sales enablement
Why your reps don't have good value conversations and how to fix it
Everybody knows that value conversations are important to sales success, but remarkably few sales teams consistently execute on the concept. It can be frustrating to teach reps the importance of value-based selling, to enroll them in training, and to watch them continue to try to sell features or have generic sales conversations that go nowhere.
Sales Enablers: Focus on Sales Force Performance (not Sales Reps)
Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of ATD (and almost anyone close to the Sales Enablement market) will tell you, "sales enablement" means different things to different people, and is being executed differently in different organizations. This certainly is apparent in the job descriptions I've reviewed.
Is the current SDR model destroying your effectiveness?
A lot of companies think that in order to be effective in sales, they need a large team of young, inexpensive "Sales Development Reps" (SDRs) lining up emails, inmails and sales calls and talking customers into exploring their products & services. This model of sales started in Silicon Valley, and has been successful in expanding the reach of many SaaS and other technology companies.
Sales Mastery or Sales Enablement?
I've worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years.
How to visualize value to dramatically improve sales outcomes
Few factors impact the success of a sale more than how you communicate the value that your product or service will bring to the customer. Yet many salespeople fail at having meaningful value conversations with their prospects.
Here's how to tell if Membrain is right for you
Choosing the right CRM for your organization can be tough, and fraught with perils. The wrong choice can be expensive both from a direct cost perspective, and in lost productivity and poor adoption rates.
