12 Sales Enablement Assets & Materials That Win Deals

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Sales EnablementMaking cold calls. Running demos. Persuading decision-makers.

Top Sales KPIs for Your B2B Sales Reps

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Unclear sales goals are costly. These are metrics that prioritize and improve sales performance and yield valuable specifics like percent of team meeting quota, average on-target earnings, and sales cycle length. KPIs should match the specific needs of your sales team.

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11 Essential Sales Enablement Statistics for 2021

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Sales enablement statistics are useful for a number of reasons. Maybe you’re building a business case for the formalization of a sales enablement strategy and looking for quantitative data that you can use to your advantage. Sales Enablement

Sales Enablement Metrics: 7 Ways to Measure Success

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Whether you’re a marketer or a sales manager, there are innumerable ways you can empower sellers to do their jobs more effectively. Sales enablement comes in all shapes and sizes—which means there are dozens of metrics you can use to measure the success of your efforts.

6 Best Practices for Aligning Sales & Marketing in 2021

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The more closely you align your sales and marketing teams, the better. Today, we’ll walk through six best practices for better alignment between sales and marketing. Sales Enablement

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Sales Enablement: Definition, Benefits, Tactics, & More

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Sales, in general, is a tough job. This imperative — communicating value effectively — is a key element of the topic of today’s blog post: sales enablement. By the time you’re done reading, you’ll have gotten an answer to each of the following: What is sales enablement?

Sales Enablement Strategy: The Essential 7-Step Guide

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If you can help it, sales enablement — the act of empowering your sales reps with the tools, resources, and competitive intel they need to win deals — should not be conducted on an ad-hoc basis. To succeed over the long term in a competitive niche, you need a sales enablement strategy.

Pre-Call Planning: Why Sales Reps Need Competitive Intel

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Sales EnablementUnless you’re subscribed to the Crayon blog, you’re most likely reading this because you Googled “pre-call planning.”. If that’s the case, you probably noticed that there are a lot of blog posts on this subject. You may have even read some of them.

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Sales Battlecards: 8 Tips to Help You Win More Deals

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The sales battlecard is an extraordinarily impactful tool for any business in a competitive B2B market. 71% of businesses that leverage sales battlecards say these tools have helped them increase their win rate. Sales Enablement

Market & Sales Intelligence — Why Both are Essential for Sales Teams

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Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence?

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How to Use Sales Multi-Threading to Your Advantage

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Hitting an early impasse with a prospect is an age-old sales dilemma. “I They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So Reaching a dead end when bringing in a new sales account is nothing new.

How to Definitively Prove the Value of Sales Enablement

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High-performing sales reps are not born; they’re built. To be more precise, high-performing sales reps are not built in a discrete period of time; they’re built on an ongoing basis. Sales Enablement

The Sales Leader's Guide to Competitive Intelligence

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Sales is an inherently competitive function. You and your rivals are battling for every potential sale. When a customer chooses to go with you and not the company across the street, that’s a victory for your sales strategy.

The Sales Prospecting Strategy Guide

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Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

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Sales Reporting: A Guide to Creating Useful Sales Reports

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Exceptional sales performances aren’t achieved through sheer willpower — they’re accomplished by understanding goals that are easily tracked and planned out. Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. B2B Sales.

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Map Your Sales Funnel for a Smoother Sales Journey

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Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. Sales Funnel vs. Sales Pipeline.

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28 Effective Tips for Shortening Your Sales Cycle

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On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Today we’re sharing tips and tricks to shorten the sales cycle, broken down by stage.

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How to Improve Communication Between Marketing and Sales

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In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important?

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Data-Driven Sales Forecasting Using Facts, Not Feelings [Part 1]

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Q: What do sales leaders, meteorologists, and economists all have in common? It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Some 57% of sales reps do not accurately forecast their pipeline.

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Sales Productivity: Where Are You Wasting The Most Time?

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If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. In fact, there are a host of obstacles that keep sales reps from being their most productive selves. Where Do Sales Reps Waste The Most Time?

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Prospecting Insights: Boost Your Sales Strategy with High-Octane Data

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How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively.

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7 Sales Prospecting Tips to Ignite Even the Coldest Pipes

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If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Prospecting is an early and critical stage in the sales process.

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Sales Account Management: Your Go-To Guide for Greater Growth

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Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. What Is the Difference Between Sales and Account Management?

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An SDR’s Field Guide to Sales Territory Mapping

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Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind.

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Survey: How sales reps adapted to the pandemic

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The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. Here’s a closer look at how sales rep processes changed in the past year and whether these new methods will outlast the pandemic.

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Old School Sales vs New: The Rise of the Modern Sales Model

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We all know Tom: the sales guy trying to sell you something you don’t really need on a Tuesday afternoon. The Old World vs. New World of Sales. In the new world of sales, being well connected is no longer as important as being well informed. The Rise of Inside Sales.

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8 Simple Steps to Prep Your Webinar Funnel for Sales

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Are you thinking about increasing sales with a webinar? A webinar funnel works a lot like a sales funnel or marketing funnel. Now, as people get comfortable with the idea of running a sales webinar, we’ll likely see a continued uptick in these sales presentations.

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Tips for Sales Leaders

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As sales leaders, we face tough challenges. Most often, buyers described missteps in the sales process as the reason for lost business – even ahead of price! Every sales rep is different. With many organizations, sales isn’t involved with closed-won customers after onboarding.

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Triple Touch: A Stealth Sales Tactic for Rapid Prospect Responses

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It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. .

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Embracing New Sales Traditions in 2020

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From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. So, as sales leaders, how have we kept ‘remote’ control? Communication in Sales: Clear is Kind. Sales is an individual sport but sharing insight helps us all win.

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Artificial Intelligence for Sales: Discover How Sales is Changing

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Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales. Only a mere 13% of the modern sales force consists of ‘A Players’ – or reps who consistently exceed quota. In fact, for the last few decades, only about 50% of sales reps have achieved quota ( source ). Key Takeaways Regarding AI for Sales.

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How Swim Lanes Get Marketing, Sales Development, and Sales More Wins

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Is your team going in the same direction as sales development and sales? B2B marketing and sales can use swim lanes to map and track their responsibilities — from qualifying marketing leads to closing deals. Sales Development Swim Lane = One-to-Few. Hey, Marketing.

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Top 10 Sales Intelligence Tools to Use for Your 2021 Campaigns

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Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. It’s no wonder that 43% of salespeople in 2020 used sales intelligence tools, compared to 28% in 2018. LinkedIn Sales Navigator.

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Will Outside Sales Recover When the Pandemic Ends?

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The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams. What is Outside Sales? The drop in Outside Sales opportunities.

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Who Run The World?: Women in B2B Sales

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When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. What’s It Like Being A Woman In B2B Sales?

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B2B Sales Intelligence: Bad Data and Sales

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Whether you realize it or not, the efficiency, productivity, and drive of your B2B sales team is directly dependent on the quality of your data. This week, we’re flipping the script and taking a look at how bad data impacts B2B sales. How does bad data kill your B2B sales success? Bad data impacts every department within an organization—but none more so than the sales department. of sales reps’ time. That’s 546 hours a year per full-time sales rep ( source )!

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5 Signs You Need Sales Experience Analysis

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Most often, buyers described missteps in the sales experience as the reason for lost business – even above price or product features. This disconnect between why sellers think they lose and what really causes losses according to buyers – the sales experience – is where deals go wrong.

The Top 35 Sales Podcasts for Sales Professionals

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Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. So if you’re already familiar with the sales podcasts on this list, we recommend you check out that post as well. The Ultimate List of Sales Podcasts. 2. Sales Pipeline Radio.

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Building Trust in Sales: A Guide for Sales Professionals

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Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. In fact, only 3% of buyers trust sales reps ( source ). We’ve compiled a comprehensive guide to building trust in sales. For the seasoned B2B sales rep, there’s no denying the power of referrals. There is no such thing as being too prepared – especially in the sales industry. B2B Sales

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How to Conduct Effective Sales Cold Calls with ZoomInfo Insights

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At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. ZoomInfo Solutions Just for Sales.

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Sales Coaching with Buyer Feedback

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Most often, buyers described missteps in the sales experience as the reason for lost business – even above price or product features. It can be hard for sales coaches to know where to focus training efforts. Sales experience. Sales Voice of the buyer

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How to Write Sales Cold Calling Scripts Using Data

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Sales professionals are always on the lookout for ways to step up their game. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Why do Sales Cold Calling Scripts Matter? Check out this recent article from sales expert, Tony Hughes!

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CMO Sales: Tips for Selling to Marketers

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B2B SalesThey delete your emails. They decline your invitations. They cut your calls short. So, what does it really take to sell to the Chief Marketing Officer? We wanted to know just like you do, so we went straight to the source: a CMO.

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