Sales Enablement

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May 7, 2020

Sales Enablement Playbook: The Strategy and TechStack You Need to Support Your Inside Sales Team

Things have changed. If your tried and true motions were to engage customers via events, in-person meetings and over soup to nuts meals or on the course, you likely no longer have your most reliable tools at your disposal. Now, more than ever, the focus should be on engaging customers digitally, in new ways, and provide even more value to…

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March 31, 2020

Sellers Need Project Managers, Here’s Why

In my recent chat with one of our sellers, Josh Wagner opened the conversation by saying he loves project managers, because they’re good at all the things he’s not: planning, organization, meticulous details. (See more on how I got into Project Management and why I love it in our video here.) Beyond personality traits, sellers can benefit from the knowledge…

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February 3, 2020

Improve Lead Routing Through Sales and Marketing Alignment

Lead routing continues to be a struggle for the majority of B2B organizations. In its State of Lead Management report, LeanData found, “More than 57 percent of respondents expressed doubts that their lead workflow allows them to create an ideal customer experience. In other words, they’re finding it a challenge to make sure the right person at their company is…

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January 10, 2020

Improve Your Customer Journey Through Sales Alignment and Enablement

Are you working inside out? Weird question, I know, but stay with me. Many people approach their sales, marketing and customer success processes in an inside out manner. They start with themselves, their brand and their product as the center and then project that onto the customer and their journey. But brands that aim to delight customers work from the…

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December 17, 2019

Post-Event Tactics Make Or Break Event Marketing Success

Event Marketing in the Digital Age If you want to rub elbows with influencers, customers and prospects simultaneously, few marketing channels provide better access than events. Attending and/or sponsoring the right industry event(s) allows your organization rare face time with every member of your buying committee. Unfortunately, over the past few years, event marketing has lost favor with marketers. Instead…

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