How Sales Playbooks Can Help You Keep Up With Digital Transformation

Posted by Dave Karr on Apr 19, 2022 11:15:40 PM

Getting Ahead by Pulling Everything Together

Despite companies spending millions of dollars on technology to improve their operations, the business-to-business (B2B) sales model remains very opaque and hard to understand. Without sales playbooks, a sales team has to continuously improvise and create new angles every time they talk to a qualified sales lead. Salespeople may be surprised when they discover they are losing money, sales reps miss cross-selling opportunities, or key accounts don’t renew.

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Topics: Sales enablement, sales technology, sales and marketing, sales playbooks

How Digital Sales Playbooks Can Bring Marketing And Sales Together

Posted by Dave Karr on Apr 19, 2022 11:04:48 PM

With today’s increasingly digitized world, many sales and marketing teams have already experienced the transformation. Over 60% of best-in-class organizations have a formal competency in sales, which in turn has increased the average deal size by 3.9% compared to a 2.8% increase for companies without sales playbooks. Salespeople need additional tools in order to be effective to sell their products or services to potential buyers. They need help—approximately 42% of salespeople feel like they don’t have the necessary enablement tools and information for sales.

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Topics: sales and marketing, sales playbooks

How Digital Sales Playbooks Can Boost Your Revenue

Posted by Dave Karr on Apr 11, 2022 9:37:12 AM

Effective customer engagement is pivotal to success in B2B sales. Because of this, digital sales playbooks are increasingly being used by top performing organizations to ensure their sales outreach and engagement is at its best.

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Topics: b2b sales, sales and marketing, sales playbooks

5-Step Guide to Creating Better Sales Playbooks

Posted by Dave Karr on Apr 11, 2022 9:24:14 AM

When sales teams have a ready-made sales playbook at their fingertips, they are better equipped to engage potential customers and make the sale.

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Topics: Sales enablement, sales and marketing, sales playbooks

How the B2B Buyer Journey has Changed

Posted by Dave Karr on Aug 31, 2021 1:51:14 PM
What is the B2B buyer journey?

The simplest definition of the buyer journey is the path that a buyer takes before deciding to make a purchase. What makes the B2B buying journey so unique is that there usually isn’t one sole decision-maker and the process is much longer.

It often includes multiple stakeholders that all have a say in the purchase decision. Having so many cooks in the kitchen so to speak, can make the buying process long, difficult, and wearisome.

But have no fear! In this article we're going to outline ways to stand out from your competition by helping your buyers along their way.

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Topics: Sales enablement, b2b marketing, martech, b2b sales, Content Marketing, sales and marketing

How to Get Started With Sales Enablement

Posted by Lindsay Toomey on Aug 4, 2021 5:19:16 PM

Sales enablement is an important piece of any company’s sales technology stack and getting started can look like a daunting task.

So why take the plunge? Results. Companies that have implemented a sales enablement strategy outperform their competitors by up to 20%.

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Topics: Sales enablement, b2b marketing, sales technology, b2b sales, sales and marketing

The Power of Data and Sales Enablement

Posted by Lindsay Toomey on Jul 15, 2021 2:31:21 PM

What impact is data making on B2B? In the age of digitalization, businesses are increasingly using data to generate insights that help them grow their business.

Sales enablement platforms can generate a wealth of data for sales and marketing managers to leverage.

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Topics: Sales enablement, data analytics, b2b sales, sales and marketing

The Importance of Marketing Automation

Posted by Lindsay Toomey on May 3, 2021 2:59:28 PM

The landscape of MarTech systems continues to grow exponentially. With over 7,000 systems now available to marketers, where do you even begin to determine where to start in your business?

If you are looking for that first major investment into MarTech, there is no better place to start than selecting the proper marketing automation system. It will act as the basis for all of your other MarTech and will be the connecting link to your CRM.

In this article, we’ll breakdown what marketing automation is, why it’s valuable, and how to implement it.

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Topics: b2b marketing, martech, sales and marketing

SharePoint vs. Sales Enablement Tools

Posted by Lindsay Toomey on Apr 21, 2021 2:41:09 PM

I’m just going to put this out there – and it won’t be the last time in this blog that I do – SharePoint is not the same as sales enablement. SharePoint is great at what it does, but it has limitations that affect the productivity and effectiveness of the marketing and sales teams

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Topics: Sales enablement, b2b marketing, content management, Content Marketing, sales and marketing

How to Build a B2B Sales Enablement Strategy

Posted by Lindsay Toomey on Feb 16, 2021 1:03:13 PM

It goes without saying that revenue is directly related to sales made and deals closed. But what if there was more you could do? With the right tools, resources and support the opportunity for growth increases exponentially.

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Topics: Sales enablement, industrial sales, b2b sales, sales and marketing