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sales enablement & marketing content
Sales Organizations Need to Challenge Buyers

Hank Barnes put out a terrific blog post regarding a controversial stat: the amount of the journey that a buyer goes through prior to purchase. That stat claims that a significant amount of the purchasing journey occurs before a buyer connects with a sales person.For a...

Culture of Content
How to Create a Culture of Content

You’ve heard it before: Content is King. Content marketing is a $44 billion industry and is used by 83% of B2B organizations, but getting it right isn't always easy. Simply creating content is not the challenge, but rather continuously creating a variety of quality content that is...

Sales Portals
Sales Portal: 3 Ways to Revive Your Disused Intranet

Sales portals are an essential tool for sales and marketing teams. They’re where case studies, datasheets, and presentations are stored. They’re where sales enablement teams add playbooks, competitive information, and training materials.That’s a lot of critical content. Content that helps sales position products and engages...

Top Sales Rep
What Makes a Top Sales Rep Successful?

Organizations need sales reps – they are critical to the success of the business. But even with such a key role in the company, only 1/3 of sales people meet or exceed quota, meaning that 2/3 of reps fail to reach their annual sales goals.Steve...

The Race for Sales Success
The Race for Sales Success: 9 Ways Sales is Like Running

We are continually touched by the heart-warming stories of athletes who persevered through their trials, tribulations, and tragedies. We pull inspiration and motivation from their wins and losses. And with over 65.5 million runners and joggers in the United States alone, it’s likely that most of...

Social Selling
Social Selling Panel

Last week I had the chance to join 3 social selling practitioners / experts on a fun, engaging panel. Mike Kunkle from GE Capital, Keith Burrows from Lattice Engines, and Melanie Barrett from Vision Critical brought a wealth of insight into how social selling helps reps...

Sales Enablement Metric
The Biggest Sales Enablement Myth Exploded

SiriusDecisions just wrapped up their always epic annual summit. When you put 2000+ go-to-market experts under one roof, you’re going to get great interactions, best practices, and insights. A crowd favorite insight from the analyst team was a takedown of one of the most misquoted...

Sales Productivity
How to Improve Sales Productivity: 7 Helpful Hints

Sales productivity is the #1 challenge for almost 65% of B2B organizations, according to research from The Bridge Group. Therefore, optimizing sales productivity should be one of the most important aspects for a business to focus on – the efficiency, effectiveness, and productivity of the salesforce...

SiriusDecisions Summit
SiriusDecisions Day 2: Automate It

Another strong day on the board from the team at SiriusDecisions. One session that stood out in particular was Jay Famico looking at growth hacks. He kicked things off with the story of Paul Bunyan and his competition for lumberjack bragging rights with a machine....