Firstly, Forrester defined Sales Enablement as “ a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system.” In other words, Sales Enablement …
If the goal is to find a relevant lead and turning it into a customer, simply “finding” leads is not quite enough nowadays. An unbranded lead might look good in your prospection goals from a quantity point of view, but it has limited to no real value. Targeting the right lead is not a matter …
From Lead Generation to Lead Engagement: How to proceed Read More »
To e-mail a presentation to your customers, it is often necessary to optimize its size! The good news is that PowerPoint includes features to do so. They will allow you to carry out this project, and transfer a light-weight attachment rather than a well-loaded WeTransfer. Two steps we recommend are: 1. Optimize the images ;2. …
Contrary to common belief, marketers are not the only people involved in content creation. According to the Miller Heiman Group, marketing only creates about 39% of the content salespeople need. To illustrate, other people involved include Salespeople (18%), Product Management (16%), and Sales Enablement (16%). Content examples for every 3 steps of the Sales funnel: …
Sales Enablement: content & the 3 steps of the funnel Read More »
Sales Enablement has been around for some time. However, it has only been a few years since companies across the world started to look more seriously into the matter. According to the annual CSO Insights report, in 2018 61% of organizations had a dedicated sales enablement program, person or function whereas in 2014, only 19,3% …
