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How to Boost Revenues with Inside Sales Enablement

Written by Wednesday, 20 December 2017 00:00
How to Boost Revenues with Inside Sales Enablement
Sometimes sales fluctuate a little from month to month. And at other times, sales gyrations feel more like a roller coaster. You just wish you had more control over the ups and downs, allowing you to forecast your future revenue with some degree of certainty. For this dream to become a reality, you need an inside sales team that fires on all cylinders all the time. How do you make that happen? Sales enablement. You want to make your sales team’s job as easy as possible and help them to win more deals. That means offering training and coaching to increase success rates, adopting sales processes and technologies that improve efficiency, and creating content that helps move prospects through the buying cycle. Essentially, you remove the barriers to success, establish a predictable process and allow your salespeople to do what they do best — sell. Here are five essentials of…
3 B2B Sales and Marketing Strategies that Proved their Power in 2017
One theme dominates the shifts in the B2B sales and marketing world — technology. That’s because technology enables us to target prospects and customers more efficiently, personalize our outreach, build relationships from remote locations and integrate our sales and marketing process. As such, it empowers B2B leaders to be more successful than ever before in engaging and selling customers. While the three transformations I cover below are not new, as they continued to prove their worth in 2017, they all became more widely entrenched. Read on to find out whether your organization is keeping up with the latest winning strategies or has opportunities to increase sales and marketing successes.
For Quick Success with Account-Based Marketing, Begin with Your Current Customers
For marketers, account-based marketing (ABM) is the hottest thing since sliced bread. Its popularity is not surprising given the results it’s producing for many companies. SirusDecisions’ 2017 State of Account Based Marketing Studyreports that ABM “is fueling high performing b-to-b organizations; companies are realizing significant benefits including increased account engagement, better conversion to closed deals and higher average deal sizes.” What’s So New about ABM? ABM flips traditional lead-based marketing on its head. Instead of casting a wide net for leads and then filtering through them to determine which ones are good matches, you start with the sifting process. You look at the whole market, decide which accounts you want to bring into your fold and then go after them using a highly customized approach.

Is Technology Killing the B2B Sales Role?

Written by Wednesday, 08 November 2017 00:00
Is Technology Killing the B2B Sales Role?
The Technological Takeover In the past few decades, automation has diminished many avenues of employment. Secretaries, better known today as personal assistants (PA’s), once were omnipresent in offices, but are now few and far between. Many more workers used to line the floors of factories. Retail salespeople are fast becoming an endangered species. After all, who needs a salesperson to help them buy a mobile phone when they’ve already done their research and read the reviews online? Gradually, technology and automation are taking over large spheres of our lives and the economy. And given that machines often offer increased efficiency and accuracy over humans, that’s not surprising.

Is Your Sales Cadence off Kilter?

Written by Jeff Kalter Wednesday, 25 October 2017 00:00
Is Your Sales Cadence off Kilter?
"When your timing is off, so is your stride. When your cadence is off, you’re in deep trouble as a hurdler.” – Rod Millburn In all likelihood, you’re not a hurdler. However, if you’re in sales and marketing, you know you have to overcome a lot of obstacles to land a deal. And cadence is as important for conquering sales hurdles as it is for leaping over a series of high jumps. Get it wrong, and you could fall flat on your face with little to show for your efforts.So what is a sales cadence?A sales cadence is a well-defined process that business development reps use when following up on leads. It’s not simply the number of times a sales person should reach out; it also includes the timing of the outreach and the format — usually a mix of phone calls, emails and interactions via social media. Because what…