Sales Enablement Roundup: February’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) Want Big-Ticket Clients? Stop Blogging & Start Calling

Written by Brad Smith, SearchEngine Journal

As ironic as it may be to talk about the waning effectiveness of blogging within a blog article, Brad Smith does a great job of outlining the current problem with most sales and marketing blogging strategies. The short of it is that blogging can get you leads, but is it the right method to pull in those elusive big-ticket opportunities? Probably not.

2) Buyer Empowerment: Redefine Selling to Help Customers Achieve Their Goals

Written by John Holland, CustomerThink

Buyers don’t want to be sold to. It’s a tough thing to hear, given how much that statement conflicts with the average sales process. John Holland suggests a different approach than the traditional persuasive selling tactic: empowering buyers to achieve their goals. How do you do that? He covers the strategy in this article.

3) Aligning Functions for Enablement

Written by Mike Riksheim, Brevet Blog

In theory, sales enablement is about getting the right message in the right content to the right person at the same time. In reality, it’s not so simple. A mistake often made with sales enablement is to develop the plan in a silo without putting enough thought and effort into how the enablement strategy will align with actual sales processes and functions. In this blog, Mike Riksheim outlines the critical actions you need to take to ensure your enablement efforts are fully aligned.

4) 3 Keys to Effective Sales Coaching

Written by Michelle Vazzana, ATD Blog

The best sales coaches know that all of the coaching shouldn’t be reserved for just the reps. The coaches themselves need training too. Michelle Vazzana offers a three-step strategy to sales coaching that’s well worth the read. Instead of getting bogged down in a hundred different tactics, take a high-level view at what’s most important.

5) The Three Trends Driving Marketing Analytics in 2018

Written by Jeff Rajeck, eConsultancy.com

Big data analytics isn’t just for sales teams. Modern marketers also need to take advantage of the treasure trove of information big data has to offer. We’re talking about more than just a weekly report of Twitter followers and website visits. Explore how marketing analytics will evolve in 2018 by reading this article

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