’s Jake Miller to learn how you can use the AI-powered coaching tool to identify skill gaps, pinpoint where revenue is won or lost, prescribe training to fix specific behaviors that lose sales, and keep deals moving through the pipeline.

Save your seat today!

Transform Struggling Sellers Into Top Performers Using AI Virtual Coaching

Competition for talent is fierce, especially in sales. How can you engage and retain top talent? How can you impress new hires with a simple, yet effective, onboarding experience? How can you teach reps without spending your entire day looking for coachable moments?

We have answers for you in this webinar with Sean Frontz, Global Practice Leader, Sales Performance at Performance Development Group and Tim Kasida, Strategic Partnership Director at Allego. Join us for this event to learn the importance of “ever-boarding” and why sales leaders must always be coaching. You will also get advice on how to get your reps up to speed faster, use onboarding as a culture tool, and conduct bite-sized coaching without disturbing the seller's flow of work. 

During this webinar, you’ll learn how to:

- Evolve your onboarding program to reduce information overload
- Use peer-to-peer learning to effectively coach
- Keep front-line sellers selling, while supporting continuous improvement
- Train your sellers to self-assess their own skills and performance

The New ABCs for Sales Leaders: Always Be Coaching

In this webinar with George Donovan, Chief Revenue Officer at Allego, and Doug Hutton, EVP, Customer Experience at Corporate Visions, you’ll learn how to blend a science-backed coaching methodology with cutting-edge sales enablement technology to empower your virtual sellers, gather valuable performance insights, and optimize your coaching efforts for a virtual world.

Specifically, you’ll learn how to:

- Create lasting behavior change using a science-backed coaching framework
- Enable effective and personalized virtual coaching at scale
- Support your sellers with high-impact training content when they need it most
- Ensure new skills translate seamlessly from practice to the field

Evolve into a Sales Coaching Powerhouse for the Virtual Future Webinar

Are you a master at virtual selling? Should you be?

Only 20% of B2B buyers say they want to return to in-person sales. It turns out, most of your customers prefer virtual meetings.

Selling has changed. To succeed in a virtual-first world, you must adapt to a new way of working.

You know you can’t just flip your meetings to Zoom. It’s going to take critical new skills to succeed.

We’ll go behind the curtain to show you how to leverage technology, advance pipeline opportunities, and successfully engage more prospects in less time, at lower costs, while reducing the sales cycle.

You’ll learn:
   - A new paradigm that is critical to virtual selling success
   - Critical skills for “Frontstage” and “Backstage” selling activities
   - Advantages of team selling and the last days of the “lone wolf”
   - What “good” virtual selling looks like for top sales organizations
   - Practical recommendations for adapting sales to a virtual environment

…and much more.

Mastering Virtual Selling: How to Orchestrate Sales Success in a Hybrid World

Only 16% of buyers say that sellers convey value effectively when selling virtually. Is your remote sales team missing the mark? 

The answer lies in the insights from recorded sales calls.

Conversation Intelligence isn’t new, but its expanding applications across the entire sales enablement feature set are unlocking exciting possibilities that can significantly improve your sales team’s messaging, buyer experience, and win rates.

Join Allego’s marketing power duo, Jonathan Carlson and Jake Miller, as they guide you through the rapidly evolving world of Conversation Intelligence.

You’ll learn how to:

-Get started with conversation intelligence and implement it for your team
-Make the most of your sales managers’ time
-Understand teamwide selling behaviors and clone top performers
-Surface and act on coachable moments at scale
-Provide sellers with personalized recommendations for content follow-ups and learning

...and much more.

2021 State of Conversation Intelligence

Getting Real About Sales Coaching: Provide Real Help for Real Conversations in Real Time – Even When Managers Can’t or Won’t

Less than 15 percent of sellers believe their managers provide sufficient levels of coaching on how to have better customer conversations, according to Corporate Visions research.

Sellers are left to try and self-assess and self-identify the best training or coaching materials to help them do their own jobs more effectively. They keep winging it call-after-call, customer-after-customer, and most likely missing their biggest blind spots.

It’s creating a gigantic performance improvement gap for most companies. What can you do?

In this webinar, you’ll learn how to use technology-enabled coaching to make sellers more self-sufficient and coaches more effective at scale, no matter if teams are remote, in-person, or anywhere in between.

Join Doug Hutton, Senior Vice President of Product at Corporate Visions, and George Donovan, Chief Revenue Officer at Allego, to learn how you can:

  - Provide Real Help – Enable sellers with tailored feedback and coaching content tied to specific call performance, not generalized manager observations and opinions.
  - Based on Real Conversations – Identify gaps and opportunities based on actual deal and decision-maker dialogues, not simulated or manager-led roleplay scenarios.
  - Delivered in Real Time – Apply call recording and AI to provide coaching immediately after a call, not waiting for a manager who might never listen and give feedback.

Getting Real About Sales Coaching: Help for Real Conversations in Real Time

Are your sales enablement programs making an impact?

A growing number of organizations are investing in sales enablement teams, tools, and technologies to maximize revenue per rep. However, many don’t know how to measure the return on investment (ROI) of these initiatives.

Join our webinar to hear Jonathan Carlson, Senior Marketing Director, and Charlene Rubin, Senior Customer Success Manager at Allego, share actionable advice on how to prove the total business value of sales learning and enablement initiatives.

In this session, you will learn:

  - How to overcome the three primary challenges of demonstrating sales enablement ROI
  - Four simple ways to calculate ROI that you may not have thought of
  - How to measure tangible enablement impact, and which metrics will help you the most

Plus, hear real-life examples of how Allego customers proved the ROI of their sales enablement initiatives, including: how Ash Brokerage attributed $1.6M new revenue to the first year of their sales learning and enablement program, Clarabridge saved $800K by speeding up sales boot camp, and Abbott Laboratories achieved a 9:1 engagement rate with sales content.

Sales Enablement ROI: Measure and Maximize Revenue, Engagement and Results

Only 16% of buyers say that sellers convey value effectively when selling virtually. Is your remote sales team missing the mark?

The answer lies in the insights from recorded sales calls.

Conversation Intelligence isn’t new, but its expanding applications across the entire sales enablement feature set are unlocking exciting possibilities that can significantly improve your sales team’s messaging, buyer experience, and win rates.

Stream this webinar as Allego’s marketing power duo, Jonathan Carlson and Jake Miller, guide you through the rapidly evolving world of Conversation Intelligence.

You’ll learn how to:
  - Get started with conversation intelligence and implement it for your team
  - Make the most of your sales managers’ time
  - Understand teamwide selling behaviors and clone top performers
  - Surface and act on coachable moments at scale
  - Provide sellers with personalized recommendations for content follow-ups and learning

Are you a master at virtual selling? Should you be?

Only 20% of B2B buyers say they want to return to in-person sales. It turns out, most of your customers prefer virtual meetings.

Selling has changed. To succeed in a virtual-first world, you must adapt to a new way of working.

You know you can’t just flip your meetings to Zoom. It’s going to take critical new skills to succeed.

Join us to learn from the authors of a new book Mastering Virtual Selling: Orchestrating Sales Success.

  - Yuchun Lee, CEO and Co-Founder of Allego
  - Mark Magnacca, President and Co-Founder of Allego
  - Tony Jeary, The RESULTS Guy™

We’ll go behind the curtain to show you how to leverage technology, advance pipeline opportunities, and successfully engage more prospects in less time, at lower costs, while reducing the sales cycle.

You’ll learn:

  - A new paradigm that is critical to virtual selling success
  - Critical skills for “Frontstage” and “Backstage” selling activities
  - Advantages of team selling and the last days of the “lone wolf”
  - What “good” virtual selling looks like for top sales organizations
  - Practical recommendations for adapting sales to a virtual environment

…and much more.

The era of rep-centric sales enablement has arrived. Are you prepared?

Learning and content capabilities are merging. Technologies like conversation intelligence and AI-powered coaching can provide deeper insights and better, more scalable sales support than ever before. But in order to be truly effective, today’s enablement tools and strategies must be focused on answering a single question: how can reps be more effective at selling in a virtual world?

This requires a mindset shift that aligns everyone on the revenue team—from marketing to sales to customer success—around seller needs. Sales content can no longer simply be distributed and abandoned, it needs to be activated to ensure reps know how to use it. And learning can’t just be forced onto teams from the top down…it must be shared and consumed by sellers.

Stream this session to hear from Allego’s marketing leaders, CMO Wayne St. Amand and Sr. Marketing Director Jonathan Carlson, as they guide you through the new sales enablement landscape.

You’ll learn:

What an evolved sales enablement approach looks like, and how to implement it on your team
Why sales and marketing alignment is critical for virtual selling success
How artificial intelligence optimizes curation, virtual coaching, and skill development
How to mature from content management to content activation
Why enabling a culture of rep-to-rep knowledge sharing is one of the best ways to drive business outcomes
…and much more.

Sales Enablement Evolved: Why Revenue Growth Depends on a Rep-Centric Strategy

Many sales leaders are struggling to adapt their coaching programs in a virtual-first environment—and falling short on coaching means falling short of revenue targets.

In fact, 62% of sales professionals say they’ve lost a sale because they couldn’t meet face-to-face with a buyer. But it doesn’t have to be this way.

Join us Allego’s marketing power duo, Jonathan Carlson and Jake Miller, walk you through the current state of sales coaching and the tactical changes that can help you thrive in a remote world.

You’ll learn:
  - What the latest research says about virtual coaching
  - Practical recommendations for adapting coaching to a virtual environment
  - 5 ways to use asynchronous video improve your virtual coaching
  - How enhancements in conversation intelligence are changing the coaching game

…and much more.

The State of Virtual Sales Coaching: 5 Tips to Help You Adapt this Quarter

The era of rep-centric sales enablement has arrived. Are you prepared?

Learning and content capabilities are merging. Technologies like conversation intelligence and AI-powered coaching can provide deeper insights and better, more scalable sales support than ever before. But in order to be truly effective, today’s enablement tools and strategies must be focused on answering a single question: how can reps be more effective at selling in a virtual world?

This requires a mindset shift that aligns everyone on the revenue team—from marketing to sales to customer success—around seller needs. Sales content can no longer simply be distributed and abandoned, it needs to be activated to ensure reps know how to use it. And learning can’t just be forced onto teams from the top down…it must be shared and consumed by sellers.

Stream this webinar on-demand to hear from Allego’s marketing leaders, CMO Wayne St. Amand and Sr. Marketing Director Jonathan Carlson, as they guide you through the new sales enablement landscape.

You’ll learn:

What an evolved sales enablement approach looks like, and how to implement it on your team
Why sales and marketing alignment is critical for virtual selling success
How artificial intelligence optimizes curation, virtual coaching, and skill development
How to mature from content management to content activation
Why enabling a culture of rep-to-rep knowledge sharing is one of the best ways to drive business outcomes
…and much more.

Save your seat today.

Why the Next Era of Revenue Growth Depends on a Rep-Centric Strategy

70% of new sales content is never used. Is your content driving sales conversations—and results?

To keep your sellers ahead of the competition and hitting their targets, they need access to the most timely, relevant, and impactful materials.

But it’s not enough to simply make assets available—sellers must know how to use these resources and when to deploy them in the sales process.

Join Jessica Peck, Sales Content Manager at Allego, and Jake Miller, Senior Product Marketing Manager at Allego, to learn how you can improve your content strategy to activate your sellers with the materials and knowledge they need to produce results.

You’ll learn:
  - Why most sales content is never used and how to avoid 4 common mistakes
  - Best practices to equip sellers with the information they need to deliver the perfect pitch every time
  - New ways to improve content relevance and maximize content adoption by sellers
  - Tactics to speed up your content production timeline and reduce costs
  - How sales enablement technology can help you deliver the knowledge, content, collaboration, and insights to drive results

Content That Works: How to Activate Sellers with Better Sales Content

How many sales tools did you consider in 2022?

How many did you buy?

It’s difficult to know if any given tool is worth investing in, let alone which platforms will actually power your teams to create and close revenue more efficiently and effectively.

That’s why we asked more than 1,000 Sales Hacker community members about their experience with 60+ tools across 7 categories.

We examined which tools are used more by high-performing teams, which led to some insights we weren’t expecting when we began this study.

You'll learn:
- The sales technologies most likely to power you past your revenue targets
- Why sales leaders are planning big changes to their sales tech investments in 2023
- How to think about investment in your sales tech stack for an edge in 2023

New Research: The State of the Sales Tech Stack in 2023

Sales Enablement

Sales Leadership

Sales Technology

Sales Training

Sales Development

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New Research: The State of the Sales Tech Stack in 2023

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