Accent's Sales Enablement Blog

Lead Qualification 2.0: How to Improve Your Qualification Process

When you hear the phrase “lead qualification,” what comes to mind? Most B2B sales managers probably picture IBM’s BANT qualification model: Budget, Authority, Need, and Timeline. This method has been used by businesses for many years, but as great as these qualifying factors are, it’s clear that they are basic. More than that, they often lead to disqualification of leads that are actually an excellent fit. After all, if your sales reps can make the case effectively, timelines can be accelerated and budgetary restrictions can be reassessed. Even authority isn’t a deal breaker if your reps can go up the chain of command and grow the buying team.

Are You Swinging Blind on Sales Calls?

I was watching my 7-year old son’s baseball game the other day, when a parent came up with a big Nikon camera [that’s what parents do] and exclaimed “I know why Wes is swinging and missing his first couple of pitches, he’s closing his eyes!” Wow, a breakthrough moment. Now we have something to work on.  I was a decent baseball player growing up, so I could relate to the observation. I always found it easier to hit the ball with my eyes open. In fact, only one thing kept me from playing for the Mets. I wasn’t good enough. Okay… on to the point. In B2B sales, inside sales, or whatever, swinging blind gets you nowhere. Period.

Tomato, Tomahto: How to Achieve “All In” Sales Enablement

In February 2015, an image went viral. It was a photo of a formal dress that induced a polarizing debate based on how people responded to one simple question: is the dress blue and black or white and gold? While the dress was in fact blue and black, for some people, the image did and always will appear white and gold. Were they wrong to believe that? Like the opinions about the dress, sales enablement is subjective. While achieving sales enablement might require a “blue and black” approach for some people, others fiercely believe that “white and gold” is the tried and true approach. And the truth is that both approaches can and often do work. To reinforce that point, let’s look at some recent research from Aberdeen.

3 Ways to Make Your Reps More Coachable

Coachability. It’s a beautiful thing. Working with coachable sales reps is a pleasure. They listen, they want to improve, and most all of them outpace their peers. In fact, Mark Roberge, author of The Sales Acceleration Formula, studied this in detail and found that coachability was the number one characteristic that correlated most to sales rep success. As an MIT grad, Mark took over as Head of Sales for HubSpot and grew revenue to $100 million by studying the attributes that make sales reps most effective.

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:

How to Identify and Hire Stellar B2B Sales Reps

Here at Accent, we’re really big on improving sales rep performance and turning C sellers into A sellers. But I think we can all agree that hiring A sellers right from the start is vastly preferable to improving subpar performance over time. If you hire the right rep, you can benefit from a much faster ramp up time and stronger sales results.

Sales Manager Cliché Interpretation Guide

It can be tough for a sales rep. Sometimes it probably feels like you’ve fallen straight into the script of Glengarry Glen Ross or Tommy Boy, with clichéd phrases thrown around left and right. At Accent, we’re all about helping sales reps succeed, which is why we’ve put together this helpful interpretation guide for translating your sales manager’s favorite clichés into plain English. After you understand the true meaning of these phrases, you’ll be well on your way to stronger “synergy” and “alignment” with your sales manager.

3 Mistakes to Avoid When Using Content in Sales

Using content in the sales process is a double-edge sword. It can definitely help add value, but it can also kill your competitive position if used incorrectly. There’s a lot of hoopla about “the right content at the right time.” Okay, we get it. But what are the fundamental rules of engagement? What makes content really effect? When and how should it be used? The most important event in B2B sales is the “meaningful conversation.” When sellers have meaningful, consultative dialogue with buyers about their challenges and how those challenges can be solved.

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