Accent's Sales Enablement Blog

Are Your Sales Managers Coaching from the Locker Room?

Getting the activity-level visibility to manage effectively Imagine a head football coach trying to run his football team. His main focus is to help his team improve and win games. But this coach has some problems. He has to coach from the locker room. He has no video of his team’s previous games to study. He can’t tell if his offensive linemen are making their blocks, and following their assignments—he just has to take their word for it. He can’t see which receivers are catching the ball and which are dropping easy passes. He has few statistics to review. No record of plays run. No assistant coaches in the press box giving him insight into the big picture. He waits in the locker room until he finds out whether his team won or lost—but he never really knows why. Sound a little ridiculous? Like you might not want to coach under those circumstances? Welcome to the world of many B2B sales managers and leaders.

Sales Enablement Roundup: May’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:

Accent Attends SiriusDecisions Summit 2017

We don’t want what happened in Vegas to stay there! The Accent team started the week by setting up our presidential suite in the Venetian. Our goal was to talk to prospects, clients and analysts and tell our story – where we’re going with our platform and how we’ll get there After a week of amazing sessions, demos and discussions, we’re thrilled to be back and hit the ground running with some of our new ideas and relationships! Last week Accent Technologies attended the 2017 SiriusDecisions Summit. Our goal was to learn more about the latest trends in sales strategy and meet other knowledge–hungry Marketing and Sales Enablement leaders.

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.

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