People resist change. If you’re on the front line of sales, you’re probably familiar with this.
If you’re in Sales, you’ve always got the sales goal looming. Success is measured in the number of sales you make, the money you’re bringing in, and your close rate.
Let’s start with a simple definition: sales enablement is the empowerment of sales professionals to sell.
A long time ago, IBM forever changed sales with the introduction of BANT. The mantra is familiar to any salesperson tuned into the need for annual revenue growth: qualify your prospects based on their Budget, Authority, Needs, and Timeline.
Please only read this if you are B2B organization with a long sales cycle and you want to build a sound strategy to empower yourself to make the expected revenue for your organization.
Ken LeBlanc is a busy man. As the Sales Director for a tech company, he's tasked with hitting huge sales targets—something he doesn't think may be possible at the rate his team is going. Afternoons are the worst for some reason. This point in the day seems to be when everything comes to a boil: marketing isn't communicating with sales (or vice versa), questions lead to problems, and nothing gets done. Without CRM software, he starts to see his sales targets fading in the distance.