Sales Operations

The number of businesses with a dedicated sales enablement role has grown by 30% in the past 5 years.

Sales enablement strategies

Sales enablement is now in full swing within the B2B world. The number of businesses with a dedicated sales enablement role has grown by 30 percent in the past five years. It’s a must-have function in B2B and crucial to building a strong business. For those unfamiliar with the term, it’s a newly coined phrase referring to a range of practices (i.e. sales enablement strategies) that aim to facilitate sales.… Read More »Sales enablement strategies
sales cadence sales enablement

Sales Cadence: The Missing Link In Your Sales Enablement Strategy

Sales enablement is all about giving sales organizations the tools they need to succeed. For marketing teams, this means providing qualified leads, nurturing leads until they’re ready to buy, and in providing sales collateral such as data sheets, testimonials, or white papers. But there is another important piece of the puzzle that marketing teams can assist with when it comes to sales enablement. Enter: the sales cadence. What’s a sales… Read More »Sales Cadence: The Missing Link In Your Sales Enablement Strategy
What is GDPR?

What is GDPR? The Absolute Beginner’s Guide to the EU’s Biggest Data Regulation

[Note: As of May 25, 2018, the GDPR is enforceable. This article was written one month before the GDPR went into effect.] Table of Contents What is the GDPR? Why should I care about the GDPR? What is the GDPR asking me to do? How long do I have? What happens if I don’t make any changes? Wait, why are you telling me this? Where can I get more information… Read More »What is GDPR? The Absolute Beginner’s Guide to the EU’s Biggest Data Regulation
B2B Lead Follow-Up

The 6 Essential Steps to a Better Lead Follow-Up Process

[ Jump to the lead follow-up infographic ] Following up with leads is a crucial step in the sales cycle for B2B companies. Whether it’s with a phone call or a follow-up email, it’s important to initiate a conversation. Lead follow-up is a challenge for most B2B organizations. We’ve worked closely with countless sales teams on their lead follow-up process. One thing we’ve noticed is that they all tend to… Read More »The 6 Essential Steps to a Better Lead Follow-Up Process

Telemarketing scripts that work

Telemarketing is not that effective if you just pick up the phone and start talking about your product. The best telemarketers use telemarketing scripts. They have a clear plan what they’ll talk about and when. And they don’t use just any kind of telemarketing scripts, but good quality, effective ones. Otherwise, they would just be wasting their time on that phone. A good telemarketing script needs to achieve several things.… Read More »Telemarketing scripts that work

Sales Operations: The Importance of Lead Source

Focus on selling. That’s the mantra of basically every sales team.  Make calls, send emails, and close deals. That means you’re spending your time doing exactly what you’re paid to do. But, if the sales team is not accurately assigning lead source, are they performing to the level they could be? In this post, we’ll examine why assigning an accurate lead source is so important and how it can benefit… Read More »Sales Operations: The Importance of Lead Source
sales automation

The Importance of Sales Automation For Your Business

  “Sales automation” is more than just a vendor buzzword or something that applies to your Salesforce CRM. It’s an important practice that every sales team needs to take advantage of if they want to succeed. If you haven’t explored automated sales engagement and sales acceleration tools to boost productivity and improve revenue, take a moment to learn how sales automation can help you. How Sales Automation Can Improve Your… Read More »The Importance of Sales Automation For Your Business

Will a subject matter expert fundamentally change your sales process?

  • demandzen 
The sales process has changed in a fundamental way. And those who fail to notice will be left behind. We have to realize that today’s buyer no longer relies on salespeople when making a purchasing decision. They want to do their own research and consult credible sources in the process. In a B2B setting, most clients would prefer to discuss their needs with a subject matter expert. As a result,… Read More »Will a subject matter expert fundamentally change your sales process?
Why you should outsource inside sales

Why You Should Outsource Your Inside Sales

Inside sales is an inside job…right? In today’s society, it’s increasingly evident that inside sales is actually a job best outsourced for companies looking to generate opportunities quickly, efficiently, and cost effectively. Let’s take a look at the up-front investments for hiring an inside sales team: Investing in Inside Sales In a 2016-2017 talent shortage survey, employers found sales positions to be among the most difficult roles to fill, beating… Read More »Why You Should Outsource Your Inside Sales