sales enablement
Playbooks and the automation of deal level strategies
Sales playbooks have become increasingly popular as a way to improve sales enablement and, by extension, sales execution. Before we delve into the details, let’s take a page from Vince Lombardi and start with the fundamental question: What is a sales playbook?
Sales Transformation – Don't Do Software Trials!
The most difficult part of an enterprise to transform is the sales organization. Many leaders see their revenue machine as a mystery black box filled with a little bit of science and a lot of art. On this, the allure of sales and marketing software tools (CRM, Methodology Playbooks, LinkedIn Sales Navigator, and social selling platforms) promise to bring increased reach, accelerated results, buyer alignment, consistency in sales execution, transparent pipeline creation, timely opportunity progression and predicable forecasting.
6 ways to improve your B2B win rates
If you're facing increased competition, multiple stakeholders in each buying decision, longer sales cycles and rising sales costs, you are not alone. Many sales organizations need to revise both their strategy and tactics; doing more of the same will not help them reach their targets. This blog post is intended to provide a simple framework for how to best plan our execution, when engaged in complex b2b sales.
The key to great B2B sales questions - get your prospects to choose
You’re probably very familiar with the difference between open and closed questions, and how and where they can be most effectively used in the sales process. At the most basic level, closed questions allow the person asking the question to retain control of the conversation, whilst open questions hand control of the conversation to the person answering the question.
Executing your sales strategy - the importance of how-to
In the B2B sales space, there is a wealth of information on emerging trends and the strategies required to adapt. Readers of this blog have likely heard about the ongoing polarization of sales, where the transactional becomes increasingly commoditized and automated while B2B sales gets even more complex. How will you survive and thrive in an era of global competition and informed buyers?
Sales Enablement: are you adding or removing obstacles for your team?
B2B reps are asked to wear many hats - they need to research, pitch, present, project manage, create urgency, negotiate, close, and deliver on promises made. It is the type of occupation that requires a wide range of skills and responsibilities. However, to get the most out of your sales force, one must actively work to remove obstacles rather than keep adding more and more responsibilities to an already full plate.
