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Sales enablement

7 Benefits of sales content management

Everyone knows sellers need good sales collaterals to engage buyers, help them overcome their objections, and help them choose the best solution for their problem. But content doesn’t just need to be “good”, it should also be quick and easy to find, trackable, and aligned with the company’s brand image. A good content management solution

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Sales

Sales to Customer Success handoff: Best practices

You’ve just closed a sale and your new customer is excited to try out the new product? Well, they need the support of your customer success team to make the most out of your product’s features. Let’s see why this handoff is a crucial point in the relationship with your client and what are the

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Sales enablement

How Sales Enablement Can Help You Gain Brand Control

Consistency is key to brand control but it is not easy to maintain across all channels, especially if there is poor communication within your organization. In this article, we will explain how sales enablement can help you gain brand control by aligning your organization’s functions. Why is brand control important? A brand is much more

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Sales enablement

5 Top Tips to Create Sales Enablement Content

It comes to no surprise that Sellers need to content to engage and educate buyers to create an impactful sales dialogue. Though creating high-quality content that informs buyers throughout their journey and supports Sales goals is simpler said that done. In this article, we will outline what effective sales enablement content is, what purpose it

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Sales enablement

How to build a Sales Enablement Strategy

Creating a sales enablement strategy is one of the very first actions to take when getting started with sales enablement. A successful sales enablement strategy can greatly improve the customer experience and make sellers’ job much easier. Data from Learn hub reveals that organizations with a focus on sales enablement achieve a 49% win rate

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Sales

4 Sales Challenges in 2023 and how to solve them

Sales organizations are starting the year 2023 facing high targets, an unpredictable market, and demanding B2B buyers. Virtual selling is here to stay with benchmark reports predicting more than 80% of sales being done fully digitally in 2023. Sales organizations need to optimize their sales processes, tools, and sales methods to win buyers, which brings

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Sales enablement

How to Sell to the CFO

How to close deals in 2023 by winning the Chief Financial Officer over 2023 is set to be a tough year for sellers as companies are looking to cut their investments on products and solutions across the organization. While companies are evaluating what solutions are mission-critical, the buying committee is growing, and new stakeholders are

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Sales enablement

How to Get Started With Sales Enablement

The sales enablement platform market is expected to keep growing in 2023, as more and more people across the globe turn to this solution in the hope of increasing their sales. When implemented well, a sales enablement strategy will improve both your customers’ and your sellers’ experience, and ultimately increase your revenue. Sounds appealing, right?

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Prezentor news

The New and Improved CONTENT HUB is Here!

Your sales material all in one place – easily organized, tracked, recommended, and rated! Content is an essential part of the sales process. If you are in the business of B2B sales, you will likely spend a considerable amount of your time finding the right files – reports, cases, and quotes – to send to

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Sales enablement

How to Increase Your Insurance Sales

Every consumer has different needs and desires, making them unique in the way they respond to different sales techniques. The era of ‘one-size-fits-all’ insurance products is dead and gone. Customers are increasingly turned off if they continue to be offered standard insurance and add-ons rather than product packages that meet their individual needs. This is

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Sales

4 Tips to Shorten Your Sales Cycle

As the economy continues to take a turn for the worse, it’s no surprise that sales leaders are seeking ways to boost revenue and recession-proof their sales functions. One of the quickest ways to accomplish this is by shortening your sales cycle. As the sales cycle shortens, reps convert more prospects into buyers over a

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Sales

Why Sales Training Software is Vital to Keeping Your Salespeople Educated

It’s common sense to invest in training to give your sellers the skills they need to succeed. Without the proper training, they may not be able to achieve their full potential. Now, this doesn’t just mean providing your reps with initial onboarding training— firms who provide continued sales training after onboarding report 79% quota attainment,

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Sales

Sales Enablement: Your Path to Success

In recent years, the way that B2B buyers evaluate and make purchase decisions has changed. Traditional sales techniques no longer work to win and retain the modern buyer, who focuses more and more on value, rather than the product itself. To fully adjust to these new expectations, having the proper Sales Enablement strategy is imperative.

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Sales

5 Sales Best Practices for Generating Top Performers in Your Sales Force

Many sales leaders assume hiring additional salespeople is the quickest route to improving overall sales performance — but we’d have to disagree. Since over 80% of revenue typically comes from 20% of existing sales reps, expanding the sales team doesn’t necessarily mean that revenue will grow as much as expected. Rather, it’s more cost effective

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Sales

Improve Your Customer Engagement Strategy with These 6 Tips

Keeping buyers engaged throughout the entire buyer’s journey is an important part of turning buyers into customers. A customer engagement strategy makes certain buyers have an excellent experience both before and after making a purchase. From each sales interaction to the onboarding experience and beyond, creating a plan to meet each buyer’s needs and expectations

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Sales

Lack of CRM data entry is the no.1 CRM challenge

The greatest benefit of any CRM system is having all your customer and prospect information in a central and reliable database you can use to drive and track sales, marketing, and customer service activities. This means that the more accurate CRM data entry you have about your customer, opportunities and leads, the more likely you

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Sales

Visualize Your Company’s Impact with an Economic Impact Calculator

As the sales industry continues to navigate through changes brought about by the pandemic, new roadblocks are sprouting like daisies. When it comes to digital selling, sales leaders are grappling with key challenges like showcasing the value of their product or proving ROI. Luckily, there is a solution to help overcome these new challenges —

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Marketing

How to Build and Use ROI Calculators in Sales

Today, buyers don’t want to be peppered with fun facts and information about the features of your product. They want to know, first-hand, what benefits they’ll receive once they purchase your product. A.K.A. what will their return on investment be? In recent customer meetings and dialogues, we’re seeing a stronger request for proving ROI through

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Sales

A 4-Step Guide to Creating Effective Buyer Personas

Recently, there have been more educated buyers and a larger variety of stakeholders in sales meetings. In order to effectively sell to each individual buyer, sales teams need to align with marketing to develop buyer personas. A buyer persona is an in-depth description of a fictional person who represents your real-life target audience. The question

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Sales enablement

Excel at Value-Based Selling in 4 Steps

Value-based selling focuses on ensuring the buyer is benefiting from the entire sales process. The key to executing this sales approach is to sell the value of your product/service instead of the product itself. Sounds a bit strange, right? But think about it like this. People don’t want to buy what you’re selling, they want

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Sales enablement

Communicate Value to B2B Buyers in 4 Simple Steps

Today, it’s more important than ever before to communicate value to B2B buyers throughout each step of the sales process. B2B buyers in 2022 aren’t looking to be wowed by shiny new products and their features. Instead, B2B buyers of today are looking for a product that brings value to their daily lives. In fact,

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Sales

Sales Qualified Leads: The Top 4 Ways to Acquire and Convert SQLs

Sales qualified leads (SQLs) are leads that have a high probability of turning into a customer. This is because SQLs are leads that have been vetted and qualified by a sales rep. Essentially, sales reps look at key criteria such as demographic characteristics like job title and seniority. Plus, sales reps look at firmographic characteristics

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Sales enablement

The Anatomy of a Killer Sales Deck

Sales decks and sales presentations are key to effectively closing deals. This is especially true when more than 65% of people learn best through visualization. Plus, visual presentations like sales decks are 43% more persuasive than other means of communicating a message or story. But, B2B buyers are shown sales decks all the time. So,

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Sales

Sales Enablement Technologies: The Future of Sales in 2022 and Beyond

Across all industries, sales enablement technologies are driving change in the sales process. From enhanced content alignment and control to data and pipeline management, sales enablement technologies are propelling sales efficiency and productivity. While sales enablement tech increases sales effectiveness, it also allows sales reps to provide buyers with personalized and relevant content. In fact,

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Sales enablement

Sales Pipeline Management: 6 Mistakes to Avoid

The purpose of sales pipeline management is to provide sales teams with insight into sales opportunities. Sales pipeline management also allows teams to understand the company’s overall revenue generation and growth potential by providing a visual representation of the sales process and all buying stages. This visualization helps sales reps determine what stage a buyer

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Sales

3 CRM Data Entry Challenges & Their Solutions

CRM data entry challenges prevent sales teams from being productive and efficient. From manual entry errors to duplicate contacts and poor activity logging, CRM data entry is often a cumbersome task. Luckily, there are technical solutions that simplify and automate data entry, allowing sales reps to spend their time selling. In fact, according to McKinsey,

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Sales

Buyer Intent: How to Leverage Data to Drive Sales

Buyer intent is the likelihood that a buyer will make a purchase. Sales teams use buyer intent to find and target prospects and turn them into high-quality leads. Recently, there has been an uptick in the number of sales teams that are adopting the buyer intent mindset, tools, and methods. In fact, Gartner predicts that

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Sales enablement

CRM Sales Automation is the Key to Efficient Sales Processes

CRM sales automation enables sales teams to automate repetitive, manual tasks to streamline processes and improve organizational productivity. If you’re thinking about leveraging CRM sales automation, you’re not alone. Consider the following adoption statistics sourced from HubSpot: 42% of sales teams use a CRM to automate meeting scheduling. 40% of sales teams use a CRM

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Sales

A Quick-Step Guide to Effective Sales Coaching

Effective sales coaching is the formal process of equipping each rep with the support and knowledge they need to increase win rates. In fact, CSO insights reports that organizations with a standardized sales coaching program experience 10% higher win rates. By focusing on rep performance through continuous feedback and practice, coaching methods maximize win rates.

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Sales enablement

5 Sales Pitch Examples That Build Trust

Today’s internet savvy buyers get themselves through 83% of their own buyer’s journey when evaluating tech solutions, before ever making contact with a sales rep. So it’s common for sales reps to wonder if their sales pitch is still relevant. Well, it is. Think about it. An effective sales pitch will convince your prospects that

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Sales

The Top 4 Virtual Selling Best Practices

In Q4 of 2021, it’s more important than ever for sales reps to improve upon their virtual selling skills and practices. Consider this: about 62% of B2B employees (ages 22-65) report working remotely at least occasionally. With a majority of B2B employees working remotely whether full or part-time, sales reps will need to sell virtually.

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Sales

Why You Need a Sales Enablement Platform

Though we are in the midst of a pandemic, the time to focus on the future of sales is now. Gartner predicts that by 2025, 80% of B2B sales interactions will occur through digital channels like a sales enablement platform. The truth is, the pandemic forced sales teams to restructure their sales processes. Whether that

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Sales

Sales Operations vs. Sales Enablement

Sales enablement is the process of providing sales reps with the information, content, and tools to sell more effectively. Sales operations are the process of supporting sales teams with strategic direction to sell more efficiently. By creating tactical plans to help sales teams reduce friction in the sales process, sales operations teams ensure streamlined management

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Sales

Sales App: Sell Value On the Go

A sales app is a great resource for sales reps working in the field or really, from anywhere. For sales reps spanning all industries, it’s important that no matter where they are, they have instant access to their sales enablement platform. As the pandemic continues and governments determine safe ways to interact with people in

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Sales enablement

Interactive Presentations Boost Buyer Engagement by 25%

With the majority of B2B buyers’ attention spent on their phone or computer screens, it’s critical to capture their attention with interactive sales presentations. As a matter of fact, in 2020, the amount of digital content consumed doubled. Because B2B buyers are constantly taking in information via online resources, sales teams need innovative ways to

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Sales

Buyer Enablement: Why Should Sales Reps Care?

Buyer enablement is key to closing deals in the modern era. These days, your B2B buyers are first conducting their own research (and lots of it!) before ever even meeting with a sales rep. In fact, Gartner reports that sales reps have just about 5% of a B2B buyer’s time during their buying journey. What

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Sales

How to Increase Sales Acceleration with Sales Enablement Technology

Sales acceleration is the strategy combining sales materials, resources, and analytics to increase sales velocity. Along with the right sales enablement technology, these combined tools create meaningful experiences that motivate the buyer towards making a purchase. In today’s world where people have instant access to almost everything via the internet, it’s important for sales teams

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Sales

Sales Readiness is Propelled by Sales Enablement: Here’s How

Sales readiness is the determining factor for whether or not a sales rep is prepared to sell. Do they have the right tools and skills? Do they have access to updated and relevant sales materials? Basically, sales readiness is the realization of sales enablement. Sales enablement strategies and technologies prepare the sales team for maximum

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Sales

Improve Sales Efficiency in 4 Steps

Sales efficiency is all about understanding and measuring the revenue produced by every dollar spent on sales investments. Say a sales team generates $10 million in revenue and it costs them $2 million in expenses. That team’s sales efficiency would be 5 (500%). To calculate sales efficiency, take the total revenue (over a specific time

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Sales

What To Look For in Your Sales Enablement Platform Investment

There are hundreds of sales enablement platforms out in the market today. So, it can be hard to determine which platform is right for you and your sales team. The best sales enablement platform will help your sales reps increase their productivity and achieve greater win rates. In fact, 76% of organizations achieve an increase

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Prezentor news

How Prezentor’s Mikkel Filskov is changing sales

“A natural entrepreneur.” That is how Mikkel Filskov describes himself as he recalls his journey into the business world after founding his first company nearly two decades ago. With a business ethos forged through learning by doing, Filskov now helms Prezentor, a Copenhagen-based sales enablement software company, as its CPO. Prezentor was born out of

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Sales enablement

How to Enable Your Sales Team to Make Data-Driven Decisions

Sales enablement is the continuous process of ensuring your sales team is equipped to effectively and efficiently close deals. Accordingly, sales enablement software is the number one tool to maximize your sales by empowering your team to make data-driven decisions. Therefore, being equipped with the right data serves as a window into the sales cycle

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Sales

Sales Productivity: The Activities to Measure and How

Sales productivity refers to the efficiency and effectiveness of a sales rep. Are they achieving their goals? If yes, how long is it taking them to hit their target? If not, what’s holding them back? Understanding the productivity of sales reps allows sales managers to better train each rep based on their current skill set.

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Sales enablement

Sales Engagement ROI: The Secrets to Measuring It

When it comes to sales engagement, the return on investment can be difficult to measure. How can you measure the ROI of something that has no direct monetary value attached to it? Well, where there’s a will (or a highly effective sales team) there’s a way! Knowing the financial impact your sales engagement strategy has

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Sales enablement

Top 3 Sales Automation Strategies for Success

Sales automation makes the sales process simple so that reps can spend more time actually selling. If your team is debating on whether or not to adopt sales automation into your overall strategy, ask your reps the following questions. Have they ever spent too much time searching for a piece of content they wanted to

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Sales enablement

Sales Pipeline Management: The 7 Stages to Sales Success

A sales pipeline is a visual representation of the sales process divided into stages. These stages range all the way from sourcing a new lead to delighting a customer post-purchase. Each stage of the pipeline serves its own purpose to further accelerate the conversation toward closing the deal. Yet, creating and managing a sales pipeline

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Sales

Sales Onboarding: Strategies for Increasing Productivity and Efficiency

Proper sales onboarding boosts employee satisfaction, increases employee engagement and productivity, and bolsters win rates. Any HR employee will be the first to tell you that finding great talent is often a disheartening task. While it’s not impossible, even hiring the best sales rep has its challenges. Sure, you can hire a sales representative with

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Marketing

Value Selling: What It Is, Why It’s Important, & How It’s Done

Value selling is a sales approach that focuses on benefitting the customer throughout the entire sales process. Essentially, you’re selling the prospect on the value your service/product brings to the table versus selling the product itself. For example, don’t spend the entire sales meeting droning on about the latest features of your product. Instead, show

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Sales

Sales Qualified Leads Increase Win Rates

Qualified leads are prospects that are most likely to become customers. Essentially, qualified leads help sales reps decipher which prospects they should prioritize. Think about it. Would you rather focus your time and energy on a prospect that shows no intention of purchasing? Or would you rather spend time with a prospect that has proven

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Sales

How to Increase Sales Velocity with a Sales Enablement Powered CRM

Sales velocity measures how quickly sales generates revenue. Basically, it analyzes how fast deals are being made throughout the sales team. As G2 states, “Determining sales velocity shows businesses how much revenue they can expect to make in one day or over a certain period of time.” But knowing how quickly or slowly your deals

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Sales enablement

Real-Time Customer Data: Best Practices for Sales Tracking

Customer data includes all personal, behavioral, and demographic information that is collected from a customer base. To clarify, customer data includes email addresses, information the customer gives within a survey, geographic location, and more. What better way to target your ideal customer than by understanding who they are? Knowing the customer data enables sales teams

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Sales enablement

Virtual Sales Meetings: 3 Things You Need to Know

Since the onset of the global pandemic, virtual sales meetings shifted the way sales meetings are performed. This abrupt change was unprecedented. Yet, sales leaders across industries learned that virtual sales meetings can actually be more effective and profitable than in-person meetings. Forbes states that 91% of B2B buyers prefer to consume interactive and visual

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Sales

Sales and Marketing Alignment for the Win

All too often we see sales and marketing alignment being non-existent, where departments are working against each other rather than working together in alignment. Yet, both teams have the same goal of providing valuable experiences to the buyer and ultimately closing deals. According to LinkedIn, 87% of sales and marketing leaders say collaboration between sales

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Sales

How To Personalize The Customer Experience and Increase Sales

In a continuously developing digital world, consumers are used to and actually expect to have personalized customer experiences. Big tech companies like Amazon and Netflix have forged the path to personalizing the customer experience with personalized product recommendations based on historical purchases and behavioral data. Forbes recently stated, 80% of consumers are more likely to

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Sales enablement

Sales Prospecting: A Guide to More Efficient Selling

Selling is a game of numbers and deadlines, and one way to meet ambitious goals is through efficient sales prospecting. Deciding which clients to contact, when to contact them, or how to approach them can make a considerable difference. Being efficient and having adequate processes is critical. In sales prospecting, efficiency means adopting the right

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Sales

8 Tips to Boost Sales Effectiveness

Keeping an eye on a company’s sales effectiveness is essential. As we covered in Improve Sales Efficiency: The Short Guide, monitoring specific metrics, constantly assessing operations, or being aware of the staff’s activities are all key elements when thinking about sales effectiveness. To boost sales effectiveness however, you have to look beyond numbers. Metrics are

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Sales

Why the Customer Experience Matters

A client’s customer experience is more important than we think. It can make the difference between continuing to read about a product or stopping altogether and going in another direction. In short, the quality of the customer experience often determines whether a client will buy a product or not, or whether they will return as

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Sales

A Quick Guide to Improving Sales Efficiency

Sales efficiency is one of the keys to making a business more profitable. In this article, we will explore reasons to care about efficiency and ways to improve it. Having a better strategy helps, but as we will find out, so does using professional and dedicated online tools. Efficiency is critical in many aspects of

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Sales

How Sales Email Tracking Can Boost Your Pipeline

Let’s use a quick example to introduce the relevance of email tracking. So you just finished preparing your email, or maybe it was an email campaign for several clients. You give your email one final read and are satisfied with the result. You click on “Send”. Now what? Well, now you play the waiting game.

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Sales enablement

15 Sales Techniques that will help you close deals

The list of sales techniques are endless! Depending on your goals for your product or service, there is likely a variety of options that will work for you. Generally, the “trial and error” method is how you will find what works best for you. It also never hurts to do the extra research, then chop

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Sales enablement

14 Presentation Tips to Engage The Buyer

These top presentation tips will help you maintain your clients’ interest from start to finish. We will cover the basics to please the human brain and avoid the so-called “death by PowerPoint”! The objective of a pitch is to sell your product or services. You can only do this if your clients listen to you

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Sales

Tips For Sales Follow Up Emails

Knowing how to write a proper follow up email is crucial in B2B sales, since the decision making process often stretch over a long period of time. It is your job to keep the dialogue open and be top of mind for your prospects. Imagine you have had a sales meeting, there was interest from

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Sales

5 Sales Email tips to Engage with Your Prospects

Another sales email in your potential client’s inbox. Is it worth opening? If so, is it worth reading? It’s unrealistic to think that all sales emails will be read, but it is possible to follow certain rules to increase the percentage of sales emails that are opened and read. Sending sales emails to potential clients

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Sales

Are you also working from home? 5 ways to work smarter

Unfortunately, we can’t babysit your children, but we can make your online sales meeting a lot easier. Working from home has never been more relevant than right now and if we look at the trends and the current COVID-19 situation, you may have to find ways to be productive while working from home even if

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Sales enablement

How to make a great online presentation

Starting with the right tool will get you a long way in your online presentation and Prezentor has all the necessary features to empower your customers and let them feel that they are in control. Empower your customer to interact with your online presentation The slider is a tool which allows you to adjust numbers.

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Sales enablement

How to engage your customers in a online meeting

In the modern age, a new digital and online meeting solution is being found every minute, and presentations are certainly no exception. With an array of video conferencing and screensharing options, such as Google Hangouts, Zoom, and more, the possibilities for having meetings while your audience is scattered across the world has become more possible

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Marketing

Top 5 things any good interactive presentation needs

“How to make a good interactive presentation” is something that most people have probably Googled at least once.   Whether you’re a student trying to prove you’ve done your research, a Marketing professional with a deadline, or just somebody trying to make a point, it’s likely you’ve been stuck in the rut of staring at

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Marketing

How to convert a PDF to an interactive presentation

In this digital age, one of the biggest challenges is migrating from software we know, to software we love.   During the technological boom, this may have taken the form of standing a whole day by the scanner to digitalize all of that pesky paperwork. Nowadays, however, we are more used to the unanimous groan

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Sales enablement

5 disadvantages of using PowerPoint for your sales presentation

There are many disadvantages of using PowerPoint, e.g. not being able to track your sales presentation, but lets first look back at how it all started. Since its release in 1987, PowerPoint has gained great popularity among professional and personal users. PowerPoint’s high adoption among users accelerated with the Microsoft Office integration and due to

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Sales enablement

How to create a powerful sales presentation deck

Have you ever used or received a sales presentation deck that you didn’t consider as professional? You most likely have. According to our study on how B2B sales representatives spend their time in sales, more than 50% of sales representatives consider their sales content not to be professional or mediocre professional. That’s a relatively high

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Sales enablement

5 reasons why the GDPR is a blessing in disguise

On May 25th it is exactly one year since the General Data Protection Regulation (GDPR) was enforced in the European Union. A wave of consent forms and awareness around personal identifiable data swept across Europe. Although opinions may differ about the effect and burden it placed on both large and small companies; let’s face it,

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Sales

How do you spend your time in sales?

Every day we meet sales professionals that spend their evenings preparing sales presentations, and delay sending followup emails because it’s time consuming to cut the irrelevant slides out of the powerpoint presentation before sending it off to the customer. Or even worse, because they don’t have enough time, they settle with a sales presentation that

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Marketing

Share the experience with the new Snapshot feature!

Snapshot, translations and much more. Don’t miss our latest release, we love it and hope you will too!     New! Snapshot feature Take a snapshot of your slides and calculations and easily add them to your email or agenda. You can send the snapshots as functional slides (Prezentor slide) where the calculation you send is

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Marketing

Customise your presentations with Arrange Slides

With the new “Arrange slides” features in the iOS and desktop app it is possible to customise your presentation with only the slides that you need for a specific meeting. How it works? Simply select the slides you want to use and rearrange them in the order that suits your sales pitch. Klick save, add

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