Bruce McKenzie — May 10, 2017 — May 10, 2017 Vidyard recently published an infographic that cleverly maps 12 types of video productions (explainers, product info, chalk talks, personalized, etc.) to the customer life cycle and suggests appropriate levels of production values for each genre. It’s worth a look. But this “generic” approach to video … Continue reading Do You Need Different Kinds of Video for Sales Enablement?
Jarrick Cooper — December 28, 2016 — December 28, 2016 When sales and marketing work together, it results in increased productivity and profit. When they don’t, important business objectives can be missed. Sales and marketing alignment and sales enablement are two buzzwords I’ve heard a lot lately, but what do they mean and how are … Continue reading Sales Enablement vs. Sales and Marketing Alignment
Keegan Divant — November 2, 2016 — November 2, 2016 The 80’s gave us a lot of great things but the one thing we could have done without is buzzwords. Well, we could have also done without a few other things from the 80’s, but I digress. I’m not a fan of buzzwords because I … Continue reading Marketing and Sales Alignment Should Actually Look Like This, Especially for the Sales Enablement Process in the Complex Sale
by John SheaSeptember 19, 2016 Regardless of the size of your company or your goals, it’s important to provide the sales reps you have with the tools, processes and technologies they need to be successful – and sales enablement efforts that are approached with this kind of mindset lead to positive revenue outcomes. However, often … Continue reading How to Increase Revenue Through Sales Enablement
August 4, 2016 What if I told you there’s one thing that you can do right now as a sales leader that will help you achieve higher team quota attainment, more revenue growth, higher sales velocity, and increase in lead conversion rate? It’s not a magic new magic sales methodology and it has nothing to … Continue reading Sales Enablement: How to Use Using Content, Training, Strategy and Technology to Drive Productivity in Your Sales Force
by Justin McGill July 22, 2016July 22, 2016 When it comes to prospecting and sending cold outbound email, sales enablement content is your best friend. Targeted collateral sets your cold outbound email apart by showing that you understand your prospects and what type of content matters to them. Sales enablement content is so important for … Continue reading How to Use Sales Enablement Content with Cold Outbound Email
by Tal Vinnik April 22, 2016 Follow @djtalavivApril 22, 2016 Back in 2013, consultant and speaker Matt Heinz wrote that a “tactical definition of sales enablement that fits all companies—sizes, industries, cultures—would be next to impossible.” However, hundreds of companies place themselves under the umbrella of “sales enablement technology.” How can they be so confident … Continue reading Have We Defined Sales Enablement Yet? [Infographic]
Columnist Mary Wallace explains the ins and outs of sales enablement and how it can help you improve the customer experience and increase sales productivity. Mary Wallace on October 13, 2015 Driven by the internet and mobile device proliferation, buyers are now in control of knowledge consumption. They are self-educating — gobbling mass amounts of content that’s … Continue reading Don’t Waste Marketing Leads: Achieve Revenue Goals With Sales Enablement
Jason JordanJune 10, 2015 Sales enablement is a term that gets a lot of use, but I’m not certain it’s been viewed with a lot of rigor. Our research at Vantage Point Performance revealed a simple way to think about it – as a collection of activities intended to enable better sales execution. And we … Continue reading What Is Sales Enablement? [Infographic]
Dave HubbardFebruary 23, 2015 Invest in Sales Enablement or Marketing Content? It shouldn’t be an either/or situation. If Marketing and Sales were both aligned to the new buyer journey, the content that marketing created to feed their lead development engine would be exactly the same content that would enable Sales to close more business. After … Continue reading The Buyer Journey: Content Marketing Versus Sales Enablement
