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Entries related to: sales-enablement

How to Architect Your CRM for Stronger Win/Loss Analysis

Once you’ve decided to tackle win/loss analysis as an organization, the next natural step is to invest some time and thought into how you will go about collecting the data. Win/loss interviews – whether they’re run internally or by expert agencies – are fantastic resources for in-depth understanding of buying decisions. The natural partner for this qualitative information is consistent internal win/loss quantitative data from across your sales team. 

But what data should you be collecting in your Customer Relationship Management (CRM) solution? And when should salespeople be asked to fill them out? Below, I detail some of the fields that you will want to ensure you have in your CRM, as well as some accompanying choices and considerations.

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3 Sales Enablement Challenges & How to Overcome Them

The following post was written by Meg Guarente, Product Marketing Manager at Seismic, the leading B2B marketing enablement and sales enablement software solution. Meg has over 7 years of experience working in strategic product marketing and management roles. She has worked at TechTarget, Dataxu, and now at Seismic Software. At Seismic she leads the product marketing function for the SMB and mid-market space. 

Product marketers have a complex job working cross-functionally to support many crucial areas of the business. Creating and distributing buyer-facing content, updating sellers on the industry and competitive landscape, and understanding how content is performing are just some of the challenges product marketers face daily.

As a product marketer myself, I can attest to these problems firsthand. Throughout my product marketing journey, I haven’t always been able to say with 100% confidence which content repository I was supposed to use to create new or update existing content for sales. When I asked my fellow marketers, they all had different answers as well. I also haven’t always had insight into what was working and what wasn’t.

Sound familiar? I’m sure a lot of product marketers (and marketers alike) can relate, so I wanted to share some tips and tricks I’ve found along the way to help combat these challenges.

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Sales Enablement is Everyone’s Job: How Each Area of Marketing Enables Sales

As companies grow, sales teams get bigger, and sales cycles become more complex, many businesses invest in a sales enablement function within the marketing team. Marketers, who are tasked with driving acquisition and awareness efforts first and foremost, partner closely with their sales teams to make sure the business hits its revenue targets. Enter, sales enablement marketers: marketing professionals tasked with supporting sales teams with resources, tools, and trainings to help them close more deals. But the reality is that the task of enabling sales expands beyond one focused role. In fact, sales enablement can and should be supported by everyone in marketing. Here’s how each area of marketing supports sales enablement.

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Top 3 Sales Consequences for Ignoring Competitive Intelligence

The sales process we know today is remarkably different from the sales process of a decade ago. Years ago, prospects had an average of four to five choices for any product or service they were looking to purchase. Today, that number has spiked by more than five times. Now, markets are highly populated, with most companies having on average 25 competitors in their space.

The increased competition has changed that way we sell products and services, prospect to drive new business, and manage sales pipeline as executive leaders. In other words, sales is facing new challenges in competitive selling, and the consequences go all the way to the top.

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