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Sales Enablement Best Practices

Let’s talk about improving your business-to-business sales enablement. Various and often imprecise definitions of the phrase “sales enablement” exist, so I’ll offer this succinct version from Salesforce as our working definition: “sales enablement is a collection of tasks and tools that are intended to improve the execution of key sales activities—activities like making sales calls, […]


Are You Doing Enough Sales Enablement and Lead Gen for Your Company?

As a marketing consultant, I specialize in content development, sales enablement and lead generation. I often find that the managers and business owners that we work with are feeling as though they either don’t have the time to develop high level marketing strategies, or they don’t have the staff to execute them–or both. As their […]


Using contests to boost sales enablement

When you want above and beyond results from your sales team, you need to offer above and beyond compensation. One way to do that is by having contests. Contests are a great way to engage your sales team and provide the extra push for extra performance. Whether you’re in B2C or B2B, contests can be […]


A new way to measure marketing’s success: Its impact on revenue

The purpose of marketing has traditionally been to build awareness for brands, products, and services. That is still an important part of marketing, but it’s not enough. Good marketers know that they need to have a positive impact on their company’s bottom line—and be able to prove it. There’s a new way to measure marketing’s […]


Sales enablement in the mobile era: A case study

When you depend on a network of distributors, resellers, and other partners for your sales, sales enablement needs to be a top priority. While you know the ins and outs of your awesome product/service, your channel partners may not and they likely won’t care about your offerings as much as you do (especially if your […]

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