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Struggling with team misalignment, tool overload, or low adoption rates in your sales enablement efforts? You’re not alone. These are just a few of the common challenges sales enablement leaders face. The good news is, you can overcome them. Our latest blog post examines the top 10 sales enablement challenges and offers practical solutions to streamline processes and boost sales performance. Read the whole thing here: https://brnw.ch/21wLtRF

Struggling with team misalignment, tool overload, or low adoption rates in your sales enablement efforts? You’re not alone. These are just a few of the common challenges sales enablement leaders face. The good news is, you can overcome them. Our latest blog post examines the top 10 sales enablement challenges and offers practical solutions to streamline processes and boost sales performance. Read the whole thing here: https://brnw.ch/21wLtRF

DO MANAGERS KNOW THE TRUE HEALTH OF THEIR REPS' PIPELINES? Keeping Salesforce up-to-date and accurate is the best way for reps to leverage leadership and close deals consistently. It gives managers the ability to spot red flags early, proactively coach, and forecast confidently. But updating Salesforce consistently is... a challenge for reps. Scratchpad is the answer every sales manager has been searching for. - Better pipeline management for reps - Better deal inspection & forecasting for leaders Learn how you can see all of your reps deals in one place, collaborate faster, automate Salesforce updates, and always know the true health of your team's pipeline so you can see your path to quota. Get better visibility at the 🔗 👇 #Sales #Revenue #GTM

RevOps = Prioritizations When we first sit down with executive leaders, we first try to understand “What they want to achieve” “Whats they GTM strategy” Then after you talk to executive leaders you NEED to go and see what's happening in each GTM department. We even spend time with front end employees just to see as majority of the time the gaps happen. Once you know where you want to go, you can reverse engineer back and see where to start. Yearly Goals & Initiatives < Quarterly Goals Initiatives Once this is done it start all at • ICP, •  Sales Process, • Sales Stages, • Metric Definitions, • CRM   Only after that it comes to tools, systems and operations. Start at the foundations

Insight Wednesday: Top Four Pitfalls in Sales Productivity Optimizing processes for peak productivity is key to success in the world of SaaS/Tech sales leadership. But, what are the top pitfalls hindering your sales team? Here are the four most common pitfalls and actionable solutions to propel your sales operations. Pitfall 1: Tech Overload Sales teams using 10 tools face a challenge—disjointed data impedes productivity. Consolidate tools, lower costs, and reclaim time for reps. Prioritize multifunctional tools and streamline your stack. Pitfall 2: Pipeline Ambiguity Navigating a vague sales pipeline leads to inaccuracies. Provide clarity with defined stages and exit criteria. Simplify data updates and ensure accurate progress tracking. Pitfall 3: Quote Approval Bottlenecks Quotes stuck in approval drain time. Streamline by reducing unnecessary approvers, setting shorter deadlines, and automating approvals for 100% success terms. Free up valuable resources and accelerate your quoting cycle. Pitfall 4: Limited Coaching Impact Sales managers with limited time struggle with impactful coaching. Enhance effectiveness by encouraging self-identification of improvement areas, aligning coaching with team-wide goals, and providing firsthand guidance in the field. What do you believe are the biggest Sales Productivity Pitfalls? Share your opinions and let's see how they differ from these four. #saassales #techleadership

The market is WEIRD right now. That's why there's never been a better time to prioritize sales enablement — your team needs guidance on how to surf the waves instead of getting pulled under by them. Here's how enablement helps stabilize and strengthen your sales ESPECIALLY during turbulent and transitional times: 1. Helps sales reps get “back to basics” - When things get shaky you need to reinforce a solid foundation. 2. Creates training and content clarity - Sales enablement (when done effectively) gathers all of the various sales enablement resources – such as internal and external content, sales tools, value messaging, market intelligence, etc. – and delivers them to the sales force in a way that makes sense to the reps and keeps them engaged. 3. Keeps reps energy up through the long haul - #Forrester research shows that high-performing organizations provide more continuous learning, peer learning, and advanced skills training than low-performing sales teams. 4. Equips managers to better support their reps - The daily practices of sales leadership have the greatest impact on sales effectiveness.  5. Goes beyond your salespeople to support your whole organization - Everyone requires content and training that align with your overarching revenue strategy. #salesenablement #revenuestrategy #getbacktogrowth

In his book Sales Enablement 3.0, Roderick Jefferson draws a crucial distinction between Enablement-influenced and Enablement-owned metrics. The difference being: 📌 Enablement-influenced Metrics These are the metrics owned by Sales Leadership and measure the sales team's performance. Since enablement practitioners don’t sell or manage the people who are selling, we can influence these metrics with the work we do. Examples of these metrics include: ☑ Average deal size ☑ Deal velocity ☑ New pipeline created ☑ Speed to revenue 📌 Enablement-owned Metrics These are the metrics that are directly tied to the outcomes of sales enablement programs. They show the value of enablement as a whole. Examples of these metrics include: ☑ Accreditations and Certification scores ☑ Program surveys ☑ Training completion ☑ Content Usage Over the years, many articles and whitepapers have tried to convince #salesenablement and #revenueenablement practitioners that Enablement-influenced metrics are how we measure enablement. Sales Leaders have held Enablement teams to the same standards as the actual sales teams, all because there were ignorant on how to differentiate these different types of metrics. This thought process has also permeated into the messaging of companies selling #saas in the #salesenablement and #revenueenablement space. Just this week a vendor in this space approached me with a pitch about improving quota attainment at my company, citing that only 33% of sellers were achieving their quota. The problem: I don’t own those numbers. Therefore their message missed the mark. A more effective approach would have been to show how their solution aligns with my Enablement goals and supports our programs, ultimately benefiting the sales team's performance and quota achievement. Contextualized message matters. 

One of my favorite parts of being a sales enablement professional is meeting and talking with sales reps in the field. Working with them to take their stories and create training is one of the most rewarding things I do. Collaboration is at the heart of every successful business venture. As someone who values teamwork and shared success, I've seen firsthand how crucial it is for teams to collaborate effectively to achieve their goals. Sales enablement plays a vital role in fostering this collaboration by providing teams with the tools, resources, and knowledge they need to work together seamlessly. According to a study by CSO Insights, companies with a defined sales enablement function see a 22.7% increase in win rates. This statistic underscores the importance of sales enablement in driving collaboration and ultimately, business success. When teams are equipped with the right information and training, they can collaborate more effectively, leading to better outcomes for both the business and the customer. Let's chat to find out how we can collaborate to develop your sales enablement strategy. #Collaboration #SalesEnablement #Teamwork #SuccessStats

🚀 What's the secret sauce of top-performing sales teams? It's not luck—it's a recipe with 3 key ingredients. After 20 tears in tech sales, I've seen firsthand how these pillars transform sales performance: 1️⃣ 𝗗𝗮𝘁𝗮-𝗱𝗿𝗶𝘃𝗲𝗻 𝗰𝗼𝗮𝗰𝗵𝗶𝗻𝗴: Leverage analytics to pinpoint areas for improvement and tailor guidance. 2️⃣ 𝗖𝗼𝗻𝘁𝗶𝗻𝘂𝗼𝘂𝘀 𝗹𝗲𝗮𝗿𝗻𝗶𝗻𝗴: Invest in ongoing skill development to stay ahead in a rapidly evolving market. 3️⃣ 𝗔𝗹𝗶𝗴𝗻𝗲𝗱 𝗶𝗻𝗰𝗲𝗻𝘁𝗶𝘃𝗲𝘀: Create recognition programs that motivate and reward behaviors driving long-term success. According to Salesforce, high-performing sales teams are 3x more likely to use data-driven insights. At BuyerForesight, we're helping B2B tech companies build these pillars through research-backed strategies and thought leadership. Which pillar resonates most with your experience? Let's discuss! 👇 #eventmarketing #fieldmarketing #B2BSales

Insight Tuesday: 💡 In the world of SaaS/Tech sales leadership, success hinges on optimizing processes for peak productivity. Discover the top 4 pitfalls hindering your sales team and explore actionable solutions to propel your sales operations. Pitfall 1: Tech Overload Sales teams using 10 tools face a challenge—disjointed data impedes productivity. Consolidate tools, lower costs, and reclaim time for reps. Conduct a tool inventory, prioritize multifunctional tools, and streamline your stack. Pitfall 2: Pipeline Ambiguity Navigating a vague sales pipeline leads to inaccuracies. Provide clarity with defined stages and exit criteria. Name and define each stage, simplify data updates, and ensure accurate progress tracking. Pitfall 3: Quote Approval Bottlenecks Quotes stuck in approval drain time. Streamline by reducing unnecessary approvers, setting shorter deadlines, and automating approvals for 100% success terms. Free up valuable resources and accelerate your quoting cycle. Pitfall 4: Limited Coaching Impact Sales managers with limited time struggle with impactful coaching. Enhance effectiveness by encouraging self-identification of improvement areas, aligning coaching with team-wide goals, and providing firsthand guidance in the field. Conclusion: Elevate Your Sales Leadership Addressing these pitfalls positions your sales team for success. Streamline operations, empower sellers, and lead with precision. #SaaS #sales #leadership