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 …

When a thoughtful sales enablement process is practiced in an organization, there is a direct impact on sales conversion rates. A new Highspot/Heinz Marketing survey of nearly 400 B2B sales, marketing, and sales enablement professionals shows a heightened investment in sales enablement teams, initiatives, and technology directly—and in many cases dramatically—increases sales conversion rates from …

  What do your sales and marketing departments need to produce more revenue? MarketingProfs reported that organizations with well-aligned sales and marketing teams demonstrate 36 percent higher customer retention rates and achieve sales win rates that are 38 percent higher than in less-organized businesses. Clearly, sales and marketing should be aligned. Furthermore, teams that are …

Ask any builder the most important component of a project, and you’ll hear that it’s not fixtures or finishes, but rather, the blueprint. The building plan that illustrates how a structure goes together in detail is critical, because without it, a project will never come together with optimal results. It makes building easier, faster, and …