Accent's Sales Enablement Blog

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.

9 Reasons Why Companies Start Sales Enablement

One thing we hear time and time again from our clients is that they can’t imagine working without their sales enablement platform. It has transformed the way they approach the sales process so much that it is simply unthinkable to go back to the manual, disorganized way they used to sell. But one area that is often very different from business to business is the reason why they decided to take the plunge toward enabling sales. Read over the following reasons our clients have started sales enablement and see if any of them sound like the current state of your company.

Top 10 Tips for Improving Sales Productivity

Strong sales productivity is an essential aspect of B2B success. It’s no wonder, then, that sales management is constantly on the lookout for ways to improve productivity across the team. There are a lot of different strategies and tools that could provide good results, and we’ve narrowed down our top 10 favorite approaches below.

Sales Operations vs. Sales Enablement: What’s the Difference?

Are sales operations and sales enablement the same thing? That’s a question we hear often from people at all different levels of B2B sales. The short answer is no. The longer answer is a bit trickier, but if you’re interested, keep reading for a quick rundown of what sales enablement and sales operations really are and how they relate to one another.

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:

Stop Confusing Predictive and Prescriptive Analytics

Technology can be confusing. Often, people find themselves using tech terms interchangeably when, in fact, there are very clear differences between them. A perfect example of this is the term “analytics.” For B2B sales leaders in particular, the generic use of the term sales analytics can be a source of frustration. While you’re researching the different sales enablement providers, you’ll probably see many platforms touting analytics as one of their main features. But all analytics are not equal, and some claims of predictive or prescriptive analytics don’t hold up when you look at what’s actually being offered. So let’s set the record straight. We’ll start with some basics. There are three main types of analytics: descriptive, predictive, and prescriptive.

Dear Sales Analytics, I Love You. Sincerely Yours, Management

A Love Letter to Everyone’s Favorite Sales Enablement Technology   Dear Sales Analytics: It’s Valentine’s Day, the one day out of the year designated specifically for expressing our love and appreciation for the important people in our lives. But can I also express my admiration for you, the technology that has made my business grow like never before?

What is B2B Sales, and How is it Different from B2C?

Interested in a clear and concise definition of B2B sales? We’ve got you covered. This quick guide goes over what it is, some practical examples, and the key differentiating factors between B2B and B2C.

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