Glenn Kurtz’s Post

A robust sales enablement strategy is crucial for empowering sales teams to effectively engage with clients and drive growth. Explore common pitfalls to help you create a more effective and sustainable sales enablement strategy. https://ow.ly/4wzQ30sEVkO

A robust sales enablement strategy is crucial for empowering sales teams to effectively engage with clients and drive growth. Explore common pitfalls to help you create a more effective and sustainable sales enablement strategy. https://ow.ly/SwsM30sF4l4

Attention sales professionals! Did you know that 70% of buyers prefer to research before talking to sales? In fact, 59% of buyers would rather not talk to sales at all. That's why it's crucial to implement a sales enablement process. Sales enablement provides your team with the content and technology they need to sell effectively and at a higher velocity. Don't miss out on potential sales by neglecting the importance of sales enablement.

🌟”We don’t have a common framework around customer value.” Direct quote from a conversation I had this week with a CRO. She opened up about how her sales organization was hitting walls trying to scale their value selling program. Despite having a motivated sales team, the cross-functional alignment just wasn't there. Her top enterprise rep had recently built a compelling value story, only to have it undermined when product marketing and customer success provided conflicting metrics for similar use cases. The disconnect is causing real pain. Marketing materials emphasize technical capabilities while customer success tracks entirely different outcomes. A recent renewal went south because the value story sold didn't match how success was being measured and reported post-sale. The quote from their end-custoner: "Your team seems to be speaking different languages about our success which doesn’t give us confidence going forward.” The challenge isn’t sales execution – it was organizational alignment around customer value.

By spending less time on topics that buyers find to be wastes of time, you can emphasize the sales enablement your team needs to succeed in the Era of Decision-Making

It is SKO time and this marks a fresh fiscal start for many sales teams, making it a great time to improve and modernize your enablement strategy. 💡 Here are five innovative strategies to help your team thrive in 2024 ⬇️

HOW DO YOU MEASURE SALES EFFECTIVENESS? Better yet, can you quantify and monetize, understanding your sales effectiveness? Would you like to see where you are?!   If you’re interested in understanding how effective your sales team is, we at ACCELERATE™ have developed a formula. Sales Effectiveness isn’t simply about achieving revenue targets, rather it incorporates the following and then some. ·     Revenue/Employee ·     Revenue/Margin/SG&A ·     Company Growth vs Industry ·     Sales Management ·     Accounts Receivable ·     Defined Sales Process (Lead, Sales, Post Sales) ·     Landing the Accounts You Want ·     Achieving Market-based Pricing ·     Operational Execution ·     Value Proposition ·     New Accounts ·     Retention and Existing Account Growth ·     Rep Achievement vs Quota ·     Client/Customer Satisfaction ·     Unified Sales and Marketing Strategy For and introductory conversation, please contact ACCELERATE’S Managing Director, Matt Bracken at [email protected] or 513.646.7373. 

Dive into the history and future of sales enablement with key milestones and impactful benefits! 💪 Learn how sales enablement can elevate your sales team's success! 📈💸 #SalesEnablement https://hubs.ly/Q02WZ-CP0

Ten Sales Kickoff (SKO) Insights You Can’t Afford to Miss Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). And one of the best ways to do this? With a sales kickoff (SKO).  As powerful as these meetings can be, they often lack direction or fall victim to several other […] The post Ten Sales Kickoff (SKO) Insights You Can’t Afford to Miss appeared first on GTMnow. https://lnkd.in/ghCCHANu

A robust sales enablement strategy is crucial for empowering sales teams to effectively engage with clients and drive growth. Explore common pitfalls to help you create a more effective and sustainable sales enablement strategy. https://lnkd.in/eApYPHYP