SAVO's Sales Enablement Blog

Sales Enablement best practices and strategies to take your sales and marketing teams to the next level.

Why Sales Enablement is NOT Content Management

Creating and managing content is table stakes. The real ROI of content is found in how its being delivered to your sales teams.

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How Winning Companies Succeed through Organizational Alignment

Editor’s Note: This is part 3 in a 5 part executive series highlighting lessons learned at this year’s SAVO Sales Enablement Summit. Read part 1 here and part 2 here. As my colleagues have alluded in previous posts, the SAVO team continues to be inspired by the enthusiasm and passion displayed by our customer presenters…

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Putting the Customer First

Put Customers First by Putting Sales First Editor’s Note: This is part 2 in a 5 part executive series highlighting lessons learned at this year’s SAVO Sales Enablement Summit. Read part 1 here. This year’s Sales Enablement Summit was SAVO’s largest. We hosted 660 sales and marketing thought leaders in Chicago, where SAVO is headquartered.…

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The Most Important Metric for B2B Companies

The first common theme we saw among the majority of the presentations is that sales productivity is a key metric. Our presenters recognized that in order to grow revenue, they had to increase sales productivity. Here is how they each approached the challenge.

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Digital Marketing: 5 Step Plan for Your First Week

Before reading this, be sure to check out The Digital Marketer’s First Day Checklist. You’ve inventoried your accounts and passwords. And you’ve of course verified Google Analytics settings, and hooked up Google and Bing webmaster tools. But what’s next? Whether you’re a veteran digital marketer or new to the field, below are five key tips…

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4 Questions for Interpreting Any Sales or Marketing Request

In our sales first environment, our sales enablement solution is specifically designed to focus on, “What does a seller need to prepare and conduct a sales call?” Internally, we rally around this guiding principal.

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Is a Good Proposal Application Possible?

We expect so much from sales reps. If I had to draw a caricature of a rep’s experience, it would be her holding a wooden pallet (like those used to shelve fertilizer at a home and garden store) with all of an organization’s systems stacked on top. A new system shouldn’t add any weight to this stack, it should lighten the load. Any application –proposal, CRM, MA, etc.—has to be easy enough to make a rep’s life better while still improve your business’ chance of increasing revenue.

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Close the Laptop and Whiteboard for the Win

What do you think runs through your buyer’s mind when they see you open the laptop and fire up the projector? It’s probably similar to that moment at the dentist when you hear the whirr of the drill; your stomach starts to churn and you develop a nervous sweat that says, “I hope they get this over with quickly.”

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Driving Sales Effectiveness with Great Content

More than 50 people joined our session at SAVO’s 2014 Sales Enablement Summit to learn more about how to drive sales effectiveness with great content. The common sentiment around the room was that content is a real challenge for most organizations, whether it’s too much, not enough, or simply not organized in an effective way.

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3 Scenarios When You Should Adopt Behavior Driven Development

Behavior Driven Development is a methodology used to specify behavior that is consistent with the requirements that the customer is requesting. The communication gap that often plagues requirements from being passed on from customers to product to the product development team is bridged through collaboration and identified scenario specifications. The blue print for the feature is identified upfront and then agreed upon by the entire team before one line of code is written.

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Sales Enablement: Customer Core Framework to Provide Perspectives

Editor’s Note: This is a guest post from Tamara Schenk of Miller Heiman. We’re just over a month out from the 2014 SAVO Sales Enablement Summit and the conversation is ongoing! I’d like to revisit and contextualize some themes from my presentation with Joe Galvin. The Current State of Sales Enablement Part one assessed the…

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What is the Top Reason Salespeople Don't Hit Quota?

Editor’s Note: This is a guest post from Tim Riesterer, Chief Strategy and Marketing Officer, CorporateVisions, Inc. A few weeks ago at the SAVO Sales Enablement Summit, I stood in front of an audience full of sales and marketing leaders and posed that nagging question that plagues so many of their organizations: What’s the #1…

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The 3 Biggest Threats to Sales Productivity

Put the Sales back in “Sales” A recent sales enablement survey from SiriusDecisions found that 65% of companies thought reps spend too much time on non-selling activities. This lost time directly impacted the ability for a rep to better understand the business pains of potential clients. Instead of industry research, reps were busy cleaning up…

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Infographic: What Separates Sales First Organizations From the Rest of the Pack

In 2013, there was a 25% performance gap between good and world-class sales organization and only 48% of sales organizations clearly understand their customer’s business issues before they propose a solution.

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What Makes a Sales Enablement Pioneer?

Each year at SAVO’s Sales Enablement Summit, I present a Pioneer Award to our most successful customers. To select the winners, SAVO’s senior leadership meets in the weeks before Summit to identify customers that have showcased SAVO’s values and proven to be true pioneers in sales enablement. This year, we selected teams at Welch Allyn…

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