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The world is changing faster than ever and one major shift is from the big screen to the small screen. In the B2C markets, mobile has eaten the world. The winners are companies like Uber, AliExpress and TripAdvisor – players who understood the importance of mobile early enough. In B2B the mobile revolution is still ahead, though. In this post I’ll share my thoughts on how you can emerge as a winner – and what your reward will be. Three megatrends that drive mobility First, you should understand the fundamental trends that are currently shaping the world: Mobile first . People are on their mobiles all the time. Mobile is already bigger than desktop. Less ...
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Please join Merrick Rosenberg, CEO of Take Flight Learning, author and keynote speaker and me for an engaging and educational webinar: “ What if You Could Turn the Personality Styles into Competitive Advantage for Increasing Sales?” When:  Wednesday, May 9 th from 12:00 – 12:30 pm EST To register:      https://conta.cc/2Hbm98V If you are unable to attend, please feel free to register and we'll send you the recording. In this webinar, Merrick and I will discuss his insights from working with the personality styles and salespeople over the past 25 years. Attendees will discover: - how salespeople can overcome their natural ...
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The 4 I’s of successful selling Insight, Interaction, Innovation, Incentives   In the past 10+ years the pace of technology has changed everything we do. If you don’t recognize that in how you coach and build your sales organization you will never achieve the results you could and should.  It is clear that all of the interaction between the “buy side” and the “sell side” are both more virtual and more dynamics in this ever changing world.  How can you achieve better results as a manager or a sales leader.  It starts with building insight, that will lead to a better interaction.  Then thinking about what the customer really wants and innovating ideas around ...
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A key element of sales enablement is providing sellers with relevant and useful content in a timely manner during the sales process. And most sales organizations spend a lot of time and effort to do just that. However, according to SiriusDecisions, “60 to 70 percent of content produced by b-to-b marketing organizations goes unused.” Let me start with an example of why this is such an important issue. Assume you are field sales rep conducting a call on a buyer who doesn’t know you or your company very well, and your goal on the call is to develop the buyer’s needs. As you conduct the call you must get the buyer to say “yes” on a number of questions: ...
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Defining sales enablement is very important. The definition should serve as a beacon, identifying what we need to do to make sales enablement successful. Numerous definitions exist; Google “sales enablement definition” and you’ll get plenty of results. At the Sales Enablement Society conference in Dallas this past October, the Definition Working Group unveiled their definition: Sales Enablement ensures buyers are engaged at the right time and place, and with the right assets by well-trained client-facing staff to provide a world-class experience along the customer’s journey. While utilizing the right sales and performance management technologies, in addition ...
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Purpose: The purpose of this document is to provide clear, simple guidelines for contributors to reference when creating and submitting content for the SES blog What we’re looking for: We prefer original (previously unpublished) thought-leadership, platform/vendor agnostic, 800 word (or less) articles that offer actionable tips for our readers. That said, we are open to working with previously published content that has been revised / repurposed for our blog. Like any submission, we will consider repurposed content on a case-by-case basis. Article types may include: Editorial/opinion How to (Ex: How to Promote Sales Enablement ...
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Welcome to the Sales Enablement Society blog! This is the first entry in what we hope will be an ongoing series of articles about all aspects of sales enablement. The purpose of the blog is simple: to provide a space for Sales Enablement Society members to share insights and ideas about what sales enablement is, why it matters, and how best to put its core principles into action. As we begin publishing and build up an archive of material, we hope that the blog will become a rich repository of thought leadership and a prime destination for anyone seeking to learn about the theory and practice of sales enablement. The blog will include a variety of article ...
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