April 2015

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sales enablement tools
Sales Enablement Tools Budgets Rising – Fast

Just in time for their annual summit, SiriusDecisions announced some intriguing data about the sales enablement tool space. SiriusDecisions service director Jim Ninivaggi (one of our sales enablement thought leaders!) summarized the research in a column here.The key finding that Jim calls out is that...

Onboarding with Sales Enablement
4 Tips for Using Sales Enablement for Onboarding

A recent Aberdeen Group study found that it takes seven months and almost $30,000 to recruit and onboard a new sales rep. This stat reveals two primary challenges for B2B organizations. The Challenges Challenge #1: Finding Sales RepsAccording to Forbes, the sales representative position is one of...

B2B Buyer
Who is the 2015 B2B Buyer?

The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. It is increasingly important for sales organizations to not only recognize these changes, but also to adapt and reorganize, if necessary. But before you make any major modifications, you should...

Customer Experience as Sales Enablement
Customer Experience as Sales Enablement

Today’s B2B selling environment is a challenge. Buyers are more harried than ever. That makes it especially difficult to encourage prospects to bring on another project to an already full plate. Anything your sales and marketing organization can do from a sales enablement perspective to...

Content Pipeline Visibility
Complete Pipeline Visibility

The last 10 years have seen a massive change in the way sales and marketing approaches the funnel. No longer is it enough to consider the funnel to be solely an art. It’s a science, with marketers investing in analytics and automation technologies to understand,...

Sales Teams Accelerate
Sales Teams Accelerate Every Sale

Today’s buyers are more sophisticated than ever. They want sales reps that add value by communicating relevant, informative, and challenging information. Insights that help a buyer improve their business.But just 20% of sales people add value to a sales conversation, according to Forrester Research. When...

QuickPlays Guided Selling
Guided Selling with KnowledgeTree

Equipping your sales team with the right assets for a given situation is a crucial part of a well oiled sales process.  Relevant assets empower the sales team to communicate value and establish rapport with their prospects.  But, assets are only one part of the...

Custom Sales Decks
Create and Share Custom Decks With PerfectPitch

Enterprise sales organizations commonly have large branded slide decks that are repurposed and borrowed from to create custom presentations.  Too often, the creation and distribution of these custom decks is a manual process.  How can you ensure that reps creating custom decks do so with...