Articles

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What is the MEDDIC sales methodology?

We take a deep dive into MEDDIC, MEDDICC, and MEDDPICC to understand what these sales methodologies and qualification frameworks are about....

Lead qualification: using BANT and MEDDIC

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Training and coaching

Lead qualification: using BANT and MEDDIC

You’ll often hear the acronyms BANT and MEDDIC when researching lead qualification. These terms are great for helping sales reps understand exactly what to assess when qualifying a lead....

SKO uncensored: 4 strategies to tackle the dreaded pink elephant

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SKOs

SKO uncensored: 4 strategies to tackle the dreaded pink elephant

Stephanie Middaugh and Nikki Schanzer explore the challenges associated with SKOs, and steps you can take to improve your SKO experiences....

Five actions to shorten the B2B sales cycle

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Sales enablement strategy

Five actions to shorten the B2B sales cycle

Hernan Vera runs through 5 actionable strategies to shorten your sales cycle length....

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Career growth

Building a career in sales enablement

Sales enablement experts do a deep-dive into how to kickstart and develop your career in enablement | SEC...

From sales to sales enablement with Danny De Los Santos, Atlassian

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Cross-functional alignment

From sales to sales enablement with Danny De Los Santos, Atlassian

Highlights from our conversation with Atlassian's Danny De Los Santos. Learn from his enablement expertise in this article! | SEC...

When talking sales enablement...SQUIRREL!

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Cross-functional alignment

When talking sales enablement...SQUIRREL!

Enablement expert Lyle Jacon explores the challenges faced by modern enablement departments, and explains why creating a charter is a big step in right direction....

Metrics that matter: how to use data to communicate enablement’s business impact

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Metrics and measurement

Metrics that matter: how to use data to communicate enablement’s business impact

Calendly's Amy McClain explains what sales enablement metrics you should be using to prove your value and business impact....

Moving away from a 'checkbox' sales training mentality with Jaren Krchnavi, Siemens

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Training and coaching

Moving away from a 'checkbox' sales training mentality with Jaren Krchnavi, Siemens

Siemens' Jaren Krchnavi explains why moving away from a 'checkbox' mentality will help your sales training be more successful...

Attracting customers through sales enablement

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Sales enablement strategy

Attracting customers through sales enablement

Kasey Snyder and Jessica Olivo discuss why sales enablement is more than just an extension of sales operations....

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Exclusive content [free preview]

Sales readiness: How to develop an ideal rep profile to drive continuous excellence

Nick Salas, Director of Sales Enablement at Mindtickle, shares his tips and insights on how to develop an ideal rep profile....

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Certifications

Enablement Metrics Certified: Masters

Master the metric mindset with SEC's Enablement Metrics Certified: Masters course, and propel your sales enablement activities and impact to new heights...

Keeping the fire burning: tips and tricks to keep the sparks alive at your next virtual SKO event

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SKOs

Keeping the fire burning: tips and tricks to keep the sparks alive at your next virtual SKO event

Danny De Los Santos and Marco Galvan of Atlassian discuss the steps they've taken to make virtual SKOs as impactful as live, in-person ones....

Why sales enablement is the key to sustainable revenue growth

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Metrics and measurement

Why sales enablement is the key to sustainable revenue growth

SEC's Sales Enablement Festival always brings top insights to your screen. Read from Google, IBM and TikTok experts on enablement and revenue....

Win with a problem-based vs project-based approach to enablement

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Sales enablement strategy

Win with a problem-based vs project-based approach to enablement

Brittany Belt, Senior Director of GTM Enablement at Yelp discusses how to win in sales enablement by taking a problem based versus project based approach...

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