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?

Your prospects want to succeed as much as you do. And they want to boost their companies — and hopefully their own careers — in the process. So, if your offer will help them succeed, why wouldn’t they call you back immediately and sign now? If something’s good for you, surely you should want it!

Your prospect has a tough job. She must convince her organization and relevant stakeholders (the proverbial average of 5.5 internal stakeholders) that change is a good thing. She must build a business case and balance the cost, risk, and effort associated with that change. She must own the results post-purchase. And she must accomplish all of this while doing her day job.

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study, 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations.

One reason for this failure is confusion about what exactly sales enablement should be enabling. The obvious answer to the question is that enablement should enable more winning. But what, exactly, does that entail?

74% of companies are spending more on enablement efforts than they did last year, but sales enablement teams are struggling to quantify the value of on-boarding and training efforts and identify what activities have the highest impact on rep productivity.

With average turnover at 30% per year, management is putting increasing pressure on HR and sales enablement to hire even more quickly and shorten onboarding time so reps can get into the field and start selling.

It’s clear that organizations of all sizes are investing heavily in sales enablement technology. In a recent study on the State of Sales Enablement, sales enablement budgets increased at 47% of respondent companies. Of respondents indicating a rising budget, over 30% cited gains of greater than 11% year-over-year. Companies with sales enablement personnel, processes, and technology are increasing their budget allocations, an indication that the high ROI expected by sales enablement is being achieved.

Product marketing professionals find themselves as the lynchpin between Product, Marketing, and Sales. However, most functions are notorious for not investing enough time in supporting sales efforts. Sure, they are effective at product launches and using feature/benefit language, but they often fall short when it comes to effectively enabling their their sales team.

While this stigma can be true, it would be wrong to assume that product marketers don’t want to help their sales team.

We’re a quarter of the way into 2017, and if you’re looking around for ways to make a bigger impact across your sales enablement efforts, it’s time to consider calling in technology reinforcements. As sales enablement—both the discipline and technology—continues to take hold in organizations large and small, we’re seeing its effects in spades. Most …

For many sales and marketing departments on a calendar year cycle, this time of year is full of crunching numbers, reviewing goals, budgeting, and strategy planning on what should be done differently next year. Unfortunately, research from SiriusDecisions says 54% of salespeople won’t be meeting their revenue quota this year. The good news is, there …

Value is a vital element to sales success for 2017, according to insights from Peter Ostrow, Research Director of Sales Enablement Strategies for research advisory firm SiriusDecisions. In an exclusive interview, the Value of Value Selling & Marketing, Mr. Ostrow revealed new research and discussed the critical role “value” can play in meeting new buyer …