SAVO's Sales Enablement Blog

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

customer experience

Content Marketing and the Customer Lifecycle

Content is useful for attracting interest, generating leads, and nurturing prospects. B2B marketers often focus on top-of-the-funnel content, which makes sense when considering that generating qualified leads is a top concern for most B2B organizations. But content marketing shouldn’t stop at sales – content should be used to continuously engage buyers throughout the entire customer…

Read Blog
sales enablement tools

Sales Enablement Tools Budgets Rising – Fast

Just in time for their annual summit, SiriusDecisions announced some intriguing data about the sales enablement tool space. SiriusDecisions service director Jim Ninivaggi one of our sales enablement thought leaders! summarized the research in a column here. The key finding that Jim calls out is that sales enablement tool spending has jumped 69% in the…

Read Blog
sales enablement

4 Tips for Using Sales Enablement for Onboarding

A recent Aberdeen Group study found that it takes seven months and almost $30,000 to recruit and onboard a new sales rep. This stat reveals two primary challenges for B2B organizations. The Challenges Challenge #1: Finding Sales Reps According to Forbes, the sales representative position is one of the ten hardest jobs to fill. These…

Read Blog
customer experience

Customer Experience Starts with Buyer Experience

Do your customers enjoy working with you? Will they promote you to their peers? Or are they so dissatisfied that they’re counting the days to the end of the contract – when they can get a better experience via one of your competitors. When you think about your customers’ experience with your company it’s tempting…

Read Blog
b2b buyer

Who is the 2015 B2B Buyer?

The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. It is increasingly important for sales organizations to not only recognize these changes, but also to adapt and reorganize, if necessary. But before you make any major modifications, you should understand the current trends in the industry, how you can more…

Read Blog
sales enablement

Customer Experience as Sales Enablement

Today’s B2B selling environment is a challenge. Buyers are more harried than ever. That makes it especially difficult to encourage prospects to bring on another project to an already full plate. Anything your sales and marketing organization can do from a sales enablement perspective to make the path to purchase as obvious as possible for…

Read Blog
pipeline visibility

Complete Pipeline Visibility

The last 10 years have seen a massive change in the way sales and marketing approaches the funnel. No longer is it enough to consider the funnel to be solely an art. It’s a science, with marketers investing in analytics and automation technologies to understand, adjust, and grow the top of funnel. These technologies have…

Read Blog
accelerate

Sales Teams Accelerate Every Sale

Today’s buyers are more sophisticated than ever. They want sales reps that add value by communicating relevant, informative, and challenging information. Insights that help a buyer improve their business. But just 20% of sales people add value to a sales conversation, according to Forrester Research. When most reps aren’t valued by buyers you can expect…

Read Blog
sales enablement

Surface Sales Enablement Content of Any Type

When Forrester estimates that up to 80% of sales people add no value to their B2B buyers, there’s clearly a problem. When buyers don’t see a sales person as valuable, they’re less likely to want to work with your company. And they’re less able to challenge their own internal status quo on behalf of your…

Read Blog
customer experience

Customer Experience Drives Revenue

When you hear “customer experience”, many of us think of what happens after a sale has been made. Today, that perception is no longer accurate. Customer experience includes all of the interactions that occur, from before the prospect even considers buying to well after the purchase is finalized. Consider this common scenario: A prospective customer…

Read Blog
sales enablement

Putting Sales Enablement Content into Context

Sales people must know their products, value props, competitors, and market information cold. They need to communicate it compellingly to prospects in the heat of a meeting. Reps that do it well beat their quotas. Those that can’t, unfortunately, churn. The reality is only 15% of the average sales team regularly beats their quota. The…

Read Blog
sales enablement content

Sales Enablement Content is Everywhere

The sales effectiveness and marketing content that your teams produce are vital for sales. They help sales teams to position your products and accelerate prospects to close. Sales people know how important it is to use this great content, but they seldom can find what they need when they need it. That challenge arises because of…

Read Blog
social selling

6 Ways to Use Social Selling

In today’s increasingly connected world, the power of social media can help sales forces relate to and engage more intelligently with buyers. Research from IDC reports that social buying is directly correlated with buying influence – the social B2B buyer is more senior, has a larger budget, makes more frequent purchases, and has greater control…

Read Blog
content marketing

8 Content Marketing Mistakes to Avoid

  According to a 2015 Content Marketing Institute survey, 83% of B2B marketers have some sort of a content strategy in place, but only 38% consider theirs successful. And let’s face it – mistakes happen. Every piece of content you create isn’t going to be a hit, but you can increase your chances for success by…

Read Blog
sales enablement

How Sales Leaders Enable their Teams

Every sales team has top performers, bottom performers, and a large set of core contributors in the middle. How well those core sales people perform will have a major impact on your ability to hit your revenue targets. Aberdeen Group recently researched this idea and found that 21% of the average sales team exceeded quota.…

Read Blog