BLOG ROUNDUP FROM THE SALES LEADERSHIP BLOG


Why Sales Cannot Afford to Ignore the Early Part of the Buying Cycle


JEFF KALTER CEO 3D2B


Here’s a statistic you’ve probably heard before from CEB: “57 percent of the purchase decision is complete before a customer even calls a supplier.” Marketing automation platforms, content marketers, and more cite this stat from CEB because it offers a strong rationale for using their marketing platforms and services. After all, marketing automation and content marketing both help in the early phase of the buy- ing cycle (and beyond). They do the hard work of capturing leads, warming them up with email nurturing, and scoring leads. Once a contact accumulates a high lead score, it’s finally time for sales to take action. But is that too late? Read More >


FROM THE SELLING POWER BLOG


How to Drive Success during Your First 90 Days as a Sales Enablement Leader


RODERICK JEFFERSON CEO


RODERICK JEFFERSON & ASSOCIATES


You’ve been hired as (or promoted to be) a sales enablement leader. Now what do you do? Where do you focus? How do you evaluate your team – or build a new one? Every com- pany wants a world-class program, but what does world-class sales enablement look like? How many times have you been asked this question? My best advice is to let your customers (sales leadership) answer it for you. This will give you an opportunity to build a group of champions on your behalf while showing them that your organization would never build what you “think the sales organization needs” – instead, building a long-standing, mutually equitable relationship that impacts the maturation, growth, and success of the company! But where do you start? Read More >


FROM THE SELLING POWER BLOG Five Ways Data-driven Sales Is Evolving and How to Keep Up


LIMOR WAINSTEIN EDITOR AGILE SEO


Although sales forecasts, email open rates, profit margins, and IP resolution data are all part of the sales numbers game, they’re single data points that give only a sliver of information. Data-driven sales has evolved to include a much more integrative look at the components that tell a sales story – from both a detailed and whole-picture view. With the right data serving as the foundation of sales enablement, organizations can determine which content, tools, and techniques will best serve their sales team – from lead gathering and initial contact to closing deals and cross-selling. Here are some of the most innovative ways organizations are evolving in their use of data-driven sales. Read More >


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