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content to sales
Solved: Getting New Content to Sales Teams

If you’re in Marketing or Sales Enablement you’ve likely felt this pain. You’ve produced a great new white paper or updated your corporate presentation. Now you want to make sure that the sales team knows about these updated collateral pieces. How do you do it? Traditionally you’d send...

4 Keys to Sales Prospecting Success
4 Keys to Sales Prospecting Success

Sales prospecting is a vital part of most go-to-market strategies. It is especially critical in a challenger-based sales where it’s necessary to disrupt a buyer’s status quo. As a result, sales enablement efforts that make sales prospecting efficient can have a major impact. That’s why ZoomInfo...

Sales Enablement Expert Panel: Best Practices for Your Sales Team
Sales Enablement Expert Panel: Best Practices for Your Sales Team

Last week KnowledgeTree CTO and Founder, Daniel Chalef, hosted a fascinating sales enablement panel. Bringing together expert thinkers and practitioners from Red Hat, Xactly, and ZoomInfo, it was a informative look at sales enablement tools, processes, and methodologies. You can see the video in its entirety...

SalesLoft Rainmaker 2015 - Sales Development Conference Recap
SalesLoft Rainmaker 2015 – Sales Development Conference Recap

Last week SalesLoft, a hyper-growth (and hyper interesting) sales software company in Atlanta, hosted its first major industry conference. It focused on inside sales and sales development (SDR) teams. With 250+ attendees, including some of the top thinkers and practitioners in the sales space, it...

Sales Enablement for Your Core Sales Teams
Sales Enablement for Your Core Sales Teams

Every sales organization can be divided into top performers, under performers, and your core sales team in the middle. Research from the Aberdeen Group looked at these three groups and found some striking outcomes for each set of sales people.Top sales performers, those that exceeded...

Sales Enablement Panel Discussion
Sales Enablement Panel Discussion

In a game of percentages even minor enhancements can have major impacts. Look at your sales funnel. Improving the conversion rate of your prospects into leads or opportunities into closed won by even a small fraction can translate into major effects. That’s why an upcoming panel...

The Silliness of Not Measuring
The Silliness of Not Measuring

HubSpot recently picked up on an infographic we developed contrasting the use of content through the funnel. When putting the infographic together we came up with a snappy neologism, content selling, to name the use of content at the mid- to bottom of the funnel. That is,...