#sales #enablement

Innovative B2B marketers are fluent in newer digital and content marketing practices. We’re constantly adding a new spin to classic tactics. And, we’re grooving on the opportunity to entertain and engage customers as we find the great story in our B2B solutions and people. This makes it fun and keeps the craft interesting. But what’s new can be hard. And noise levels are increasing […]

Where is the Promised Land of Permission Marketing? As a B2B marketer, I’m on the receiving many sales and marketing tactics. And I watch with utter dismay as others make the rest of us look bad with scurrilous tactics.    3 Terrible Tactics That Make Me Crazy   1. My #1 pet peeve is bad outbound sales and marketing which forces me to unsubscribe or block you. It goes […]

I’ve had the good fortune to work with many great salespeople in my career. I’ve observed them using social selling techniques to finesse the art of a sale with a scientific method to move prospects through the sales cycle. Rather than another blog post telling you how to up your social selling game, I’ve asked a couple of all-star sellers to share their proven […]

As 2016 comes to a close, I am thinking about sales enablement things and predictions for 2017. The last few years have been a roller coaster for me, and also for sales enablement at large. I don’t expect that 2017 is going to be much different. It’s still going to be the wild west for vendors and customers alike, but sales enablement is at a […]

On my first sales enablement project, I quickly realized the imperative for sales enablement training.  I launched an iPad sales enablement tool to help sales reps have more effective sales engagement techniques.  As I completed my first demo on the tool, a sales rep walked up to me and said, “what does swipe mean?” Changing my perspective This rocked my world, I figured everyone […]

Know Your Buyer. This is the first commandment of great product marketing. Armed with customer insights, we can effectively profile prospects and create compelling cross-sell / upsell offers for current customers. But how can you get reliable information on ever-changing buyers? Where’s the Best Place to Start? Step one is to explicitly define who you’re going after. Be specific…what group of business professionals, with what […]

As we continue our discussion on measuring sales enablement, it’s important to look at what could go wrong.  A whole host of errors are commonly introduced into the measuring process. So, it is important to avoid making these mistakes.   Why is it important to avoid errors? Above all, credibility. A trained executive eye, especially one that is focused and detail-oriented, will easily spot inconsistencies […]