The Center for Sales Strategy

FEBRUARY 15, 2023

This season on Improving Sales Performance , we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.

Report 87

Report Sales Enablement Media Collateral 87

Sales Hacker

FEBRUARY 6, 2019

One of my favorite examples of a documented sales process comes from Wildfire and includes the following information by stage: Key questions to ask the customer. Collateral that should be given to the customer. Build sales collateral. The sales process is only as good as the value it provides to your customers and reps.

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

Zoominfo

JULY 12, 2021

The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. . Fast-Track Sales Enablement. Sales managers give feedback and share their expertise to onboard and coach their sales reps. Customer success teams.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Vengreso

MARCH 2, 2021

Each sales rep in your team can and should become skillful at sharing and creating valuable content relevant to their prospect’s needs and pain points, thus positioning themselves as credible sources for their target buyers. Make sure that your team has access to high-quality sales collateral and social sharing tools.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Allego

SEPTEMBER 17, 2020

Virtual sales teams also need the ability to access key information while they’re on the go, share best practices, and learn as they go from subject matter experts. The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects.

Collateral 147

Collateral How To Video Face-to-face 147

DocSend

MAY 17, 2022

A lot of what a sales enablement tool does is teach reps how to sell or store information they need to sell. These capabilities are a really great fit when sales managers want to choreograph how a rep should sell. Sales reps know that an opened email doesn’t accurately indicate prospect engagement level.

Negotiation 98

Negotiation Tools Collateral Hiring 98

Mindtickle

JULY 24, 2024

It offers instant access to sales training and collateral. Using Mindtickle’s mobile app, organizations can offer remote onboarding and ever-boarding to their sales representatives. Sellers can consume content, collaborate seamlessly on customer calls, and share sales assets using the app.

Closing 52

Closing Collateral Top of Funnel Sales Enablement 52

Showpad

NOVEMBER 11, 2020

If your organization is aiming to improve sales effectiveness, leverage marketing collateral and win deals faster than ever before, a sales enablement program is a productive place to start. What is sales enablement? A sales enablement platform, for instance, is the glue holding the two departments together.

Sales Enablement 72

Sales Enablement Benefit Top of Funnel Hiring 72

DiscoverOrg Sales

DECEMBER 4, 2017

Despite the vital role content serves in generating sales, the average salesperson doesn’t use most of what is created. Additionally, sales spends too much time on non-selling activities, which may include searching for relevant content, or even creating sales collateral themselves. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Cincom Smart Selling

FEBRUARY 9, 2016

New product rollouts and availability should be preceded by training, collateral distribution and sales support materials. Sales/Marketing Programs – Compensation plans, incentive plans, territory plans, market segmentation and special campaigns should be well understood and in place prior to starting any sales activity with a partner.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Allego

JULY 9, 2020

If you need to re-align expectations, identify specific competencies that need to be improved and focus on supporting managers’ delivery of that coaching. Pre-recorded video enables sales managers to observe, evaluate, and coach remotely and asynchronously. Sales managers need to understand if (and how) a rep is struggling.

Hiring 159

Hiring Training Scale Collateral 159

Allego

JULY 31, 2023

They need access to multiple things related to their job, such as how to use sales tools, sales collateral, product information, presentation decks, HR documents, and training materials. Buyers receive outdated sales collateral. Sellers don’t know how to use sales tools. Can you find the content?

Buyer 62

Buyer Collateral Scale Survey 62

Sales and Marketing Management

OCTOBER 26, 2020

Qualia, a real estate company, uses software that allows sales managers to listen in and “whisper” feedback. . A wider range of personality types can flourish in virtual sales, so the recruitment pool is larger than for field sales. .

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

SBI

MAY 17, 2018

Seismic centralizing all sales collateral into one area, and then automatically distributes it to other tools where sellers spend most of their time, such as in their CRM, their email client, or their mobile device. They can highlight content to the sales teams that they see are performing well.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

Zoominfo

JANUARY 27, 2022

Two prospects who have the same job responsibilities might fill out the form differently, where one enters “Sales Manager” and another uses “Manager, Sales.” When it comes time to personalize an email campaign — or, in the case of live events, print name tags — data normalization ensures your collateral is on point.

Data 130

Data Segment Sales Qualified Lead Collateral 130

The Center for Sales Strategy

DECEMBER 3, 2019

Sales enablement is a strategy that aligns marketing, sales, and operations while lowering costs, increasing revenue, ensuring brand integrity, and ultimately closing more deals. Even the most talented sales reps can benefit from the right support, structure, and technology.

Report 65

Report Sales Enablement Media Collateral 65

Zoominfo

JULY 12, 2021

The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. Fast-Track Sales Enablement Sales managers give feedback and share their expertise to onboard and coach their sales reps.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Rank 130

Mindtickle

AUGUST 28, 2023

Pharmaceutical sales training faces several unique challenges that require tailored approaches and solutions. These challenges include: No insight into field activities Traditionally, it has been difficult for sales managers to gain visibility into the daily activities of their sales reps in the field.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Sales Hacker

NOVEMBER 8, 2021

Keep in mind that many companies have their sales managers listen in on SDR and BDR calls and document what they’re doing right and where they’re going wrong. Asking your managers about your strong suits and what makes you good at what you do, will give you insights into your performance which you can then utilize in upcoming roles.

Hiring 108

Hiring Face-to-face Collateral Sales Qualified Lead 108

SBI

JUNE 23, 2020

Sales managers leading geographically dispersed sellers are doubling down on the fundamentals. Sales managers need the ability to deliver messaging, share information in a timely manner, and help reps hone their talking points. A New Era of Sales Management. How could your organization improve messaging?

Hiring 143

Hiring Scale Face-to-face Collateral 143

Highspot

JANUARY 4, 2024

It’s about getting sales reps out of the classroom and into actual sales environments, where they can learn firsthand from real-life interactions and challenges. Additionally, set up field visits to actual sales meetings where reps can observe and engage with more experienced reps and customers in real time.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Sales and Marketing Management

MARCH 1, 2021

Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. Reps improve by seeing how their peers perform key tasks. Use tools that make your organization easier to navigate and your people better and more-willing navigators.

SAP 177

SAP Face-to-face Hiring Exercises 177

Hubspot Sales

JUNE 8, 2022

Every business goes through sales slumps, and it's the job of sales managers and directors to formulate a company-wide strategy to combat them. Approach your manager about levers you can pull to get more prospects biting — discounts, freebies, relaxed contract terms, etc. Collaborate on new marketing collateral.

Data 126

Data How To Call-back Collateral 126

Allego

DECEMBER 22, 2022

Sales managers and sales enablement folks face a similar challenge. Sales teams start out on what they think is a true path, and then the economy changes course, sales reps leave, or new technology comes along. Mobile sales enablement is not going away, Aragon analysts say.

Sales Enablement 117

Sales Enablement Vendor Collateral Report 117

SalesFuel

MARCH 20, 2024

She recommends sharing “specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them.” Photo by Christina Morillo SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Hiring 52

Hiring Decision Maker Vendor Collateral 52

Hubspot Sales

FEBRUARY 22, 2023

And if so, what does it look like to sales professionals? In this post, we're going to discuss what it means to quiet quit in sales, what it looks like, and what sales managers can do when they think it's happening in their teams. Quiet quitting isn't a standard business term — it's subjective and new.

Motivation 97

Motivation Quota Collateral Call-back 97

Janek Performance Group

OCTOBER 18, 2021

As a football coach may pump up the team for the fourth quarter, sales managers can provide extra motivation. Here, managers can add incentives for increased activity, such as additional calls to close deals, and allow reps to be flexible with offers. For many sales organizations, time speeds up in the fourth quarter.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

Sales 2.0

SEPTEMBER 14, 2014

It’s not our job to produce collateral that clearly communicates the message. So if you have the chance to join a startup as the first sales rockstar dude, I recommend you check they are ready for you. Sales Management' It’s not our job to “pivot” the company when the market says it does not want our offering.

Scale 373

Scale Hiring Collateral Social Selling 373

Allego

NOVEMBER 3, 2022

You have a sales content library full of collateral, videos, reports, eBooks and more. Proving the impact of your sales content can be tricky. But do you know how effective that content is? Is it helping to move buyers through the pipeline and to close deals? Are your sellers even looking at the content?

Top of Funnel 113

Top of Funnel eBook Collateral Case Study 113

Allego

JULY 26, 2022

Then their sales manager can run the recording through AI-powered Conversation Intelligence software to analyze the conversation and identify areas where they need coaching. Sales Teams Need More than an LMS. For example, a rep can record their meeting with a buyer and upload it to the platform.

Competition 117

Competition Collateral Software Software 117

Allego

DECEMBER 20, 2023

This guide was designed specifically for sales managers and enablement leaders like you, providing a comprehensive overview of Digital Sales Room software, its benefits, and the key considerations for selecting and implementing the right solution for your team. Why Is Digital Sales Room Software Important?

Software 125

Software Software Lead Rank Vendor 125

Janek Performance Group

MARCH 16, 2022

Every sales manager is fond of saying, “If it’s not in the CRM it does not exist.” For lead scoring to work, you will need visibility into all marketing collateral , web pages, landing pages, emails, and social media. Gain Insights Into Best Customers.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

Zoominfo

APRIL 26, 2018

50% of sales managers say transparency would assist in reporting and predicting revenue ( source ). 47% of sales managers said their executive team would benefit from seeing contract status in relation to revenue ( source ). 55% of companies don’t prioritize sales content personalization ( source ).

Hiring 197

Hiring Referrals Cold Calling B2B 197

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer. User buyer examples: Sales reps by vertical. Buyer insights.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

The Pipeline

FEBRUARY 2, 2017

We have all witnessed situations where an outstanding sales rep is “rewarded” with a promotion to sales management, leading to two compounding problems. But many don’t, we have all known career sales people, who continuously make more money than their managers or even directors, but and have no desire to take on the role.

Hiring 120

Hiring Incentives Incentive Collateral 120

Highspot

DECEMBER 19, 2023

Marketing Collateral Including marketing collateral like brochures and presentations aids sales professionals in showcasing products or services. Link to appropriate resources or a content management solution. Sales Development Tools Where can SDRs find collateral, more information, support, and track interactions?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

BrainShark

OCTOBER 25, 2022

Research firm CSO Insights defines sales force enablement as “a strategic, cross-functional discipline, designed to increase sales results and productivity, by providing integrated content, training and coaching services, for salespeople and frontline sales managers, along the entire customer’s journey, powered by technology.”.

Top of Funnel 62

Top of Funnel Sales Enablement Revenue Distribution 62