Categories: Sales Messaging
Stop for a minute and think about the departments and the sheer number of people that communicate with your prospects and customers throughout the sales engagement process. If you are selling a complex solution, these buyers may interface with dozens of your people and perhaps hundreds of messages throughout the process. It is up to your organization to ensure that those buyers receive consistency in that message.
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Categories: Sales Conversation
In the enterprise sales organization, you likely don't have the problem of brand recognition. You have products, proven solutions and big logos that make it easier for you to get your foot in the door with prospects.
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Categories: Sales Process
Sales is the engine that is accelerating organizational growth and fueling revenue. There's no better way to enable your sales team to sell more, faster than to align your sales process with how your B2B buyers buy. In addition, your salespeople need to be able to execute against it. It needs to clearly outline who does what and when they do it. Remember, having a CRM does not mean you have a sales process.
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Categories: Adoption and Reinforcement | Sales Transformation
For every sales initiative that positively transforms a company, there are countless others that fall flat with time, money and resources wasted. If it has become apparent that you need to lead a sales initiative to improve sales rep performance, there are some key steps you need to take before you even think of scheduling a sales training event.
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Categories: Front-line Managers
The Force Management team is passionate about enabling managers. I solicit content ideas repeatedly from our sales experts and the number one topic they always send back my way is manager enablement. The reason why? They see that challenge consistently in the marketplace. Too often, organizations align the executive team and then roll out initiatives at the rep level without investing in the managers.
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Categories: Sales Leadership
If you are a new VP of sales or head of a sales organization, you are more than ready to start driving results for your sales organization. Your execution plan depends on the current state of your organization. Perhaps you need to hire more reps or build an enterprise sales team. Or maybe, there’s been flat-line growth for the past two years and you’ve been brought in to fix it. The big question is where do you start? We've outlined six key focus areas below. This isn't an exhaustive list, but should get you going in the right direction.
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