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Enablement

Secrets to a Great Sales Playbook

Secrets to a Great Sales Playbook

After the generation and hand-off of leads, there may be no higher-contact area between sales and marketing than the sales playbook. Marketing develops this tool, primarily, and sales uses it on a daily basis, making it critical to both ends of the relationship. Sales needs it to win deals, and marketing needs it to work to justify its existence.

By Poornima Mohandas | June 23rd, 2015

Which Two-thirds of Your Content Are You Wasting?

Which Two-thirds of Your Content Are You Wasting?

Companies have come to understand that content is king, and they’ve spent a lot of money worshipping at content’s altar. In 2014, according to Advertising Age, three-quarters of marketers said they planned to increase spending on content, while only 1.3 percent said they’d be reducing their spend.

By Craig Nelson | June 3rd, 2015

Sales’ Next New Role: Engagement Ambassador

Sales’ Next New Role: Engagement Ambassador

Last year, Richard Edelman provoked a bit of controversy in the annual Edelman Trust Barometer Report when he recommended that the CEO should become the Chief Engagement Officer. Specifically, Edelman said, the CEO should be the person who takes “responsibility for establishment of the context in which change will occur.

By Chris Bucholtz | May 28th, 2015

Getting a Handle on your Sales Enablement Crisis

Getting a Handle on your Sales Enablement Crisis

Sales is in panic! They need content now or deals will die – but they can’t get it. Marketing rushes to generate what sales needs, but by the time they do sales is working different deals with different content needs.

By Craig Nelson | April 1st, 2015

Give Your Sales Reps a Lil More Netflix

Give Your Sales Reps a Lil More Netflix

Last week the Emmy nominations for 2014 were announced and although many different shows were nominated from a variety of networks, one network (well, it’s not really a network) stood above the rest: Netflix. Unless you live under a rock I’m sure you’ve heard of Netflix’s current hit shows “Orange is the New Black” and “House of Cards”. Both shows together racked up a total of 31 Emmy nominations for Netflix, a very impressive number for the on-demand content streaming provider.

By Gina Erle | July 17th, 2014

How to Create a Sales Playbook

Being an important part of sales enablement, sales playbooks can deliver higher revenue, shrink your sales cycle, and ensure consistent branding and messaging. Most organizations already have many parts of a sales playbook; but the key lies in organizing it neatly and making it easily accessible to your sales, inside sales, and partners. Wondering how to create a sales playbook? Here’s what you need to know.

By Poornima Mohandas | May 7th, 2014

Do You Have a Sales Playbook?

Do You Have a Sales Playbook?

Most organizations have some parts of a sales playbook in place even if they don’t call it that. Often times it tends to be collateral and content that are scattered over the real and virtual world. Being scattered, it honestly defeats the purpose of a true sales playbook. A neatly organized sales playbook that is easily accessible to sales, inside sales, and partners can reap rich dividends for your business.

By Poornima Mohandas | May 6th, 2014

What Does Sales Enablement Mean to You?

What Does Sales Enablement Mean to You?

What is sales enablement? Sales enablement means different things to different people. There are countless definitions out there from research firms, analysts, and experts. In some firms sales enablement may be a role, in others it could be a range of tasks performed by different sets of people in marketing, sales, and sales operations. Put simply, sales enablement boils down to one goal – ensure sales can sell. This may encompass tools, content, people, and processes that support sales reps.

By Poornima Mohandas | April 3rd, 2014

How Mature Is Your Sales Enablement Function?

How Mature Is Your Sales Enablement Function?

Do you have a sales enablement function in your organization? Are you struggling to define it? Or maybe you are one step ahead and want to refine sales enablement to make it better contribute to organizational profitability. Studies show that you are not alone. 50% of organizations do not even have a sales enablement function and a majority of people do not understand the function well. But remember, this is a good problem to have. Sales enablement is a hot new function and there is plenty of help at hand.

By Poornima Mohandas | March 27th, 2014

Are You a Part of Sales?

Are You a Part of Sales?

If you answered no to the above question you were either not in attendance at the Forrester Forum on Sales Enablement, or you were not paying close enough attention to the keynotes.  It doesn’t matter what your title or position is within your organization, you are a part of sales success.  You either sell directly, do marketing to generate leads for sales, or enable sales to do their job more efficiently in one way or another.  You can have everyone working to enable sales in an ad hoc fashion or you can adopt what Forrester refers to as, the 21st-century selling system.  And wh

By Jon Skog | March 12th, 2014
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