Sales Enablement Roundup: April’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) Measuring the Effectiveness of Sales Enablement
Written by Marc Brown, Gartner for Marketers
Often when starting a sales enablement initiative, the biggest challenge isn’t in the implementation. It’s in the measurement of performance after the fact. If tracking sales enablement effectiveness isn’t an integral part of your strategy, it’s time to make a change. In this blog, Marc Brown outlines five measurement areas you should be following.
2) The Three Pillars of Effective Storytelling in Sales
Written by Ben Taylor, Richardson Blog
We’re all familiar with the three rhetorical appeals: ethos, pathos, and logos. But what role does each one play in your sales strategy? In this article, Ben Taylor walks through the best methods for leveraging each appeal’s strengths at different sales stages.
3) How to Upgrade Your Sales Enablement Program for Better Revenue
Written by Blake Vernon, Business2Community
Not satisfied with the performance of your sales enablement venture? You may have fallen into the all too common trap of treating sales enablement like a one-size-fits-all problem solver. The result is that your blanket solution didn’t meet the needs of the sales team, and was likely rejected. So what’s the solution? Blake Vernon has some suggested strategies for elevating your SE program to actually produce positive results.
4) Drip vs Binge: What TV & B2B Content Consumption Habits Have In Common
Written by Matt Heinz, Heinz Marketing
Very few analogies capture the difference between B2B sales today and B2B sales 10 years ago quite like this article by Matt Heinz. He draws a comparison to the way we consume television that hits just the right chord. Read the article and then ask yourself if you’re providing sales and marketing content in the format that today’s modern buyer wants and expects.
5) Where Do Sales Enablement Professionals Come From?
Written by Tamara Schenk, CSO Insights
Finding great sales talent is tough. Finding great sales enablement leaders is even tougher. So where do they typically come from? CSO Insights’ Tamara Schenk has some excellent data as part of the 2017 Sales Enablement Optimization Study that answers that very question. Are they mostly women? Are they all from training backgrounds? Are they underrepresented at the executive level? Read the article to find out.
Did we miss any great sales enablement articles for the month of April? Let us know in the comments!