Learn about Sales Enablement from industry experts. Sales enablement is the people, processes, technology and data that enables your sales organisation to sell at a higher velocity and more effectively.
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 [...]
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 [...]
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 [...]
Welcome to our ultimate guide to sales enablement! Maybe you have just heard of sales enablement and are curious about the topic, or maybe you want to implement a 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 [...]
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 [...]
Over the past two years, sales have become increasingly digital — roughly 67% of the buyer’s journey is now done through digital means. When you aren’t meeting with buyers face-to-face, [...]
Sell the value, not the product Let’s face it: modern B2B buyers are getting harder and harder to please. One of the reasons for this, is that buyers today do [...]
Having good content is not enough We can all agree that content plays a big part in the selling process: it is the primary resource for salespeople to convey a [...]
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 [...]
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 [...]
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 [...]
Effective sales collateral is key to moving buyer’s through their purchasing journey and converting them into customers. In fact, 83% of B2B organizations believe that high-quality content is crucial to [...]
Why Customer Relationship Management software is worth investing in, and how you can get the most out of it. Statistics show that approx. 91% of all B2B companies with more [...]
Prezentor is delighted and proud to have been awarded the “High Performer” badge, both in the general and mid - market categories, and the “Best Support” badge in mid - [...]
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 [...]
Before the pandemic, B2B sales were already trending towards going digital — the past two years have merely accelerated the trend. In fact, only 20% of B2B buyers say they [...]
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, [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
Sales enablement trends inform sales reps about the most effective ways to sell during a specific time period. Think about it. Are you using sales tactics from the 1990s? Doubt [...]
Sales enablement trends inform sales reps about the most effective ways to sell during a specific time period. Think about it. Are you using sales tactics from the 1990s? Doubt [...]
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 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 [...]
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 [...]
A sales enablement strategy is key to closing more deals, improving skill sets, aligning internal teams, and creating efficiencies throughout the sales process. An effective sales enablement strategy will amplify [...]
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 [...]
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 [...]
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 [...]
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 [...]
Sales enablement content is key to driving sales. It’s simple, really. This type of content performs well and drives the buyer towards making a purchase because it: Addresses a prospect’s [...]
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 [...]
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 [...]
Sales forecasting is the exercise of predicting how much a sales rep or team will sell weekly, monthly, quarterly, or annually. By using past sales performance data, sales managers are [...]
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) [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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. [...]
SMTP for Microsoft Office 365 (Simple Mail Transfer Protocol) is the time-saving tool all sales reps need to know about. Have you ever noticed how time-consuming switching back and forth [...]
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 [...]
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 [...]
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 [...]
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 [...]
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, [...]
The events of last year meant sales enablement leaders had to regroup and restructure their entire sales strategy. As the world was shutting down, sales enablement leaders became the ultimate [...]
Sales teams across industries are continuing to undergo a major shift in how they conduct sales training. Now, virtual sales training is the new normal. But it’s not as if [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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. [...]
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 [...]
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 [...]
Just to make it clear: Don’t do a sales pitch - have a dialogue! What is a Sales Pitch? A Sales Pitch is when you have a product or service [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
“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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
Imagine saving up to 80%* in preparation time before every sales meeting. What would you do with all that extra time? Book even more sales meetings? Decrease your head count? [...]
Companies gather data about us, their users and customers everywhere and all the time, even when we're asleep. At our current pace, there are 2.5 quintillion bytes of data generated [...]
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 [...]
Data shows that in England alone 44% of millennials (18-34) have no pension provision whatsoever*. They are of course still young and retirement feels like lightyears away. But the truth [...]
