There are tons of sales productivity tools out there, and they all promise you the world. “We’ll help bring your costs down, we’ll give you more time for selling!. There are tons of sales productivity tools out there, and they all promise you the world. According...
Just like fishing, an account manager involved in a complex sale needs to rely on a wide range of overlay expert resources to keep it all together. Landing an enterprise technical sale is like going deep-sea fishing and hooking a big marlin. You’re straining at the...
To maximize time and meet sales targets, have a strategy that keeps your focus on your #1 goal - making the sale! Do you often find yourself wondering where the day went? Are unwanted distractions bogging you down? Are you searching for a way for your...
There are several processes that make (or break) a business. Perhaps the most important of these is the process that goes into your marketing and sales pipeline. This is where your leads turn into customers, where your main revenue comes from. Your marketing and sales pipeline refers to the...
The ping of the email. The buzz of the phone. The coworker who just needs to ask you one quick question. Distractions are more than annoying: over the course of a day they add up to a significant loss of time. Over the course of a year,...
Over the last decade, we’ve seen Sales Enablement evolve as its own department within large sales organizations. But what exactly is Sales Enablement? How is it different from Sales Operations? Is one a replacement for the other? Can you have Sales Enablement without Sales Operations? Let’s look...
By 2017, companies are expected to invest as much as $30 billion in sales acceleration technology. But what is it? Sales acceleration tech helps salespeople identify qualified prospects, connect with them, and ramp up productivity during the selling process. Sales acceleration tech helps frontline and behind-the-scenes salespeople identify...
You may have heard a recent news story about a man who ran the entire Boston marathon while juggling. (His name is Michael Bergeron if you want to look him up.) Now, you might ask yourself, “Isn’t running a marathon hard enough? That sort of...
Channel consultants give a clear roadmap for success by identifying important resources, managing aspects of projects and focusing partners. An effective Partner Enablement program keeps all partners focused and on task, while helping to drive projects forward. That’s the finding of clients who have worked with...
There is no doubt that the dynamics of B2B sales interactions is rapidly changing and continuously evolving. One of the key reasons for the changes encountered by sales organizations is today’s buyers are better informed than ever. They cover a significant part of the buyer’s...