SAVO's Sales Enablement Blog

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

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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How Iterative Development Influences Customer Experiences

Iterative development results in a better product. By instituting this process between your design and development teams, your customers will benefit the most by using a product that meets the needs of your customers while providing a delightful user experience.

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Onboarding: 6 Worst Practices Holding New Sales Reps Back

A typical B2B enterprise invests 6-10 months onboarding new sales hires. That’s almost a year before a new rep is selling at peak performance. If you account for the high sales turnover rates affecting many industries, you quickly realize how companies can actually lose money by expanding their sales force.

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B2B Social: Why Instagram Won’t Work for B2B Companies

B2B Social is Evolving, Not All Networks Should Evolve with It Instagram is a great application for the most part. Despite the increase in over-saturated photos of food, Instagram has proven to be an excellent off-shoot of the social network ecosystem. And while Rich Kids of Instagram (NSFW or any optimistic humans) will remain an…

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3 Reasons the Oscars are Putting Sales First

The 3 reasons the Oscars are putting Sales First: Sales people are natural entertainers People instinctively relate to the thrill of succeeding in business The habits of the best sales people are something everyone can aspire towards Salespeople are “Hot” at this year’s Oscars. Three of the nine Best Picture nominees are narratives driven by…

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