SAVO's Sales Enablement Blog

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

Sales Productivity

Top 50 Sales Productivity Tools to Increase Sales Effectiveness

Sales productivity is increasingly important in an industry where sales teams need to respond quickly to the needs of both prospects and customers. Unfortunately, only 30% of a sales rep’s day is dedicated to core selling activities. We have gathered over 50 selling tools to help your sales organization increase productivity and hit sales goals with…

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sales operations

What is Sales Operations?

As sales organizations become more process driven and scientific, sales operations has taken on a new level of importance. Matt Heinz calls them one of the most unsung heroes for sales organizations. There are thousands of sales operations professionals in the US alone and the function has become increasingly common since Xerox pioneered the role…

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accelerate sales

4 Ways to Accelerate Sales

In the B2B selling environment, nothing is more frustrating than that “sure thing” deal slipping into next quarter’s sales cycle. According to research from Aberdeen Group, 24% of these types of deals suffer such a fate. The study goes on to reveal that top business pressures for B2B organizations include “identifying and managing the sources…

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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…

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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…

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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…

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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…

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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…

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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…

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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…

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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…

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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…

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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…

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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…

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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…

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