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Salesenablement statistics are useful for a number of reasons. Maybe you’re building a business case for the formalization of a salesenablement strategy and looking for quantitative data that you can use to your advantage. Maybe you’re new to the discipline and trying to quickly learn as much as possible.
If you can help it, salesenablement — the act of empowering your sales reps with the tools, resources, and competitive intel they need to win deals — should not be conducted on an ad-hoc basis. To succeed over the long term in a competitive niche, you need a salesenablement strategy.
You can provide intel that helps them win competitive deals. Salesenablement comes in all shapes and sizes—which means there are dozens of metrics you can use to measure the success of your efforts. Competitive win rate. Sales cycle length. You can provide tactics that help them overcome objections.
Competitive battlecards (also known as competitor battlecards, or more simply as battlecards) can add a tremendous amount of value to your suite of salesenablement collateral. As industry competition intensifies, so, too, does the need for reliable, actionable intel. Basic elements to include in your battlecards.
To be more precise, high-performing sales reps are not built in a discrete period of time; they’re built on an ongoing basis. This is, in a sense, the value of salesenablement : It helps your sales reps maximize their potential as specialists in the art of generating revenue.
It doesn’t matter if you’re building a strategy from scratch or overhauling tired practices established by marketers of yore: Salesenablement shouldn’t be an afterthought. In fact, if you aim to succeed over the long term in a competitive niche, it should be at the forefront of your efforts. Measure success. But first….
We read some of them, too, and after the third or fourth one, we were struck by a surprising realization: No one is talking about competitive intelligence. This implies that competitive intelligence (CI) need not be part of your pre-call planning routine—an implication we wholeheartedly disagree with.
In a world where business competition is fiercer than ever, having a strategic edge is no longer optional—it's essential. Our recent webinar, " Elevate Your CompetitiveEnablement Strategy with Crayon AI ," explored how businesses can harness the power of AI to outsmart competitors and thrive in a fast-paced market.
To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible salesenablement program.
Product marketers have to juggle the messaging and positioning of products, lead product launches and help drive adoption, manage competitive intelligence programs, develop salesenablement materials, and so on. Product marketing is easily one of the most cross-functional (and busy) roles in an organization.
Using HUAWEI eKit, distributors can get digital marketing, transaction processing, service, salesenablement and partner operations capabilities. It incorporates competitive rebate policies through sustainable practices and well-designed rules, handling problems that often come from the variables in the distribution environment.
Competition is heating up in nearly every industry. In 2021, 53% of businesses said the majority of their deals were competitive. That means that your sales team must be prepared for competitive conversations in 2022.
Battlecards are one of the most popular salesenablement materials businesses create today, with two-thirds of competitive intelligence teams saying that they regularly maintain competitive battlecards.
A few days ago, I had the pleasure of hosting a webinar that featured Crayon’s VP of Strategy, Chris Pope, and Aircall’s Director of Sales, Tommy Jester.
The sales battlecard is an extraordinarily impactful tool for any business in a competitive B2B market. As we'll discuss in the 2021 State of Competitive Intelligence Report (coming soon!), 71% of businesses that leverage sales battlecards say these tools have helped them increase their win rate.
An account executive on your sales team, Jen, is chatting with a prospect. The conversation is going well. The prospect doesn’t seem to be evaluating any other vendors.
What is salesenablement? Salesenablement provides salespeople with tools, content, and information that help them sell efficiently and effectively. To be an effective provider of these resources, salesenablement must be careful in its direction and procurement of information to assist sales.
Conor Bond , a content marketing and search engine optimization specialist at software-driven competitive intelligence platform Crayon, has written a seven-step guide to developing an effective salesenablement strategy. He advises that only those who are essential should be part of the salesenablement strategy team.
The combination of the two companies’ data in a single platform could also bring enteprises benefits in precision workforce planning, continuous financial planning, and intelligent salesenablement, said Akshara Naik Lopez, senior analyst at Forrester. “If Workday and Salesforce are both strategic data platforms for their clients.
What is salesenablement? Salesenablement provides salespeople with tools, content, and information that help them sell efficiently and effectively. To be an effective provider of these resources, salesenablement must be careful in its direction and procurement of information to assist sales.
Information you collect about competitors and customers, which helps you maintain a competitive advantage, is known as competitive intelligence. Growing your market share is impossible without it in today’s hyper-competitive environment. What is Competitive Intelligence? The concept has quite some nuance to it.
Evalueserve’s “Competitive Intelligence Spotlight” series puts different competitive intelligence (CI) professionals in the limelight to share their experiences and unique perspectives. During my stint in these firms, I have worked with marketing & sales teams, product teams, and strategy teams of clients.
Planning software company Anaplan is looking to hire a manager of competitive intelligence who will work with in-house stakeholders such as customer success, pre-sales, product management and product marketing team members. Currently, the company is making efforts to grow its competitive intelligence program.
The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. . Fast-Track SalesEnablement. Sales managers give feedback and share their expertise to onboard and coach their sales reps.
Cloud-based information security company Zscaler is looking for a full-time senior competitive intelligence manager to join its office in San Jose, California. The mid-senior level role also comes with competitive positioning and messaging functions. Salesenablement is another key area of responsibility for this position.
Sales battlecards (also known as competitive battlecards, or simply as battlecards) give your sellers the facts, tactics, and materials they need to win competitive deals.
Adobe announced on Monday that it is currently recruiting a senior manager of competitive intelligence for placement in its offices in Lehi, Utah. The job calls for an individual with the skills to manage multiple DX CI projects including sales support, salesenablement, strategic planning and analysis, and customer win/loss program.
Contify has introduced a new competitive intelligence solution to help business-to-business marketers perform continuous monitoring of a competitor’s tactical moves. The solution is designed to provide filtered competitive intel thanks to an artificial intelligence-based processing engine that weeds out irrelevant updates.
Earlier today, I had the pleasure of talking to Sam Niro , Competitive Intelligence Manager @ Talkdesk, about how she creates and rolls out new battlecards. Here's the recording of our conversation:
As a Product Marketer, I know the research I conduct is only as valuable as the relative impact it has on the teams making strategic business, sales, and product development decisions everyday. Ultimately, the research you conduct within AlphaSense doesn’t have to stop at discovery.
This data allows you to uncover blind spots in your sales processes, messaging, and positioning that only your buyers can see. Sales Coaching and Enablement. You can use these insights to create better salesenablement pieces to empower your reps to speak more confidently in these weak areas.
Chorus is also the technology leader in the category, with seven times more patents than the nearest competition. With Keywords & Tags, sales and marketing teams will be able to build an audience around interactions where a specific competitive alternative was mentioned by name. Conversation Insights in the Engagement Layer.
Whether you’re just getting started in your sales career or you’re a seasoned veteran, this podcast is designed to help take you to the next level. Podcast host, Mark S A Smith puts it like this, “If you’ve got to sell something disruptive or just want to disrupt the competition, you’re in the right place.”. Sales Babble.
I’m happy to share why I think Owler is powerful salesenablement and content marketing tool! We’re SalesEnablers and Want to Share the Best Resources with Our Customers As the senior content marketing manager for Marketron, I develop content that delivers strategies, tips, and ideas to an audience of salespeople.
Win loss analysis insights should spill into sales intelligence and coaching, product roadmap and development, customer experience, effective marketing strategies, competitive intelligence, and can even be used by c-level executives to make data-driven business decisions.
Sales acceleration is a form of competitive intelligence (CI) in the salesenablement ecosystem. An effective accelerated sales strategy arms your business with timely data and insights that ramp up the velocity and relevance of sales conversations. What do competitors say about their competition (i.e.
With these automated collection processes running in the background, you’re able to spend more time analyzing feedback to discover buyer trends, competitive insights, and opportunities for salesenablement. Explore Real-Time Insights. There’s no need to reinvent the wheel every time you collect new buyer feedback.
Second, we’ve architected our company data to let you identify companies with a level of granularity that significantly eclipses the competition. A salesenablement software company can now create an audience consisting solely of sales employees at companies with 20+ people in sales. Of course not.
The key to sales success is to harness the right kind and amount of stress to motivate your employees rather than discourage them. When you set an ambitious goal, or organize competitions, you put on the pressure in a healthy way and bring out the competitive nature in people. So how do you do this correctly?
This Twitter Chat will discuss the benefits of passive candidate sourcing , the tactics you need to do so, and the different tips and tricks you need to compete in a highly-competitive hiring market. Modern sales and marketing professionals are starting to understand the importance of contact and account data. SalesEnablement.
Popular to contrary belief, sales teams can not only survive in the age of buyer empowerment, but use buying behavior to their advantage — so long as processes and prospecting tools that help engage the right buyer, at the right time, with the right message. And do so at the expense of the competition. SalesEnablement: .
Creating SalesEnablement Assets. Your win loss analysis program with Primary Intelligence uncovers blind spots in your market positioning and sales process that only your buyers can see. Eliminate these blind spots through salesenablement.
If not, address this deficiency in the coaching aspect of your wider sales-enablement program. Loss after a demo: The success of your demo is absolutely key to a sale. The use of dynamic pricing engines that combine these metrics with sales data strategies can lead to a sharper approach to sales.
The job involves a broad understanding of the competitive landscape to put Mason into a competitive position. The manager’s responsibilities also include helping other in-house teams with salesenablement, strategy development and product launches.
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