SAVO's Sales Enablement Blog

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

content stages

What Marketing Content Types Work at Different Sales Stages?

Guest Post written by Cheyanne Ritz In Peter Mollins’ recent post about content marketing, he notes that the content created by marketers for the top of the sales funnel is typically meant to generate awareness and intent. However, content built for top of funnel may not be what sales wants or needs when they’re working…

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age of information

B2B Selling in the Age of Information

Evolving buyer behavior continues to reshape the dynamics of the B2B landscape. One of the more significant changes is the increasingly informed age of information and digitally engaged buyer, presenting both a challenge and an opportunity for the savvy sales rep. The Internet and search engines have revolutionized the way that buyers access and engage…

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content for sales

What Content Does Sales Need?

Click here to download the report.   95% of sales people think content is essential to advance deals. So, why is 80% of content unused by sales teams? All of that great material that your marketing and sales enablement organization is building is sitting idly. Powerful sales assets that could convert a lead or close…

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Marketo Summit

Marketo Summit Takeaways

I just got back from the Marketo Summit. And it was another first class event that they put on. We partnered with the fantastic folks at Engagio, taking over the Corner Cakes pastry shop in the MGM Grand. That led to a lot of meetings with prospects and customers, and a lot of donuts. From…

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part 1

How to Create Great Content Part 1

I’m very proud of the SAVO content team. Shelley Cernel and Cheyanne Ritz put together very powerful and useful content. It’s material that sales and marketing leaders can get tremendous value from. And creating great content is only one aspect of their day-to-day. So, how do they keep up the pace of high-quality materials? There’s…

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build content

How to Build Content that Sales Wants to Use

95% of sales people want great content to use in their sales process. That’s great for marketing and sales enablement teams that love to see their materials getting used. But it’s a bit of mystery to some why that same content doesn’t get used by the sales team. I’ve previously looked at topics like the…

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Not taught

Not Taught By Jim Keenan of A Sales Guy – Book Review

Guest Post written by Cheyanne Ritz   Chris Brogan wrote his foreword to “Not Taught” in a converted warehouse, where carriage upholstery was once manufactured. He observed how the purpose of this work space had changed, as we now can do more with fewer people and in different ways. A place where hundreds of people…

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buyer experience

5 Ways to Improve Your B2B Customer Experience

Customer experience has long been a priority for B2C companies, but it hasn’t been a focus for B2B organizations until more recently. The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase…

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TOPO Sales Summit

TOPO Sales Summit: Key Takeaway for Sales Enablement

Last week I had the chance to attend the inaugural TOPO sales summit. It was an excellent view on sales enablement, execution, and management. The place was filled with high caliber sales and marketing pros from some of the most innovative companies. It felt like a reunion of some of best minds in sales process.…

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data driven

6 Steps to a Data-Driven Sales Strategy

“You can’t manage what you don’t measure.” – Peter Drucker, father of modern management theory “If you cannot measure it, you cannot improve it.” – Lord Kelvin, famed mathematical physicist and engineer The B2B selling space has seen a digital transformation in recent years, where the power of data and analytics can no longer be ignored. Data…

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7 steps

Your 7-Step Recipe for 2016 Sales Success

Your sales team has the power to reshape your business and determine its success. When I say team, I mean the collective unit. Because while your top reps consistently out-perform, what sets your company apart is when your ‘core performers’ consistently hit or exceed their targets. So, this sales enablement recipe for sales success focuses…

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psychographics

Using Psychographics to Understand Why B2B Buyers Buy

If you show an advertisement or piece of collateral to half a dozen different prospects, each of them will likely interpret that content differently. This right here is psychographics in action. Marketers are used to thinking in terms of demographics – segmenting prospects by age, generational cohort, gender, job title / occupation, seniority, company size,…

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marketing

Book Review: Hacking Marketing by Scott Brinker of ChiefMartec.com

Guest Post written by Cheyanne Ritz If you’re unfamiliar with agile software management, it might sound unapproachable – but Hacking Marketing makes it accessible! Whirlwinds, tornadoes, driving an out of control car – in the first few pages of Scott Brinker’s new book, Hacking Marketing, he embraces metaphors of fast-moving chaos as the state of…

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