Sales enablement’s popularity has skyrocketed over the past few years, and so has the number of related tools and software products. It can therefore be challenging to navigate among this sea of new – and constantly evolving – technology and build a sales enablement tech stack that is right for your business and increases the
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What is effective sales collateral? Effective sales collateral is key to moving buyers through their purchasing journey and converting them into customers. Buyers need sales collateral that educates them and answers the questions and pains that arise as they move through their buyers’ journey. The purpose of sales collateral is to: Help buyers to make
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What is a business case and why is it important for sellers? A business case is a document that highlights the benefits of a project or investment, in order to get the approval of decision-makers. As they are normally created internally within a company, the importance of a business case for sellers is often overlooked
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What is sales onboarding? Sales onboarding is the process of training new sellers to give them the skills, knowledge, and tools necessary to become fully productive and meet their goals and quota. It is a crucial phase in an employee’s lifetime, as it shapes the perception of the new employer and company, and it contributes
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CRM entries, prospects research, meeting preparations, follow-up emails, and other similar, boring tasks are, unfortunately, a necessary part of a seller’s job. A study by Xant found that sales reps only spend 35% of their time on selling-related activities. Yet, no seller ever enjoys performing manual and repetitive tasks. But what if they didn’t need
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Introducing Prezentor Insights Ever wondered how your company’s sales materials are used? Or who are the top-active sellers in your team? And what content gets viewed and shared the most, or generates the most engagement? You can now find the answers to these and other questions in the newly released insights section of Prezentor’s web
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What is sales coaching? The subject of sales coaching is often a controversial one. A quick internet search will be enough to give you many, often contrasting definitions, and among all the different terminology – sales training, sales coaching, sales mentoring, etc. – it is easy to get confused. In this article, we will shed
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How to personalize the buyer experience effectively? That today’s buyers are more demanding than ever is old news by now. According to Salesforce, as much as 80% of customers now considers the experience a company provides to be as important as its products and services. Most companies are already exploiting behavioral data to fulfil consumers’
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If you are considering taking actions to accelerate sales, content might not be the first thought that pops into your mind. Yet, a solid sales enablement content strategy can boost the productivity and efficiency of your marketing and sales teams and speed up your company’s growth. This article gives you 5 simple steps to plan
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Being a salesperson nowadays is tougher than ever: B2B buying committees continue to grow, buyers don’t want to talk to sellers and prefer researching on their own, or when they do talk to sellers, they expect them to be thoroughly prepared and offer personalized experiences. To put some of these hurdles in numbers, Gartner found
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Everyone knows sellers need good sales collaterals to engage buyers, help them overcome their objections, and help them choose the best solution for their problem. But content doesn’t just need to be “good”, it should also be quick and easy to find, trackable, and aligned with the company’s brand image. A good content management solution
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Consistency is key to brand control but it is not easy to maintain across all channels, especially if there is poor communication within your organization. In this article, we will explain how sales enablement can help you gain brand control by aligning your organization’s functions. Why is brand control important? A brand is much more
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The sales enablement platform market is expected to keep growing in 2023, as more and more people across the globe turn to this solution in the hope of increasing their sales. When implemented well, a sales enablement strategy will improve both your customers’ and your sellers’ experience, and ultimately increase your revenue. Sounds appealing, right?
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Welcome to our ultimate guide to sales enablement! Maybe you have just heard of sales enablement and are curious about the topic, or maybe you want to implement a sales enablement strategy for your business but are not sure where to start – either way, we’ve got you covered. This guide gives a comprehensive overview
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Your sales material all in one place – easily organized, tracked, recommended, and rated! Content is an essential part of the sales process. If you are in the business of B2B sales, you will likely spend a considerable amount of your time finding the right files – reports, cases, and quotes – to send to
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Every consumer has different needs and desires, making them unique in the way they respond to different sales techniques. The era of ‘one-size-fits-all’ insurance products is dead and gone. Customers are increasingly turned off if they continue to be offered standard insurance and add-ons rather than product packages that meet their individual needs. This is
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Sell the value, not the product Let’s face it: modern B2B buyers are getting harder and harder to please. One of the reasons for this, is that buyers today do a lot on their own: they identify their needs, research and evaluate their solutions, and only then they might get in touch with your Sales
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Having good content is not enough We can all agree that content plays a big part in the selling process: it is the primary resource for salespeople to convey a value proposition to prospects and customers and to guide them towards their product or service. The statistics speak for themselves: 95% of buying decisions are
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