Do your sales people have what it takes to be successful in educating, engaging with, and selling to your customers? Ensuring that each sales person has the right information and content at their fingertips to help them to improve the likelihood of closing a sale is critical to sales ops, sales enablement, and sales team managers. Over the last 20 years, since the inception of the digital revolution through the laptop, finding ways to help the busy sales person to get this content ready to go has become even more important.

This will be my second year of attendance at the B2BMX event, organized by DemandGen Report. The event is a not to be missed if you’re in Marketing, but it’s increasingly become a must-attend event for those responsible for Sales Enablement as well. The reason is not shocking.

You don’t need technology, you need to solve problems which are identified with the all important “Why” question.

Throughout 2017, we interviewed leaders of 26 top sales solution providers asking the same questions of each of them.

Download your free copy of the Magazine here and see which solutions answer YOUR “why”.

The start of a new year means a lot of different things to people, for some it’s the time to exercise more, eat healthier, read more, text less, and be happier. For sales teams, it’s both a time of endings as well as beginnings. Closing out the year in sales means getting those last minute deals in and determining which reps will come out on top and make it to club. The turnover to a new year means sales teams get to reflect and celebrate the successes of the last year as well as analyze the misses.

With this week’s announcement of a professional league for Esports, it’s time to recognize what great salespeople have known all along. Sales is a sport. Think about it. We love to watch others optimize a process to achieve a goal, whether physical or mental. Just like a sports team, great sales teams are built with an obsessive focus on stats and success metrics. Sales needs the right players, and those players need the right tools. Closing the deal involves a playbook of emails, phone calls, social outreach, or, gasp, in-person meetings. Just as sports has been “Moneyball-ed”, sales is being scrutinized in new ways to arbitrage the best people and tools.

Today’s buyer’s journey is very different. Instead of a serial progression from marketing to sales, buyers interact with both marketing and sales throughout the buyer’s journey. We see this with the advent of of social selling as well as the proliferation of digital content.

However, even with the increased touch points, according to a Gallup poll, only 29% of buyers feel fully engaged in the sales process. While traditionally engagement has been a marketing metric, we as sales leaders can no longer afford to ignore emotional engagement as an important driver of sales.

Until recently, a sales person’s toolkit included email, phone, maybe even some type of screen share technology. Meanwhile, marketing technology outpaced sales years ago: Since the early 2000s, marketing professionals have enjoyed things like website optimization tools, A/B testing, detailed performance statistics, and advanced lead scoring products. But thanks to technology slowly moving to the cloud, many more sales teams can more easily track and analyze the data in their phone and email systems — and make more informed decisions.

Just in time to get ready for a record-breaking 2018! The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. Use our Smart Selling Tools’ Guide to learn about innovative tools designed for any kind of seller.

You’ll find detailed information on top selling tools for:
– Account-Based Selling
– Sales Enablement & Engagement
– Sales Management, Coaching, & Training
– and more

One of the best experiences from Dreamforce 2017 was not on the official Dreamforce agenda – the Sales Enablement Soiree, an off-site lounge held at the Four Seasons. In just two years, the Soiree has become the go-to spot at Dreamforce for all things Sales Enablement related.

During this one-day event, attendees could talk to and see demonstrations of twelve different Sales Enablement solutions including MindTickle, Highspot, Node, Allego, and BigTinCan.

Oh, year-end analysis. How I love thee and hate thee. Let me count the ways…

This is the time of year when executives become hyper-sensitive to numbers and are asking a flurry of questions.

What revenue will we close the year with?
What was our ROI on that new tech investment?
What did we do this past year that was most effective at moving the needle?