Sales Enablement Roundup: July’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:
Written by Ian Altman, http://www.ianaltman.com/
Speaker and author, Ian Altman shares how Tesla is revolutionizing the car buying experience. In this article he details the exemplary buying experience he received and outlines key strategies we can all use to make the sales process more buyer centric.
Written by Tom Fielder, Hubspot’s Sales Blog
It happens to us all – you start to enjoy a show while you drink your coffee in the morning and next thing you know the sun is setting and the day is over along with 3 killer seasons. Tom Fielder, researcher for Leadership Development Ltd, describes how we can use German playwright, Gustav Freytag’s dramatic arc in our sales pitches to keep buyers engaged.
Written by Jill Konrath, http://www.jillkonrath.com/
Author and speaker Jill Konrath relates her recent tornado experience with the decay that exists in many sales pipelines. Loss aversion leads sellers to keep long lost opportunities in their pipeline in the hopes that someday the time will be right again, and Jill shares some insight into an experiment that demonstrates this very fact.
Written by Tamara Schenk, CSO Insights’ Blog
In this article, Tamara Schenk, Research Director for CSO Insights, offers guidance on how to tailor conversations for Key Decisions. When it comes to engaging decision makers, the substantial difference between best-in-class companies and the rest paints a stark picture for many organizations. Tamara outlines the key considerations for creating a targeted value message with the will resonate with decision makers.
Written by Matt Sunshine, The Center for Sales Strategy Bog
Are you just getting started developing a sales process? Then this post is for you. Matt Sunshine, Managing Partner at The Center for Sales Strategy and LeadG2, outlines the 7 steps in the “How Selling” sales system and discusses the key points of each stage and how they directly relate to the buying process.