December 2016 – Month in Review

21 Dec December 2016 – Month in Review

In case you missed it, we compiled some of the best sales enablement articles from December. Check out these articles to learn more about recent trends and hot topics in the sales enablement space.

Getting The Most Out of Your Enablement Technology – Tamara Schenk

Sales leaders have lots of expectations when it comes to sales enablement content management. In this article, Tamara Schenk explores sales performance and the most effective ways to reap the benefits of SECM solutions.

2 Questions That Lead to Sales Success – Lisa Wicklman

Sales enablement resources act as valuable tools for a successful sales rep. In this post from Salesforce, Lisa Wicklman offers two important questions reps must ask themselves before sales enablement technology can serve its purpose.

Sales Improvement: Driving Adoption Inside a Matrix Organization – Greg Alexander

Large enterprises are investing heavily in sales enablement, yet many are not realizing the full value of these investments. One of the causes of this unfortunate outcome is the matrix organization. Ian Petersen, Senior Vice President of Sales Operations and Enablement at Frontier Communications, demonstrates how to achieve program adoption in a matrix organization by answering a series of guided interview questions.

How To Scale A Social Selling Program – Danny Wong

In the B2B community social selling is becoming crucial in order to reach an expanded pool of customers. In this post from Tenfold, learn how to increase sales efficiency while maintaining the intimacy of the platform that makes social media so successful.

Untangling the Content Technology Knot – Cheri Keith

Is your company seeing a return on investment with content technology? In this post from SiriusDecisions, Cheri Keith highlights mistakes B2B companies may be making today. Learn how to separate content priorities and technology concerns to increase sales performance.

Re-Thinking Sales Enablement in an Account Based World – Peter Mollins

There is a reason that everyone is talking about Account Based Everything. Sales and marketing alignment is increasingly more important. Establishing a clear avenue to align the two still poses a significant problem for some companies. Due to the nature of ABE, marketing and sales can work together in the most effective ways possible.

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