SAVO's Sales Enablement Blog

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

5 Ways New Technology Enriches Traditional Marketing

Remixing the Four P’s Some marketers I know fear that technology is taking the tradition out of traditional marketing. And while the merits of traditional marketing are dubious to some, the combination of these practices with recent solutions like HubSpot, Marketo and others has led to countless benefits for sales and marketing teams. Traditional marketing…

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4 Elements of a Winning Proposal

Building a Winning Proposal This is a guest post from Elise Gilbert of Iron Mountain. What does it take to build a winning proposal? The craft behind proposal writing continues to mystify the majority of parties involved in a sales cycle. I was asked to explore the topic at SAVO’s recent Sales Enablement Summit, along…

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How to Improve Sales Productivity with Marketing 2.0

With the rise of Big Data and non-linear sales funnels, marketing’s overall success is determined largely by the success of the sales teams they support.

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3 E's of Sales Productivity: Engagement

Executives, overwhelmed by data, drown in hundreds of messages per day and are increasingly averse to meetings. How do reps compete with marketing fatigue?

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Warming Up a Cold Call: 3 Steps to Earn a First Meeting

Don’t Forget to Bring a Briefcase As a Sales Development Representative, I spend a lot of time thinking about cold calling. Am I delivering value or disrupting an otherwise productive day? Obviously, the responsibility falls on me to constantly be delivering value when I am reaching out to prospects. For this post, I am defining…

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3 E's of Sales Productivity: Effectiveness

The IDC research referenced above also indicated that when emphasis was placed on training and sales process alone, less than 50 percent of sales reps made quota.

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5 Onboarding Best Practice for New Sales Hires

Developing a comprehensive onboarding strategy for new sales hires is critical to sustained revenue growth. Follow these 5 best practices for sales success.

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3 E’s of Sales Productivity: Efficiency

A recent 2014 Sirius Decisions study revealed that 65 percent of companies said reps spend too much time on non-selling activities.

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Why Use Analytics?

People are busy and this feedback is hard to come by. So how do we get the feedback necessary to optimize the system so that sales gets the most effective content possible?

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7 Roles of a Sales Enablement Leader

Whether you’re a chief executive, team manager or sales rep, sales enablement leadership requires versatility in behaviors, skills, attitude and the ability to take on many different roles.

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5 Smart Steps to Calculate Conversion Rates

Conversion rates, despite being one of the most cited metrics by sales and marketing organizations, are rarely understood and often misused.

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How to Incorporate Social Selling into the Sales Process

This is a guest post from Amar Sheth of Sales for Life|It’s exciting to be at the cusp of something revolutionary. It’s also very nervous because none of us can fully predict what social selling will be in the next 10 years. There are technologies that haven’t yet been invented that could literally change the world of sales. Who knew Twitter would be such a gold mine even 7 years ago?

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Customer Success: 4 Tips to Increase Clients' Success

The best of the best consulting groups are dedicated to customer success. By following these best practices, you will realize great results and create successful customers:

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Sales First: 10 Traits of a Customer Advocate Sales Pro

Previously, I introduced the concept of Customer Advocate Sales Professionals (CASPs) — an individual that adopts his customer’s pain as his own and does everything he can to help them realize business results. I’d like to further explore the benefits of hiring CASPs and some of the characteristics to help you identify them during your recruitment process.

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Why Engaging Customers Earlier is Critical

A recent Forrester Research study showed that today’s buyer will find three pieces of content about a vendor for every one piece that marketing can publish or sales can deliver.

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