Accent's Sales Enablement Blog

3 Ways to Make Your B2B Sales Follow-ups More Engaging

We get it: it’s easy to get caught up in the daily “to-do list” of B2B sales. Make the calls, send the emails, enter the CRM data. Just check the items off the list and you’re done for the day! Except checklist sales reps don’t close deals. Today’s modern buyer wants more than someone who copy and pastes a generic email template and maybe (if they’re lucky) personalizes the introduction. Keep in mind that you’re not the only person trying to sell your prospect something. If you want your B2B sales follow-up to be the one that gets your prospect’s attention, you need to get creative. Here are three solid strategies for upping the engagement factor.

Find the Best Sales Tool for Your Organization

With hundreds of sales tools on the market, finding the right solution(s) to meet your organization’s unique needs can feel overwhelming. Technology should be a strategic initiative that not only supports your sales process, but also your improvement goals.

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) Fixing The Compensation Problem… Written by David Brock, Partners in EXCELLENCE Blog Your gut reaction when your reps don’t make quota might be to fix the “problem” with compensation. Clearly they’re not being compensated enough if they’re not closing deals, right? Sales consulting

Reporting vs. Analytics: What’s the difference?

There’s a lot of buzz in the market about analytics. Lots of solution vendors claiming “Analytics? Yes, we do that.” But do they? And does it matter to you? Yes. It’s important to know the difference (and they are different). Not only so that you know what you’re buying, but also so you know how to use each one. I am going to quickly walk you through the difference between reporting and analytics, so you can make better, informed decisions when you buy solutions claiming analytics.

Best Practices for New Sales Enablement Leaders

How to Have the Biggest Impact in Your First 90 Days in a Sales Enablement Role Today, I’m going to tell you a story about a man named Michael. Michael was fortunate enough to be hired at a local B2B company in a sales enablement role. He had a fair amount of sales management experience, but before being hired, he hadn’t really done much with sales enablement. On his first day on the job, Michael was excited to hit the ground running! He was hired to improve the sales force, fix the problems with their sales process, increase quality of leads, boost win rates, and so on. Yet once Michael had been shown where the coffee maker was located and how the printer worked, there wasn’t anybody who could explain how Michael was supposed to achieve all those lofty business goals. He hunted down marketing managers and sales directors and even spoke with some of the executives at the company, but the problem was that, in those few minutes he managed to carve out with the company’s leaders, he didn’t even know what questions to ask. It was clear that he had not prepared for the position, and the position had not been prepared for him.

How to Set Up Your CRM for Big Data Success

B2B sales teams have so much great sales data that they can use to their advantage. Your CRM is chock full of valuable metrics about buyers, how they progress through sales stages, and how your sales reps’ efforts work to drive deals forward. So obviously, the best approach is to put that data to good use through sales analytics. Just run the data and have your sales analytics engine pop out all kinds of wonderful insights. Easy peasy. Right? Well, there’s just one problem. It’s not constructive to run sales analytics on data that is inaccurate, out of date, or incomplete—and let’s face it: that describes most CRMs out there.

Sales Enablement Roundup: March’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:  

A Brief Look at the History of Sales Enablement

With all the growing hype about sales enablement, it’s easy to believe that the concept is new and innovative. While that’s half true (in that sales enablement is constantly coming up with more innovative ways of doing things), the truth is that it has been around for a very long time. As B2B sales has evolved over the years, sales enablement has been leading the way, pulling the industry along through every breakthrough. Below, we’ve covered some of the milestones that sales enablement has achieved through the ages.

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