Sales Enablement Roundup: March 2016’s Best Articles

We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read:

1)   4 Reasons Why You Should Invest in Sales Forecasting Technology

Written by Ago Cluytens, agocluytens.com

RAIN Group’s practice director does an excellent job outlining the shortcomings of current sales forecasting methods, offering a down-to-earth explanation why 54% of forecasted deals never close. He covers the main advantages sales forecasting technology has to offer B2B sales teams, ranging from more selling time to better long-term sales strategies.

2)   How to Create Urgency by Raising the Stakes in Your Presentation

Written by Julie Hansen, Business2Community

How do you keep your prospects from sinking into reality valley and stalling out over time? You create a presentation so compelling that your buyers realize how urgent their need actually is. Sales authority Julie Hansen walks you through the “Raise the Stakes Technique” to grow presentation urgency. A simple before and after comparison makes this article a great training tool for sales reps interested in improving the quality of their buyer presentations.

3)   Sales Quotas Eat Strategy for Dinner

Written by Jim Brodo, ATD Sales Enablement Blog

Businesses invest heavily in sales processes and strategies, yet when the going gets tough, all that structure seems to fly out the window. When annual sales targets start looming overhead, what do sales leaders do? A conversation overhead by CMO Jim Brodo perfectly illustrates the way quotas “eat business strategy for dinner.”

4)   Marketers: Can Your Salespeople Pass the Fig Leaf Test?

Written by Andrew Moravick, CMO Essentials

Sales emails are hard. You have to communicate to a complete stranger the value of your products or services…Without blatantly promoting your products or services. Aberdeen researcher Andrew Moravick outlines how marketers can help sales reps improve their sales emails through the “Fig Leaf Test,” ensuring the rep’s solicitation is adequately covered in context and value.

5)  Sales Technology: Measuring the Benefit

Written by Tom Chamberlain, CSO Insights Blog

How do you tell if a technology investment is giving an adequate return on investment? CSO Insights author Tom Chamberlain discusses why measuring the benefits of technology investments is an essential component of improving sales processes. Chamberlain outlines the three questions you should ask in order to determine the effectiveness of the technology.

Did we miss any great sales enablement articles for the month of March? Let us know in the comments!