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.
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?
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.
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.
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.
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?
The Gap — no, not the American retail store, this refers to the gap between where a prospect is and where they want to be.
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.
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.
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.
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.
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.
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.
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.
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.
Tis the season for sales kickoffs. Many companies still have physical sales kickoffs and a growing number have virtual sales kickoffs.
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.
'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?
