Sales Enablement

Sales Enablement in 2019: Looking to the Future

Filed in Sales Enablement on November 20, 2018 by
Sales Enablement in 2019: Looking to the Future

A new year is coming, and with it, new opportunities for embracing ways to sell smarter and sell better. And it starts with sales enablement. Sales enablement has “moved from the margins to the mainstream,” according to an executive summary report from CSO Insights. In 2013, fewer than 20% of companies worldwide were dedicating resources […]

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5 Sales Enablement Challenges Every Marketer Faces and How to Solve Them

Filed in Sales Enablement on October 25, 2018 by
5 Sales Enablement Challenges Every Marketer Faces and How to Solve Them

Only 30 percent of today’s organizations are meeting their sales enablement goals, according to the comprehensive 2017 CSO Insights Sales Enablement Optimization Report. While it’s widely understood that aligning sales and marketing teams is a difficult achievement, it’s also true that neither can exist without the other. And the rewards reaped from a successful sales/marketing […]

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Cold Calling Tips: Don’t Do It!

Filed in Sales Enablement on September 9, 2018 by
Cold Calling Tips: Don’t Do It!

Sales teams go through the ringer. They deal with stress that may not always be apparent to their colleagues, such as struggling with cold calling. Not only can it be hard to make a pitch to a stranger over the phone, but the rep is aware that the other person is very busy and resents […]

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Direct Mail Copywriting Tips: Writing a Personalized Note That Converts

Filed in Content Marketing, Sales Enablement on August 21, 2018 by
Direct Mail Copywriting Tips: Writing a Personalized Note That Converts

Personalized notes are the whole reason you should send direct mail. This is the key to building real engagement. Here’s how to perfect your writing.

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Guide to Increasing Sales Pipeline

Filed in Sales Enablement on January 31, 2018 by
Guide to Increasing Sales Pipeline

B2Bs sales cycles tend to be long and complex. Purchase decisions don’t come quickly. Think of it as a B2B dating (selling) and mating (sold!) game. It takes a complex, perfectly timed mix of messages, calls, preparation, patience, meetings and presentations to take a pitch all the way past the sold finish line. That mix […]

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How To Revive Stalled Deals

Filed in Sales Enablement on January 24, 2018 by
How To Revive Stalled Deals

Surviving in SaaS sales means dealing with stalled deals. There are probably more stalled deals in your CRM than dead ones. When deals stall out, our emotions threaten to take over and we only think of ourselves. We want action. We want a close: the finish line is right there. But hammering prospects for action is […]

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5 Strategies for Building a Winning Sales Development Team

Filed in Sales Enablement on January 13, 2018 by
5 Strategies for Building a Winning Sales Development Team

You need to keep your pipeline full, but it needs to be full of quality leads. No matter how big, or small, you are there is no getting around: garbage in, garbage out. The lead driving engine today is a quality, all-star team of Sales Development Representatives. So how do you build that rock star […]

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3 Ways to Win the Sales Game with Direct Mail

Filed in Sales Enablement on August 8, 2017 by
3 Ways to Win the Sales Game with Direct Mail

It is more difficult than ever for a sales professional to connect with decision makers. Business executives receive an average of 122 emails a day, causing them to ignore sales correspondence and messages. Picking up the phone is no exception and takes the average sales person eight phone calls to contact a prospect. You need a real […]

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This Changed Everything for Our SDR Team

Filed in Sales Enablement on July 11, 2017 by
This Changed Everything for Our SDR Team

“Assume they don’t want to talk to you.” This is the idea that changed everything for our SDR team. Before, we were on the wrong side of no. We thought we were better than no.  It’s a defense mechanism against rejection; hearing ‘no’ call after call, email after email is disheartening. If a customer can […]

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Four Tips to Personalize Field Marketing

Filed in Featured Posts, Sales Enablement on June 27, 2017 by
Four Tips to Personalize Field Marketing

Shatter Digital Barriers, Deliver World-Class Experiences Wealth Managers, Financial Advisors and Brokers are being surrounded by challenges, from new regulations that hinder marketing to changing demographics (Millennials and aging Baby Boomers). The stakes rise higher with the looming threat of robo-advisors, the growing dependency on digital technology and lofty customer expectations. To stay competitive, wealth […]

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