Accent's Sales Enablement Blog

Accent Named a 2017 Top Marketing Tool from Smart Selling Tools

The marketing tech stack continues to grow rapidly. Newer tech players offer point solutions that address acute needs, while enterprise marketing behemoths expand in a quest to offer more comprehensive value. It’s enough to make some marketing leaders dizzy and perhaps even confused as to how all these solutions can fit together to improve their effectiveness. One way for marketers to help identify who the best in breed solution providers are is by working with independent third-party analysts and reviewers such as SiriusDecisions, Forrester, Gartner, and Smart Selling Tools just to name a few. These trusted sources provide invaluable guidance on need and fit.

Don’t Miss Better Sales Coaching Through Performance Metrics!

Register Today for a FREE download of our Complete Guide to Better Sales Coaching. First-line sales managers often wait for annual performance reviews to provide coaching, if at all. But isn’t that a little late? The growing popularity of sales enablement has led many organizations to start new enablement initiatives. Sales coaching and rep on-boarding is where many of those initiatives begin. However, Sales leaders frequently fail to foster a culture and create an infrastructure that supports it.

Sales Enablement Roundup: August’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:

10 Tips to Making Your Next Sales Kick-Off a Huge Success

10 Tips to Making Your Next Sales Kick-Off a Huge Success As you start planning your annual sales kick-off meeting, you’re faced with a challenge: wow your new sales reps while also reinvigorating your seasoned players. Put these ten tips to good use in order to ensure you have the most impact across the entire team.

3 Problems with Sales Playbooks (And How to Solve Them)

3 Problems with Sales Playbooks (And How to Solve Them) For years, B2B sales teams have relied on sales playbooks to standardize processes and help reps take the right actions to close deals. These playbooks are the golden standard for the way your company approaches selling, but here’s the big question: how effective are they long-term? We’re going to go out on a limb here and say that if you’re still using traditional sales playbooks, you’ve experienced one of these problems:

The Future of Sales Compensation

Getting the Commission and Incentives Program Just Right Let’s face it, most sales compensation and incentive programs are stuck in the dark ages. They certainly reward the winners, but do very little to help B and C-players develop into A-players. Most programs take a sink or swim approach. “When you close, we pay.” “Sell this shiny new widget we just released, and we’ll give you a nice spiff.” Not bad if you’re closing enough business, but what if you’re a future star getting off to a slow start. Not very motivating. The truth is, there are much better ways to incentivize and motivate sales reps, not to mention promote teamwork. Lots of psychological studies have shown the traditional approach is just not optimal. With rep turnover in B2B sales hovering around 30%, and intense pressure to increase sales rep productivity, it’s time to explore better ways to compensate and incentivize.

58 Vital Questions to Ask in a Sales Enablement RFP

Purchasing a sales enablement solution is a big decision that can impact the success of your business for years to come. With so many different sales enablement vendors out there, how can you tell which one is right for your company? It’s often not a black and white answer, but there are some steps you can take to evaluate each solution and narrow down the options. One of the easiest methods for winnowing down a list of potential vendors is to develop an RFP, but we have a word of caution: make sure you’re focusing on what’s important. Many businesses develop RFPs for sales enablement without clearly understanding the full scope of what’s possible. Also common, the RFP might not encompass the needs of the entire organization (sales, marketing, HR, etc.). We’ve put together this guide of questions any enterprise company investing a sales enablement solution should include in their RFP. And while software features are important, there are other factors to consider, so we’ve broken the RFP questions down into separate sections: features, timeline, IT/security, pricing, support, and other.

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:

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