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Category Archives: Blog

Who Owns Sales Enablement?
The Relevant and the Timely

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Another strong piece from Sales Benchmark Index’s expert Eric Estrella. He makes a compelling case for “Who Owns Sales Enablement”, putting forward sales itself. It’s a well-timed post, as many sales organizations are wrapping up their quarters and heading into QBRs where sales enablement is key. Statistics from Sirius Decisions show that the market largely […]

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Email Templates:
Boost Sales by Controlling Messages

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Marketing content helps sales communicate your value efficiently. It’s a sales enablement powerhouse because it’s standardized, shareable, and clearly influences sales. But those great case studies and videos can fail if you’re missing a key element. How do sales people share content with prospects? Email. How do sales people share content with prospects? Generally with email. […]

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Filling the #1 Sales Enablement Gap

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Sales Benchmark Index is one of my favorite sources for sales and marketing insight. A post Daniel Korten wrote last month is a helpful one. It looks back on the rise of Sales Enablement in 2014. And it looks forward to see how you can make your sales enablement succeed in 2015. Starting by Looking […]

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3 Simple Approaches to Improve Content Performance

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Remember the days when the marketing function was personified by Don Draper-esque creative types whose responsibilities were to deploy their imaginative genius to shape the perception and image of a brand? Well, those days are gone. Sure, that’s still part of marketing’s role. In fact, with the growth of content marketing, creativity and storytelling might […]

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Recommend Sales Enablement
Content that Performs

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If you’re like most sales enablement and marketing organizations you produce a lot of content. And you’ve likely seen the – sobering – statistic that 70% of content never gets used. In previous posts I looked into the 70% from the perspective of ensuring that sales people can discover relevant content. But a feature from […]

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