Members-only Articles Doing right by your customers without sacrificing the bottom line Debra Senra, SVP of Revenue at Hireology, explains how to do right by your customers without sacrificing the bottom line by sharing her journey successfully navigating 2020...
Members-only Training and coaching Power & influence: The difference between a sales champion and a sales catalyst Champions can advocate your solution, but catalysts have the power and/or the influence to actually move a deal forward Here's how to tell the difference...
Members-only Metrics and measurement Measuring sales is easy... Felix Dumitrica, Sales Enablement & Productivity Manager, Europe at FreshWorks shares thoughts on the emerging role of sales enablement and a fresh perspective on metrics...
Members-only Training and coaching B2B sales: identifying the decision-makers There are various people involved in the buying process in B2B - work out who those people are and develop your sales strategy around them. Find out how...
Members-only Sales enablement strategy Fit to win: How sales enablement & buyer enablement complement each other Mary Tafuri, Chief Sales Enablementnt Officer at IBM shares their journey of sales enablement, their focus on client centricity, and how they fit to win and scale...
Members-only Tools and technology Using chatbots to scale sales enablement Chatbots can very quickly divide a crowd but they can also be a great way to streamline your sales and marketing teams and support sales enablement....
Members-only Revenue enablement Closing the gap between revenue teams What I want to share with you in this article is our journey of sales enablement in IBM, how we focus on client-centricity in what we do, and how we fit to win and scale, scale because of course, it's a large company....
Members-only Content strategy Buyer personas vs user personas: What's the difference? Understanding the difference between a buyer persona and user persona is essential. To help you on your way, here are our insights on what separates the two...
Members-only Cross-functional alignment The alignment power: team up with marketing, support, and product Deriving valuable insights from business data, client cases, or market trends for sales enablement can be a tricky task. However, all the resources are right there, in your company....
Members-only Revenue enablement Doing right by your customers & prospects without sacrificing the bottom line Let your customer success strategy be driven by customer need and new business strategy be driven by market conditions, says Hireology’s Debra Senra....
Members-only Revenue enablement Unofficially working in sales – The importance of enabling everyone Sales should not be a secret black box, only led by the sales team, says Alex Kroger. So how do we get our 'extended' teams involved in selling?...
Members-only Articles Starting from scratch: How to define your sales philosophy and build a coaching culture Dave Nel, Head of Sales Enablement for Investec, explains how to define your sales philosophy and build a coaching culture from scratch using his four foundational steps....
Members-only Sales enablement strategy The case for sales enablement It’s up to organizations to train their salespeople on how to sell effectively and competitively, to give them the best chance possible to achieve targets...
Members-only Training and coaching Email tips for sales representatives It’s time to dust off any old habits you and your sales reps may have, brush up your email etiquette, and turn your sales team into an ensemble of email experts....
Members-only Sales enablement strategy Why should a start-up invest in sales enablement? Simon Gilks, Director of Global Sales Operations and Enablement, GoCardless, explains how he's used SE to address startup challenges...