Sales Enablement Success Roundup: September 2019
How does the Guru team stay on top of the changing sales enablement landscape? Here's what we're reading to stay ahead of the curve:
Everything You Need to Know About Account-Based Sales (Morgan Ingram; Sales Hacker)
Key insight: "In the right conditions, account-based sales consistently delivers on its revenue-boosting promises. But ABS is NOT for everyone. In fact, a mismatch between your business model and account-based sales can do more harm than good. It really depends on the type and purchasing behavior of the customers you engage."As a rule of thumb, account-based sales is a good fit for B2B companies where: Sales interactions are complex and involve lengthier cycles; major purchases require the tiered approval of several decision-makers; [or] opportunities for upselling, cross-selling, etc., are unusually high."
Interested in more fresh perspectives on sales enablement? We have a guide for that.
Sales Engagement vs Sales Enablement: Understanding the Difference (Zen Cachola; Medium)
Key insight: "In the last couple of years, there has been a shift in that the customer controls the buying process more than ever before. As a matter of fact, buyers are 67% or more of the way through a sales cycle before they even speak to a sales rep. Therefore, it’s not just enough to enable a sales rep. It is our responsibility to coach the rep on how to communicate and engage with the right type of message at the right time.
"In other words, sales engagement is concerned with improving how sales reps communicate with the customers by ensuring that the most effective content is shared with prospects for specific sales situations."
How Do You Approach Collaboration in Sales Enablement? (CSO Insights)
Key insight: "Collaboration is often used as a soft attribute, but not as mission critical. For sales enablement, successful collaboration is mission critical and requires collaboration models with at least marketing, product management, sales operations, sales management, L&D and IT."