Sales Enablement Best Practices
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Sales Enablement Best Practices
Sales Enablement Best Practices
Here are 20 useful blog resources we recommend to inform your organization's sales enablement strategy planning
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Appealing to Your Sales Team’s Competitive Nature

Appealing to Your Sales Team’s Competitive Nature | Sales Enablement Best Practices | Scoop.it
Most of us would agree that salespeople are competitive by nature. This is obvious and necessary. After all, these are the people we put on the front lines to win the day and bring back revenue-producing opportunities for the company.
The Sales Management Association's insight:

This ASTD blog post describes to readers the benefits of integrating gamification activities into your sales enablement strategy, elaborating on how they beneficially impact sales team performance.

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Why Selling Internally Is Key To Success for Sales Enablement Professionals | Sales Enablement Perspectives

Why Selling Internally Is Key To Success for Sales Enablement Professionals | Sales Enablement Perspectives | Sales Enablement Best Practices | Scoop.it

Selling internally – that’s when sellers complain about processes, templates, specific questions they have to answer to get delivery commitments, necessary invests and so forth…"

The Sales Management Association's insight:

This blog, written by Tamara Schenk, describes the importance of clearly communicating sales strategy throughout the organization in order to enable sales. She hilights the importance of gaining support of all internal stakeholders to provide the necessary motivation and insight for selling success.

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Getting Zen about Sales Enablement | Forrester Blogs

Getting Zen about Sales Enablement | Forrester Blogs | Sales Enablement Best Practices | Scoop.it

When you put the word “sales” and “enablement” together – it sure can mean a lot of different things – to a lot of different people."

The Sales Management Association's insight:

Forrester's blog discusses how the definition of sales enablement can differ depending on the individual - and hilights the importance of clearly defining strategic objectives to enable sales effectively.

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Technology for a Successful Sales Enablement Model

Technology for a Successful Sales Enablement Model | Sales Enablement Best Practices | Scoop.it
The sales process in the twenty first century requires a nimble and responsive organization.
The Sales Management Association's insight:

This TinderBox blog presents a Sales Enablement Model that outlines how each stage in the selling process fits into enabling successful sales performance. The piece also touches on useful tools and technologies for driving sales enablement effectively.

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Improving Marketing and Sales Alignment - Destination CRM

Improving Marketing and Sales Alignment - Destination CRM | Sales Enablement Best Practices | Scoop.it
Improving Marketing and Sales Alignment
Destination CRM
Typically, marketing defines a strategy, develops a value proposition, executes a series of campaigns, and hands off collateral and leads to sales.
The Sales Management Association's insight:

This blog post from Destination CRM discusses how enhancing marketing and sales alignment facilitiates value-based selling and enhances customer experience. The blog focuses on strategies for and benefits of effective customer relationship management in the context of sales enablement.

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The role of sales enablement in modern B2B organizations: Q&A with Jim Ninivaggi & Edge Coble of SiriusDecisions | @HeinzMarketing

The role of sales enablement in modern B2B organizations: Q&A with Jim Ninivaggi & Edge Coble of SiriusDecisions | @HeinzMarketing | Sales Enablement Best Practices | Scoop.it

Earlier this month, SiriusDecisions held an executive summit in Seattle focused on the topic of sales enablement.  It was, in typical Sirius fashion, a morning packed with best practices, frameworks and great ideas to improve operations and results in any B2B sales & marketing set-up."

The Sales Management Association's insight:

This blog, published by Heinz Marketing, discusses tactics for optimizing sales enablement strategies. The piece specifically presents insights on why collaboration between sales and marketing teams is crucial for enabling sales effectiveness.

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Sales Enablement Tips - Brian Groth's Life at Microsoft - Site Home - MSDN Blogs

This is the time of year at Microsoft when employees put a bit of focus on where they want their career to go. For me, I’ve been thinking quite a bit about my career in sales enablement. I have to admit that I didn’t plan on this as a career, and I’ve done a variety of jobs that weren’t specifically called that, but when I look back I can see that I’ve been focused on sales in one way or another for almost 20 years."

The Sales Management Association's insight:

This blog posted by MSDN first describes the mission and focal goals of sales enablement initiatives, and then goes on to present proven tactics for enabling sales performance and measuring your strategy's success.

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If Business was the NFL: 4 Trades for Better Sales Enablement

If Business was the NFL: 4 Trades for Better Sales Enablement | Sales Enablement Best Practices | Scoop.it
If you could make trades in your business like the NFL, here are just a few moves that are sure to boost your sales enablement efforts.
The Sales Management Association's insight:

This Brainshark blog piece focuses on 4 emerging trends for sales enablement and describes how organizations ought to adjust sales processes accordingly.

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Misalignment with Buyer Is Leading Cause for Poor Sales Close Rates, According to SAVO Survey - The SAVO Group

Misalignment with Buyer Is Leading Cause for Poor Sales Close Rates, According to SAVO Survey - The SAVO Group | Sales Enablement Best Practices | Scoop.it

"According to a recent survey by the SAVO Group, the market leader in Sales Enablement, 62 percent of respondents noted misalignment with the buyer is the greatest challenge affecting sales reps’ close rates. In addition, 69 percent also believe that their executive leadership team needs improvement when aligning to buyers. These results are from a live poll of 136 participants conducted during the first installment of SAVO’s new webinar series, “Smarter@Sales: Attainment.”

The Sales Management Association's insight:

This SAVO Group blog centers on the importance of aligning sales enablement tools and methodologies with your buyers' behaviors. The author details the benefits of customer-centric sales planning and how misaligned between sales and buying processes typically hinders sales performance.

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Knowledge Delivery: The Secret Sauce of Sales Enablement

Knowledge Delivery: The Secret Sauce of Sales Enablement | Sales Enablement Best Practices | Scoop.it
While many of the firms I speak to focus on sales effectiveness initiatives, few concentrate on sales enablement.
The Sales Management Association's insight:

This blog, originally posted by the SAVO Group, places emphasis on contextualizing knowledge delivery in your sales enablement efforts. More specifically, the author recommends customizing your approach (and content) based on the current selling stage of the sales rep with whom you're working.

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The Future of Sales Technology

The Future of Sales Technology | Sales Enablement Best Practices | Scoop.it
Salespeople are always the early adopters. Here's where they (and you) are heading.
The Sales Management Association's insight:

This Inc. blog article discusses key emerging trends regarding sales enablement tools. In particular, the post outlines 5 specific changes they predict to surface in the near future and how these developments will impact sales enablement strategies.

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Re-Defining CRM: 3 Must-Have Capabilities that Sales Reps Love

Re-Defining CRM: 3 Must-Have Capabilities that Sales Reps Love | Sales Enablement Best Practices | Scoop.it

"Getting closer to the customer is paramount for sellers today.  Yet, the CRM paradigm for sales has been built historically on the premise of management visibility and control.  With this approach, there traditionally hasn’t been much in it for either the customer or the sales rep."

The Sales Management Association's insight:

This SAP Sales OnDemand blog post outlines how CRM tools help salespeoples to be more effective in their selling activities. In particular, it hilights 3 key impacts CRM has in driving enhanced sales performance.

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How Mobile Enablement Can Supercharge Your Sales Force [INFOGRAPHIC]

How Mobile Enablement Can Supercharge Your Sales Force [INFOGRAPHIC] | Sales Enablement Best Practices | Scoop.it
Every sales team is crunched to sell more and sell fast. The latest shortcut to this sales nirvana is considered to be mobile sales enablement.
The Sales Management Association's insight:

This Salesforce blog piece presents they key benefits of mobile selling tools, describing how they can enhance the efficiency and ROI of sales enablement processes.

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Sales Enablement: Optimize Your Organization, Not Just Your Website - Marketing Action Blog - Act-On

Sales Enablement: Optimize Your Organization, Not Just Your Website - Marketing Action Blog - Act-On | Sales Enablement Best Practices | Scoop.it
Sales enablement is a strategic process to help client-facing employees consistently and systematically have valuable conversations with the right set of customer stakeholders (Sales Enablement: Optimize Your Organization, Not Just Your Website
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SAVO Announces Significant Updates to Award Winning Sales Mobile PRO - MarketWatch (press release)

SAVO Announces Significant Updates to Award Winning Sales Mobile PRO - MarketWatch (press release) | Sales Enablement Best Practices | Scoop.it
SAVO Announces Significant Updates to Award Winning Sales Mobile PRO MarketWatch (press release) CHICAGO, IL, May 01, 2013 (Marketwired via COMTEX) -- SAVO, the market leader in sales enablement, today announced a new version of its sales...
The Sales Management Association's insight:

This MarketWatch blog briefs readers on a new mobile tool developed by SAVO that is on the cunning edge of sales enablement. As SAVO experts explain, mobile enablement technology is growing rapidly in prominence. This blog outlines the benefits of their specific tool and the overall trend of mobilizing enablement efforts!

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Marrying Sales and Marketing by Eliminating the Gap | Fision

Marrying Sales and Marketing by Eliminating the Gap | Fision | Sales Enablement Best Practices | Scoop.it
The sales and marketing funnel, as it exists, is currently broken. There is a gap between the two departments which hinders lead generation and the company.
The Sales Management Association's insight:

This Fision blog article presents a sound rationale for forming a coalition between sales and marketing specialists to enable sales growth sufficiently with less resources.

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Tom Pisello: The ROI Guy: Sales Enablement: The Good, the Bad and the Ugly for 2013

Tom Pisello: The ROI Guy: Sales Enablement: The Good, the Bad and the Ugly for 2013 | Sales Enablement Best Practices | Scoop.it
"According to a recent study by IDC’s Sales Advisory, the majority of sales reps are not able to effectively engage with today’s more empowered, skeptical and frugal buyer."
The Sales Management Association's insight:

This blog from Alinean examines the key sales enablement trends for 2013 and how they might affect sales organizations' performance.

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Is Your Sales Team Enabled for LinkedIn?

Is Your Sales Team Enabled for LinkedIn? | Sales Enablement Best Practices | Scoop.it
LinkedIn can be a valuable tool for sales teams, but marketers still need to enable reps with the right skills and content for effective social selling.
The Sales Management Association's insight:

Brainshark presents in this post strategies for leveraging Linkedin effectively as a sales enabling tool. The blog identifies the skills and profile content associated with successful social selling.

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6 Secrets to Sales Enablement Portal Success

6 Secrets to Sales Enablement Portal Success | Sales Enablement Best Practices | Scoop.it
Joe Levin of CDW reveals the six secrets to aligning their sales and marketing teams increase productivity through a sales enablement portal.
The Sales Management Association's insight:

This blog post from CallidusCloud provides to readers key insights for enabling sales teams in 3 key areas: 1) Onboarding and Education, 2) Productivity and 3) Revenue Growth.

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Closing the Gap Between Sales and Marketing Through Sales Enablement [INFOGRAPHIC] - TinderBox

Closing the Gap Between Sales and Marketing Through Sales Enablement [INFOGRAPHIC] - TinderBox | Sales Enablement Best Practices | Scoop.it

"Companies that are utilizing sales enablement tools and programs as a part apart of both the sales and marketing strategy are seeing increased effectiveness in their sales efforts and corresponding results.  These tools help the company define a strategy focused on aligning sales and marketing goals with strategic plan of how the business should be operating."


Via CYDigital
The Sales Management Association's insight:

TinderBox's blog offers explanation as to how effective sales enablement initiatives close the gap between marketing and sales strategies and, in turn, improve a given organization's sales process.

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Rob Hook's curator insight, September 11, 2013 8:40 AM

Make it simple and people will follow. Infographics really work!

Heidi Carlson's curator insight, January 21, 2014 8:54 AM

What tools is your company considering for sales enablement? Take a look at this company Storyworks OnDemand  http://bit.ly/1ePJeZY

garrymartinca's curator insight, March 17, 2015 6:52 PM

Lets close it......check out LIA http://www.liaapp.com