Sales Enablement Part 2: Types of Sales Enablement Tools to Increase Revenue and Create Greater Internal Alignment
In our last post we discussed how sales enablement creates greater success for your team and provides the ability to scale your business. We reviewed its many benefits, from shorter sales cycles and scaling success to better alignment with internal departments and stronger data.This week we’d like to dig deeper and explore the types of sales enablement tools that have helped my clients and others align processes across the sales and marketing departments, and empower sales teams with the necessary customer info and metrics. Sales Training Sales training helps salespeople learn and/or improve their selling techniques, skills, and processes with the ultimate goal of driving revenue growth.Once a sales rep finishes onboarding, training tools can be used to promote a culture of continuous learning, allowing reps to be ready to…
Sales Enablement Part 1: How Sales Enablement Creates Greater Success and the Ability to Scale
Sales enablement helps companies and teams move the needle where it matters most - driving sales teams to top performance and customers to brand loyalty. With over 75% of companies using sales enablement tools reporting higher sales and increased sales quota attainment, it is key to the new way of selling. Sales enablement is crucial for overall growth and success of your sales team and can be one of the single biggest differentiators when it comes to winning business from your competitors. What Exactly Is Sales Enablement? Sales enablement is simply equipping your sales team with strategic resources needed to excel, from tools to technology to content and beyond. The most talented sales reps stand to benefit from the right support and structure, just as top athletes benefit from the…
Growth Strategy: How to Expand into New Geographical Markets
There are a lot of ways to expand your sales: increase business with current clients, find new clients like the ones you have, or add new products or services. Sometimes, though, expanding into new geographical markets is the best way to create sustainable revenue growth. This comes with challenges of course, namely capturing market share from established competitors. Research the New Competition When considering expanding into new geographical areas, doing your research on the competition first will give you some valuable clues on how to penetrate the market. Is their website and social media presence updated and impactful? How do they position their offering? Cost, features, service? How do they go to market? How do they support their local communities? What kind of reviews do they get from customers? Gathering…
Want to Grow Your Business? Do Things Differently.
As a growing business, it’s normal to feel stuck sometimes. When you’ve hit a plateau or when the things that have been working aren’t getting the same results, it’s time to make some changes. As your business grows, it will progress through these classic growth stages: Stage 1 – Achieving Viability (Entrepreneurial) Stage 2 – Accelerating Growth (Emerging Growth) Stage 3 – Scaling (Sustainable Growth) Stage 4 – Maturity So how do you grow your business and take it to the next level? By doing things differently. It’s important to understand what you need to do differently at each stage to keep that momentum going – and make the changes that propel you into the next stage. Four Stages of Business Growth Many businesses “experience common problems arising at similar…