Category: In Sales

"sales enablement platform time selling"

How to Spend More Time Closing Deals

October 31, 2019

How to improve sales productivity While we’re sure there are a few outliers, for the most part, great field sales reps make terrible admins. Ask any marketing director in charge of providing marketing support to a sales team or any VP of…

It’s Time to Rethink Your Manufacturing Sales Strategy

It’s Time to Rethink Your Manufacturing Sales Strategy: Here’s How to Fix It

October 28, 2019

While the manufacturing sector itself is in the midst of the Digital Revolution, the manufacturing sales strategy could use a few upgrades.  Manufacturing sales teams face some unique challenges. Many manufacturing companies still focus on selling standalone products like car parts or…

Sales Development Representative Tips All SDRs Should Know

4 Sales Development Representative Tips All SDRs Should Know

October 28, 2019

Sales development has shifted, as buyers take more control over their own journey. Customers today are defined by self-guided research spanning multiple touchpoints.  The level of skill and success for sales development representatives (SDRs) is often measured based on quantifying their outreach…

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Breaking Down the Definition of Sales Enablement

September 17, 2019

In the world of business software, sales enablement comes up often — and with good reason. Practitioners, managers, contributors, purchasers, critics, administrators, and of course the all-important end-user – sales and service professionals depend on this advanced software to “Learn faster, sell…

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6 Ways First-Year Reps Become Their Own Worst Enemy

July 25, 2019

First-year sales reps are in a tough spot. Not only is their new job challenging, but also their skill set isn’t developed enough (at least not yet) to excel in it. Mike RenahanMike is a Customer Success Manager at HubSpot. He is…

"buyer enablement"

Implementing Buyer Enablement in Your Sales Enablement Strategy (2019)

July 2, 2019

I grew up in a lightly inhabited part of Vermont during the 70s and 80s. John MooreVP of Revenue Enablement, Bigtincan. Collaborating to increase the value of the Sales Enablement profession globally.

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The Role of Sales in Sales Enablement (2019)

June 25, 2019

When I was young, I read every book I could get my hands on. John MooreVP of Revenue Enablement, Bigtincan. Collaborating to increase the value of the Sales Enablement profession globally.

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Sales Enablement: Field Sales vs. Inside Sales (2019)

June 14, 2019

Sales Enablement is becoming an active initiative within companies in just about every industry. When evaluating Sales Enablement Platforms (SEPs), it is important to understand the different use cases for field and inside sales reps. Jack MartinWorking to help better align marketing…

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What is a Sales Development Representative (SDR)

June 6, 2019

A Sales Development Representative (SDR) is an inside sales rep who focuses on the qualification of leads at the top of the funnel with the goal of booking meetings for a member of the sales team in a closing role.  Jack MartinWorking…

"mobile device eitquette"

Mobile Device Etiquette – 10 Tips for Sales Meetings (2019)

June 3, 2019

Nowadays every field salesperson uses some kind of mobile sales tool to do their job. More companies then ever are rolling out mobile devices for their sales teams to use during sales meetings. Rusty BishopSVP of Marketing at Bigtincan