Showpad

JUNE 24, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

Sales 73

Sales Stakeholders Communication Organization 73

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. Yet, while we can exert influence, we lack the authority to direct sales teams to take specific actions or change behaviors. It’s a classic case of influence without authority.

Leadership 130

Leadership Stakeholders Decision-making Sales Training 130

Hubspot Sales

JUNE 5, 2019

Sales process maturity: Before you can teach other people how to sell your product, you need to understand how to sell it yourself. Sales process complexity: Along similar lines, the lengthier and more complex your sales cycle, the harder it will be for your partners to resell. Retention rates for partner sales versus direct.

Sales 111

Sales Retail Onboarding Stakeholders 111

Hubspot Sales

JULY 1, 2019

Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. ABS maintains this account-level focus after the sale. Meanwhile, account managers and marketers work hand-in-hand to identify upsell and cross-sell opportunities.

Stakeholders 100

Stakeholders Sales Finance Decision-making 100

Showpad

JANUARY 26, 2020

Improved Sales productivity, more wins, better training – these are just a couple of the benefits that a Sales enablement strategy generates. However, despite the potential for these gains, there are several Sales enablement challenges professionals like Sales managers and leaders may encounter.

Onboarding 64

Onboarding Sales Acquisition Software 64

Zendesk

MAY 26, 2022

Some common examples of digital sales collateral include: PowerPoint presentations: slide decks for sales presentations. Ebooks: long-form discussions of blog topics. Sales cycles partly run long due to a lack of communication or commitment between stakeholders. Sales collateral best practices + tips.

Advertising 97

Advertising Sales Digitalization Decision-making 97

Hubspot Sales

OCTOBER 5, 2017

Leads: Potential customers who have expressed interest in our company or services through behaviors like visiting our website, subscribing to a blog, or downloading an ebook. Stakeholder-level. There are two types of people involved on the other end of our sales process: Decision-makers and influencers. Was it something I did?

Sales 145

Sales Decision-making Prioritization Media 145

Showpad

MAY 18, 2020

Sellers are forced to connect virtually with prospects, customers and internal stakeholders, all the while under the gun to hit their quotas, avoid distractions and stay productive amidst dramatic change. Sales enablement is the solution. But salespeople aren’t the only ones trying to avoid the pitfalls of our new normal.

Prioritization 52

Prioritization Digital Transformation Sales Negotiation 52

Showpad

JUNE 23, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

Stakeholders 40

Stakeholders Communication Organization B2B 40

PandaDoc

APRIL 24, 2023

To help your sales team add value to every potential customer interaction, they need content for each stage of the customer journey. Typical types of content involved in a sales enablement strategy include case studies, testimonials, product sheets, messaging guides, articles, email templates, ebooks, reports, and whitepapers.

Sales 52

Sales e-Learning Onboarding Software 52

Nutshell

JANUARY 14, 2020

Since a SaaS product is typically more complex to use than a physical product, prospects need a lot more education and training from sales reps before they feel prepared to buy. Educational selling is very important for my team,” says Kyle Ferretti , the US Sales Manager at SEMRush. Deal Velocity.

Sales 127

Sales Software Software CRM 127

Showpad

OCTOBER 8, 2019

When looking at core tenets of the selling process, it’s easy to see that information is a coin of the Sales realm. Therein lies a key factor behind the importance of enablement software that drives effective Sales processes. Human error can slow down even the best of Sales enablement tools and tactics. Measure and report.

Sales 45

Sales Software Software Co-Creation 45

Showpad

NOVEMBER 4, 2019

While not a radically new position, the Sales enablement manager is focused on making certain that Sales teams have adequate support, the onboarding process is smooth , and Sales and Marketing work together. Sales enablement managers are there to take that task off their reps’ plate, quickening the Sales process.

Management 40

Management Sales Onboarding Leadership 40

SBI

NOVEMBER 7, 2019

Resources All White Paper Awards & Recognition Blog Article Brief Case Studies eBook ebooks & Guides Funding & Acquisitions Guide Industry News Infographic Interview Podcasts Report Resources Video Video Reviews Webinars. Sales Enablement. Sales Enablement. Sales Enablement. Sales Enablement.

Acquisition 20

Acquisition Account Planning Onboarding B2B 20

Hubspot Sales

AUGUST 21, 2023

Use go-to-market strategy templates Launching a new product or service can get overwhelming very quickly, especially when there are many moving parts and stakeholders. They show this through digital behavior like downloading an ebook or joining a webinar, allowing you to engage them with educational content.

Marketing 98

Marketing Brainstorming Advertising Decision-making 98

PandaDoc

NOVEMBER 25, 2022

This implies a longer sales cycle, higher risk in case the deal falls through, and higher acquisition costs. Ready to fortify your sales pipeline? This eBook will help you get the job done. While the core idea of offering tailored goods and services remains, the market is different, and it forces the sales teams to adapt.

Procurement 52

Procurement e-Learning Publishing Decision-making 52