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Strategy
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New Trends in Technology Enabling the Inside Sales Function

Just a few years ago inside sales was the runny-nose little brother when compared to field sales. This meant getting the hand-me-downs of field sales technology and being an afterthought in sales process and enablement. Fast forward to today…..the inside sales...

How Can the Revenue and Sales Enablement Function Best Support Account Management?

Getting Ahead in Your Sales Enablement Role You’ve just been promoted to be the new Head of Sales Enablement. Now you’re tasked to take over a function that once belonged to marketing. Your organization has veered into a content driven account...

Why the Sales and Marketing Functions Need to Care About Product Lifecycle Management (PLM)

How often do you hear sales and marketing teams being critical of the product portfolio? Your products! It is easy for people to sit in the cheap seats and judge. But why does it continue to happen? Ironically, it’s because...

Transform Your Tactical Sales Operations Group into a Strategic Revenue Operations Function

Nobody wants to be the bad guy. Setting up rules and guidelines for the sales force to follow feels an awful lot like being a parent to a group of rowdy teenagers. Enter this information here, follow this new process...

Sales Ops Functions & Descriptions Tool

Download the Sales Ops Functions & Descriptions Tool below. Key Benefits: Outline the steps to follow for developing your sales ops charter Evaluate what sales ops functions to use, which to save, and which to throw out Add these steps to the sales ops...

Bringing Clarity to the Ill-defined Sales Enablement Function

On this week’s SBI Insider Video Podcast we discuss Sales Enablement, a surprisingly ill-defined and misunderstood term. My colleague Mike Drapeau and I discuss the right paradigm for training. The goal of Sales Enablement is to drive revenue per sales...

How Sales Leaders Avoid a Talent Exodus in Challenging Times

As a sales leader, you view the revenue planning process as a tug-of-war between reality and board expectations. Did you have a killer year where you blew past your number? The board wants 15% more on top of that next...

How a Marketing Leader Relentlessly Drives Alignment With Sales

Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020—sales and marketing alignment. Getting this correct is more imperative now than ever before and can make-or-break your growth strategy. Ultimately, companies...

Newly Hired Sales Leader? Why You Must Get Your Sales Strategy Right

As a newly hired sales leader, it’s tempting to sit back and enjoy the honeymoon phase of the job. However, when the spotlight wears off, or rookie mistakes become less forgivable, it becomes a long road to make up any...

Navigating the Digital Disruption to Your Sales Channel Strategy

If you are reading this article and you work in the B2B space, you have most likely been inundated with buzzwords surrounding Digital and how it is disrupting your industry: Digital strategy, digital transformation, eCommerce, big data, IoT, AI, and...
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