Top 7 Sales Enablement Best Practices
Business 2 Community, April 9th, 2019
Re-Engineering Sales And Finance For Success With B2B Subscription Models
George Albert writes, "This can be because salespeople lack the technical ability and are still following ineffective sales methodologies.
This is where sales enablement enters the scene!
Sales enablement is a powerful tool for increasing sales performance.
What exactly is Sales Enablement?
Sales enablement is the set of practices, processes, and platform that helps the sales organizations improve the performance of sales teams to increase revenue through new customer acquisition.
In today's customer-centric landscape, B2B sales leaders must evaluate sales enablement practices in order to achieve the desired goals..."
Forbes, April 9th, 2019
'I Won't Pay More Than $X!'
"People need to learn how to declutter and not amass physical possessions. That's the advice life coaches and spiritual gurus offer. And it sure looks like businesses and their customers are listening, because subscription business models are gaining popularity even in the business to business (B2B) space.
This is attributable to the fact that this model offers many benefits to both B2B enterprises and their clientele: ..."
Business 2 Community, April 10th, 2019
5 Shortcomings Of The Classic Marketing Sales Funnel (And How To Evolve Your Strategy)
Dave Brock writes, "We were doing a deal review. It was a big deal with a prestigious customer. Procurement was involved. As we discussed the deal, the sales person said:
'Procurement thinks this is a good solution, but they aren't willing to pay more than $X and we are a whole lot more at Y.'
'Have you presented the business case to the procurement folks?' I asked.
'We've talked about how much this improves productivity and reduces costs, we've provided some industry data.' replied the sales person.
'But have you provided a specific business case to them?' I asked.
'No, they're stuck on the huge price difference ...the deal is stalled!' the frustrated sales person replied..."
Business 2 Community, April 11th, 2019
"The sales funnel has been a well-entrenched image in sales folk's minds, ever since it was first developed in the late 19th Century by Elias St Elmo Lewis (great name, huh?).
The wide, catch-all top of the funnel - usually known as the 'awareness stage' gives way to the narrower 'consideration', 'engagement' phases, through to the bottom of the funnel where the customer makes a conversion.
In practice, this means an initial top-of-funnel broadcast would be sent far and wide in the hope of gaining the attention of a few consumers. Those would filter through the tunnel, becoming fewer and fewer until a handful make a purchase..."