You’re about to meet with a customer. You’ve done your research and have learned about their circumstances. You have some ideas regarding how you might help the customer achieve a better outcome.
Now how do you start off the conversation?
One approach is to introduc...
Sales and marketing teams know that high-quality content takes buyers through a journey that ideally results in winning new sales opportunities.
But where do reps get the high-quality content they need?
Are your reps getting timely and relevant content from marketing, or are they cre...
A Sales Enablement Charter is a document that sets out your enablement goals and objectives and outlines the activities to achieve your desired outcomes. It essentially functions as your business plan, your roadmap, and your guide for implementation of your sales enablement initiatives.
A...
Two competing sales representatives are presenting a proposal for the same type of product to the same prospect.
“Rep A” is presenting the prospect with a generic proposal. Her supplier provided her with a locked-down PDF that cannot be edited or personalized. Why?
Many (most?)...