When people think about sales enablement they often think about the outbound efforts, like our friends from SalesLoft. The other use of sales enablement is as a tool to help with onboarding, continuous training, and to help sales leaders with coaching. Sales training is no longer viewed as a once a year expense at the
Read MoreThe popularity of sales enablement solutions are growing like mad; last year saw a 69% increase in spending on sales enablement solutions, according to Sirius Decisions. There are hundreds of sales enablement solutions on the market, so picking the right one for your company may seem like a big task. This blog will provide
Read MoreThe end of the calendar year for a sales leader involves a mix of planning and execution. Priorities could include getting last minute deals across the line to make quota or the sales target can takes up a lot of time and mind share. However, a good sales leader always one eye on the
Read MoreSales training is a long-term commitment. You can’t spend a week training new employees — filling their heads with an excessive amount of information — and then expect them to be ready to hit the ground running and remember every minute detail you shared with them. Alternatively, you can’t expect veteran sales reps to
Read MoreThere was a great blog post recently from Carol Leaman, the CEO from Axonify, on why your learning management system may not be enough. At Lurniture, we are happy to see others sharing the same view that we have. We feel that sales enablement is the key to the ongoing sales team training success.
Read MoreThere’s a big problem affecting nearly every sales team we meet. Sales training, almost universally, doesn’t deliver as much as you hoped it would. Even mediocre training turns off your sales force and causes poor morale — especially for a modern rep looking for something more. That’s backed up in the stats, too. Poor preparation
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You’ve heard about sales enablement—the term’s been around for a few years now. But what do you know about it? Are you using best practices? Does any of this matter? You bet. It matters because the sales and marketing world we all know has changed. Variations on Sales Enablement: Different Definitions and Points
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Do You Really Need Sales Enablement? For the past five years, there’s been a lot of talk about sales enablement. Some skeptics wonder if it’s ever been a new idea with relevance to sellers, or whether it’s the same old sales management tasks given a new label. Our previous posts reviewed some of the
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When it comes to sales enablement tools and solutions, how much of it is really going to impact your sales organization and bottom line? How much of the industry buzz is just useless hype in sales enablement? There’s plenty of hype, but plenty of value, too. Our previous post looked at the relevance of sales
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Are Your Sales Enablement Efforts Working? Unsuccessful sales programs are easy to spot. Goals are constantly unmet, opportunities are unrecognized or lost to the competition, closing rates are feeble and customers are impatient with product-centered sales. It’s an old story, one that sales enablement practices and tools are meant to improve. But let’s give
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