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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 Salesforce Invested in Customer Success to Soar to $1B in the Last Recession

Remember when a cloud was only a fluffy thing in the sky? It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. The applications would be run over...

A Deal Desk Is the Secret to Maximizing Efficiency for Your Sales Teams

As a sales leader, you are always looking for ways to make your team more productive. At the end of the day, you want your sales team to be data-driven, you want them to react in real-time, and you want...

Should You Have One Custom Enterprise Sales Process or Many?

Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. Which...

Lead Management – Enabling Your Sales Team with Technology

Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a...
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