Sales Enablement

The amount of money that many organizations invest in content creation creates a sense of urgency around solving the content problem.

Sales enablement’s recent maturation into an independent function in many B2B organizations represents an important milestone and can empower enablement to launch larger, more complex initiatives to improve sales reps’ ability to execute. But it can also come with growing pains. Historically, sales enablement has worked within sales operations, making interlock easy between the two […]

We’ve said it before, and we’ll say it again: Content marketing is marketing. You can’t market well (or maybe even at all) without content. Today’s discussions of content marketing – and the technologies required to support it – reflect a move toward audience-centric content to fuel better marketing. Content marketing software helps to define and […]

What is the ultimate way to be a brand ambassador? By demonstrating the power of your offerings by showing how your own company uses them. Find out how to achieve this

Learn about the common trouble areas in content marketing and how organizations can enable cross-functional cooperation to create effective audience-centric marketing.

When you think about whether to certify sales reps on the sales process, the answer is obvious – of course you should! Reps use the sales process every day and need to understand how the sales stages relate to the buyer’s journey. Reps also use the sales process as an activity checklist to drive intended […]

Editor’s Note: This post was co-written by Jim Ninivaggi and Mark Levinson. On February 26 and 27, more than 85 senior sales leaders gathered at the Fairmont Sonoma Mission Inn & Spa for SiriusDecisions’ inaugural Sales Leadership Exchange (SLE). While the weather was a little wet on the first night (we’ve been asked to run […]

• Organizations face increasing pressure to justify every dollar spent and describe how expenditures contribute to the bottom line
• Consider measuring the value of your sales asset management (SAM) solution without trying to calculate an ROI
• A SAM solution can provide benefits for many groups within the organization

A client recently came to us with the following question: What do we see other B2B companies doing to help their reps accelerate late-stage deals? Their reps often struggled to “cross the finish line” and close opportunities at the bottom of their funnel, so the client wanted to know what content and tools they should […]

On February 26 and 27, SiriusDecisions will be hosting our Sales Leadership Exchange – bringing together a select number of sales, sales operations, sales enablement and channel leaders in beautiful Sonoma, California, for networking, thought leadership, and sharing of best practices. There may be a little wine involved as well. While our guests will be […]

I used to be a pretty good networker. I was disciplined and organized. I’d set aside a couple of hours a week, block the time on my calendar, and I would rarely let other “more urgent” activities (shout out to the late, great Stephen Covey) take that time. Back then, the tools of my networking […]

I recently went to see Ron Howard’s latest movie Rush. If you are not familiar with the movie, it’s about two Formula One racecar drivers and their intense rivalry. While the movie was disappointing, it had some great driving footage – and one scene in particular that caught my attention and got me thinking of […]

A common theme in science fiction is the hidden dystopia in what otherwise appears to be a perfect world – a utopia aided by technology. The underlying message is ominous: Technology is a direct threat. In the world of sales, technology that should help reps succeed at their jobs can become dystopian if the process […]

Looking to increase sales productivity in your organization? Improve sales representative efficiency by focusing on the Sales Enablement Quadrant of the SiriusDecisions Sales Activity Matrix.

Sales portals are built with the best intentions, but they often need be optimized – just like any other tools within your company. The rewards are well worth the effort, enabling allows reps to spend less time searching for the right assets and more time selling.

We recently gathered sales enablement leaders in the Atlanta area for a roundtable on sales onboarding. There was a lot of great discussion and sharing of common challenges, innovative ideas and best practices.

Content Marketing World 2013 was a success! Here are the top five takeaways from day two, through the B2B lens.

Did you miss Content Marketing World this year? Here are five insights and takeaways from the first day of the 2013 Content Marketing World conference.

I recently dropped my son off at college for his sophomore year. He’s majoring in engineering, so he brought his trusty scientific calculator and a supercharged PC that he built himself over the summer (complete with really cool internal blue lights that make it look like a spaceship). These items are both reminders that – […]