Sales Enablement Roundup: December’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) Are Companies Setting Their Sellers Up for Success?
Written by Meghan Steiner, Richardson Sales Blog
The results are in from Richardson’s recent survey: Aligning Sales Competencies in Learning and Development. Meghan Steiner, Richardson’s Director of Marketing, breaks down the findings from this study and seeks to answer a question that’s important for any B2B sales team: are companies setting up their reps for success?
2) The Leadership Playbook: Do As I Say, Not As I Do
Written by Anthony Iannarino, The Sales Blog
International entrepreneur and bestselling author Anthony Iannarino is laying down some hard truths on his sales blog. One such truth that anybody in sales leadership definitely needs to hear is that a “do as I say, not as I do” approach can be catastrophic to business success. If you want your sales team to follow your lead, then make sure you’re not making these common mistakes.
3) 8 Little-Known Ways to Find New Prospects on LinkedIn
Written by Emma Brudner, Hubspot Sales Blog
Want to get more value out of your social selling efforts? Emma Brudner has you covered. This practical guide to LinkedIn is a simple way to rejuvenate your prospecting efforts. Your reps might be using a few of these tactics, but the odds are likely that at least one of the suggested approaches can help you reach more of the leads that are a strong fit for your business.
4) What To Do When A Client Goes Dark
Written by John Barrows, John Barrows Blog
Sometimes, less is more. Sales training expert John Barrows shares his personal approach for getting back in contact with prospects that have gone silent. Instead of a complicated strategy with funny or patronizing messages, Barrows has found a more effective method: a single question.
5) 4 Talking Points to Squash the Beef Between Sales and Marketing
Written by Aseem Badshah, Salesforce Blog
It’s no secret that sales and marketing teams don’t always get along. Often, these two departments are at each other’s throats instead of working together as one. If that’s an accurate assessment of your company, then give this Salesforce article a read. Aseem Badshah outlines four questions that can start a line of clear communication and collaboration between sales and marketing.