How to Upgrade Your Sales Enablement Program for Better Revenue

Sales enablement tools should be just that: tools that enable your sales team to work more efficiently and sell more of your products or services. It sounds simple enough, but according to Aberdeen research, about 92 percent of companies see lower conversion rates because of…

The Stages of Purchasing and Implementing a Sales Enablement Solution

The decision to purchase a sales enablement platform is not one that should be made lightly. It’s not like you’re buying gum here, you can’t just waltz in and select whatever catches your fancy at that particular moment. Unless you’re the kind of person with…

Social Selling Impact! Why Managers Should Encourage Social Selling!

https://traffic.libsyn.com/sbengine/SBE197.mp3 The sales world is changing, and social selling is becoming a powerful tool in today’s sales toolbox. This episode of Social Business Engine introduces a multi-part series of podcast episodes we have entitled “Up Close: Savvy Social Selling the SAP Way: Best Practices that…

How to Create a Team of Employee Advocates

Employee advocacy has generally been used as a trendy buzzword in HR, marketing and sales over the past few years. Now, it’s value and importance to businesses all around the world is backed up by real data and numbers. This week we speak to Craig…

Why CRM Should Always Be at the Center of Your Sales Plan

When a business puts together a strategy for their sales, there are many aspects that need to be given attention to in order to maximize profit in the shortest amount of time. Because of this, businesses can sometimes struggle with deciding what strategies they should…

“Active Listening” Is Not A Technique

Couleur / Pixabay Catching up on my reading, I ran across an article on Active Listening. It was focused on sales people and the author made the statement, “Active listening makes them feel like they are being heard…..” I’m sure that’s not what the author…

Peer to Peer Relationships: Inside Sales and Field Sales

When we talk about modern-day sales cycles, we hear a lot of challenges. Just about every sales rep will tell you that the sales cycle is getting increasingly complex. With the continuous advent of new technology, leadership teams have more visibility and insight into how…

5 Best Cold Emailing Tools For Your Sales Outreach

As much as you hate it, unsolicited outreach is an inevitable component of your sales process. Cold emailing is a cost effective strategy to introduce yourself to a prospective buyer and set up a meeting or to share a product demo. Unlike cold calls, emails…

Low Sales? Use This Checklist to Figure Out Where You’re Going Wrong

Don’t let low sales dash your dreams. Use this marketing checklist instead to figure out where you’re going wrong. Yeah, it might take a little revision — or a whole lot — but if you’re serious about success, you can’t settle for mediocre any longer….

Moving From Selling as an Art to Selling as a Science

StockSnap / Pixabay We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently, moving more toward selling as a science. I hope the…

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