Sales Enablement
Insights
Blog
What Classic Diners and Sales Onboarding Have in Common
- Familiarity and a consistent experience put people at ease and provide clarity
- New hire onboarding offers opportunities instill the values of professionalism, consistency and high performance in sales teams
- To address building a consistent onboarding experience, we developed the SiriusDecisions Sales Onboarding Execution Framework
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It’s Turnover Time for Sales
- The ends of the calendar year and fiscal year are when high-performing sales reps consider whether they want to move to a new company
- Managers have a direct ability to influence sales reps’ loyalty
- Sales enablement should take steps to operationalize tactics for high-performing rep retention
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Help Me Hire Better and Faster
- In today’s candidate-driven market, the average time to fill any open position is 52 days – sales positions take even longer
- The adage “time is money” is never more true than in sales recruiting; every day a territory remains open is another day with lost sales
- A multitude of tools and applications can help with sales recruitment
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Content Course Correction: Silicon Valley Roundtable
- A recent Silicon Valley roundtable on the topic of content revealed that many content professionals are dealing with similar challenges
- Top-of-mind content improvement drivers discussed included cross-functional collaboration, corporate narratives and content ROI
- Key recommendations included sparking collaboration through quick wins, crafting clear responsibility matrices and linking content measurement to impact
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B2B Content Is a Pain in the Asset Management
- Sixty-five percent of B2B content goes unused; one of the biggest reasons is lack of findability
- Many B2B organizations are looking at new asset management solutions to address findability and content management issues
- As so many tech vendors offer asset management capabilities, organizations must recognize differences and distinctions to find the right solution
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Beating Distractions: Enabling Reps to Focus and Win
- Technology and changes in the workplace provide plenty of distraction, and some of the work that sales reps do is best suited for a focused environment
- Activity-based enablement offers an opportunity to examine what distracts reps
- Surveying and observing reps daily activities and optimizing key workflows can make the difference between sales teams success and failure
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The Role of Content in B2B Digital Transformation
- Digital transformation fails to produce results when the right content engine and infrastructure are not in place to support it
- Almost every B2B company needs to acknowledge the severity of its content ecosystem challenges and start working on fixing them
- A strong unified vision and commitment among cross-functional leadership teams are required to transform the content ecosystem
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So, Is Social Selling Just…Selling?
- Even the most social media-phobic salesperson knows that participating can help then, even if they aren’t motivated enough to dive in
- Social selling has moved far beyond “if” in terms of acceptance and understanding. It’s time for “when” and “how”
- By understanding how to better listen, contribute, and collaborate via user-generated content, enterprises and individual contributors improve sales performance
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Global Content Marketing: Putting Theory Into Practice
- Large, global B2B organizations continue to struggle shifting global marketing efforts toward content marketing
- Content marketing is supported in most organizations philosophically and theoretically, but out in the field, old habits are dying hard
- The first step in solving the global content marketing conundrum is understanding the nature of the barriers to adoption
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Put Me In… I’m Ready to Coach – Part Two
- Even a small improvement in sales effectiveness impacts results, effective coaching is a low-tech, low cost way to do just that.
- Coaching involves observation, communication, practice and reinforcement.
- Sales productivity is driven by efficiency AND effectiveness. Coaching is critical to pushing the effectiveness needle.
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Getting What You Want (and Need) From Third-Party Content
- Publication, industry analyst or other third-party content can add objectivity and depth to your content arsenal, but you need to make sure you’re getting what you pay for
- Visualize your preferred end product, and make sure it’s something the third party will support
- In addition, ensure you’re getting the best possible resource who knows the industry and market
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Put Me In…I’m Ready to Coach – Part One
- Even a small improvement in sales effectiveness can impacts results. Effective coaching is a low-tech, low cost way to do just that.
- Coaching involves observation, inquiry, communication, practice and reinforcement.
- Sales productivity is driven by efficiency AND effectiveness. Coaching is critical to pushing the effectiveness needle.
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“No Excuse” Ways to Get Sales Enablement Done
- Taking a “no excuse” approach means finding a way to succeed no matter what the circumstances
- Limited resources are a reality for sales enablement teams, so find ways to make an impact within those limitations
- There are “no excuse” opportunities can be found today in training, sales content and overall rep effectiveness
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The Three Habits of Highly Effective Sales Onboarders
- The rapid growth of the sales enablement space creates great opportunities to add enterprise value in a noisy marketplace
- No enablement initiative should progress without defining core sales competencies, a logical hiring cadence and appropriate onboarding KPIs
- Top enablement performers perfect the triumvirate of attracting, onboarding and optimizing “A” sales talent
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What Thanksgiving Leftovers and Derivative Content Have in Common
- Derivative content creation is a great way to get the most from your anchor content assets
- Base derivative content on your target audience channel and asset type preferences, in the context of the buyer journey
- Focus on quality of results rather than content volume
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The Habits of High-Performing Sales Reps
- High-performing sales reps already have positive habits built into their routines
- Technology that leverages existing cues to modify a rep’s habits often enjoys better adoption rates
- Process-map the daily habits of high-performing sales rep activities and identify where technology can help
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Collaborative Sales Learning: Not a Contradiction
- Modern sellers are far more amenable to learning and sharing via peers
- Collaboration platforms, video solutions and gamification can be effectively deployed to support long-term learning goals
- Rich media solutions are well-suited to nano-learning and real-time, self-paced sales rep education
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SiriusDecisions Summit 2016 Highlights: Sales Content – What Winners Do Differently
- SiriusDecisions data shows that B2B sales reps are still important – and vital during every stage of the buyer’s journey
- At Summit 2016, Heather Cole and Christine Polewarczyk stated the importance of providing content tailored to drive sales success
- The influence of sales content in winning deals is something that B2B organizations can no longer afford to overlook
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Selling Soft Drinks or Software: Common Marketing Lessons
- Consumer and B2B marketers share some common goals, challenges and opportunities
- A review of corresponding consumer and B2B marketing examples is useful in understanding buyer behavior
- Examples covered include marketing approaches for personalization, segmentation and timeliness
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Why Every Organization Needs a B2B Content Audit
- Most B2B organizations have no idea how much content they have, how high-quality it is, where it lives or how it supports business objectives
- A content audit and inventory is the first step to successfully improving content strategy and operations
- A content audit is a laborious yet critical quantitative and qualitative exercise that requires dedicated resources, executive championship and cross-functional support