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Why Sales Should Be the Content Generators for Sales Enablement

March 5, 2021 / by Spencer Grover posted in Sales Training & Coaching

There’s a ton of confusion over who creates the content for enablement. It’s usually an awkward grey area, with sales, sales engineers, marketing, enablement, and ad-hoc SMEs building stuff on demand. 

But really, sales should be the generator for enablement content. I’m going to outline exactly why, and how to make that happen without taking your reps off the floor.

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Why You Need to Measure Revenue Outcomes in 2021

February 26, 2021 / by Spencer Grover posted in Sales Training & Coaching

At the end of 2020, we predicted that enablers would see continued pressure in the new year to prove their impact on revenue. Then, almost as if we planned it, we provided a roadmap to revenue attribution. 

Today, we’re going to dive into why – why does enablement need to start tying its effort to revenue goals?

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14 Absolutely Must-Do Things To Be A Great Sales Coach in 2021

December 31, 2020 / by Spencer Grover posted in Sales Training & Coaching

Sales coaching is, without exaggeration, one of the most powerful ways to boost your team’s numbers and produce stellar salespeople.

Companies that provide an optimal amount of coaching see 16.7% greater annual revenue growth over those that don’t. That says a lot about the impact a sales coach can have.

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9 Clarifying Questions To Ask Your Prospects

December 29, 2020 / by Spencer Grover posted in Sales Training & Coaching

Most of being an effective sales rep comes down to effective listening and asking good questions.

Questions get us to the heart of a prospect’s problem so that we can formulate the perfect solution for them.

But not all questions are the same.

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The 16 Sales Collateral Your Team Needs (With Examples)

December 15, 2020 / by Spencer Grover posted in Sales Training & Coaching

Sales collateral is necessary at all points of the purchase journey. And particularly beyond the Awareness stage, they can be a salesperson’s best friend.

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10 Tips for How To Get Into Software Sales

December 10, 2020 / by Spencer Grover posted in Sales Training & Coaching

Software is eating the world. And software sellers are along for the ride as it does. 

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The #1 Sales Hiring Mistake That’s Insanely Easy To Avoid

December 3, 2020 / by Spencer Grover posted in Sales Training & Coaching

So you’re hiring a new salesperson for your team.

Do you hire for sales experience, or do you take a chance on a keen, albeit inexperienced, salesperson?

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Gap Selling: Everything You Need to Know

November 19, 2020 / by Spencer Grover posted in Sales Training & Coaching

The Gap — no, not the American retail store, this refers to the gap between where a prospect is and where they want to be.

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How Coaching Can Shorten Sales Cycles

October 27, 2020 / by Spencer Grover posted in Sales Training & Coaching

Once you identify that your team has a sales cycle length problem, it’s time to do something about it. Here’s everything you need to know to create sales coaching programs to shorten your sales cycle.

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Why You Need To Measure Seller Behaviour Change Right Now

October 20, 2020 / by Spencer Grover posted in Sales Training & Coaching

Charles Darwin said it’s not the strongest or smartest species that survives, but rather the species that’s the most adaptable to change.

Chuck might as well have been talking about sales enablement. Sales reps’ tactics often need to change to meet the required revenue goals set by leadership. And no matter how clever you think your programs are, leadership won’t care if they don’t get you closer to your revenue goals. And the only way you’re going to do that is to change seller behaviour. 

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How To Transform Enablement With Asynchronous Training

October 14, 2020 / by Spencer Grover posted in Sales Training & Coaching

Sitting in Google drives, SharePoints, and laptop folders across the world, collecting digital dust and just waiting to see the light of day, are hundreds of enablement programs that were initially meant for day-long, in-person training sessions.

But let’s face it – they aren’t going to happen any time soon.

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What Gong + Clearbanc Taught Me About Coaching Sales

October 1, 2020 / by Spencer Grover posted in Sales Training & Coaching, Sales Enablement Metrics & Analysis

Last week I was lucky enough to sit down and “moderate” (read: shoot the breeze with some cool people) a panel discussion between Matt Biggerstaff, CSM at Gong, Adriana Romero, Sales Enabler at Clearbanc, and our senior CSM here at LevelJump, Becca Shaffer.

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The 22 Best Sales Podcasts To Give You an Edge

August 27, 2020 / by Spencer Grover posted in Sales Training & Coaching

As you might have noticed, podcasts are sort of a thing. And you also might have noticed, there’s an awful lot of chaff in that wheat.

So we did the hard work for you and rounded up the 22 best sales podcasts we could find. These podcasts vary from pure tactics and the latest trends, to management expertise and insightful tips backed by years of experience.

Get ready to smash that subscribe button 22 times in a row.

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20 Simple Ways To Engage Your Remote Sales Team

August 21, 2020 / by Spencer Grover posted in Sales Training & Coaching

There was a clear trend of remote working even before COVID. Global Workplace Analytics reported in 2019 that in the last decade and a half, the remote working population has grown 11% faster than the rest of the workforce. This also applies to sales companies and teams, where in the US, about half of all sellers are now on inside sales teams.

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The Secret to Managing Millennial sales reps [2020 update]

July 8, 2020 / by Spencer Grover posted in Sales Enablement, Sales Training & Coaching, Sales Enablement Best Practices

Millennials are no longer just a part of the workforce. They are the workforce. 56% of US workers are millennials today, and that number will grow to 75% in the next 10 years.

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Video: The Key to Bite Sized Learning

June 15, 2020 / by Yoni Yampolsky posted in Sales Training & Coaching

 

The COVID pandemic has validated what we already suspected:

Modern enterprise runs on video.

Streamlining internal communication for newly-remote teams, video conferencing solutions have gained widespread adoption. Long a weapon of choice for tech and SaaS sales teams, video solutions like Zoom are now being used by virtually every sales organization.

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What To Do After the Sales Kickoff

August 20, 2019 / by Spencer Grover posted in Sales Training & Coaching

Tis the season for sales kickoffs. Many companies still have physical sales kickoffs and a growing number have virtual sales kickoffs.

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Bringing your “Eh” game to sales!

May 31, 2019 / by David Bloom posted in Sales Training & Coaching, LevelJump News, Sales Enablement Best Practices

Last night was a great night.

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3 Ways to “Peloton-ize” Your Sales Training Program

April 8, 2019 / by David Bloom posted in Sales Enablement, Sales Training & Coaching, Sales Onboarding, Sales Enablement Best Practices

Peloton is a tech / fitness company launched in 2012 and is reportedly now approaching an $8 billion evaluation. In addition to being wildly successful, they’re the first company to break the SoulCycle cult, surpassing their active users in Q4 2018.

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Your Sales Tech Shopping Spree - A Buyer’s Guide

December 10, 2018 / by David Bloom posted in Sales Enablement, Sales Training & Coaching, Sales Enablement Best Practices, Sales Enablement Technology


 

'Tis the season to be shopping. Not just for your friends and family, but spending some cash to supercharge your sales team.

 

Maybe you have end-of-year budget to spend, or you’re planning your sales tech spend for 2020.

 

Where sales tech should you buy?

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