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So far Accent Technologies has created 83 blog entries.

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

blue dressIn 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.

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.

Accent Technologies Recognized as Top Marketing Tool of 2016

Accent Technologies, the leading global provider of sales enablement software and services, has been named one of the top marketing tools of 2016.

The guide was published by Smart Selling Tools, a consulting firm that aims to aid businesses in sales performance improvement. The companies mentioned in the Top Marketing Tools of 2016 Guide are considered the industry innovators whose products are “bridging the divide between Marketing and Sales initiatives.”

Sales Enablement Roundup: November’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:

Quality vs. Quantity: The Sales Lead Sweet Spot

Have you ever heard the phrase “too much of a good thing is a good thing”? When it comes to B2B sales, that’s definitely not the case. It’s common for businesses to funnel resources and efforts into growing sales, pulling in more leads until their pipeline is practically overflowing.

But surely having so many opportunities is a good thing, right?

Wrong.

It turns out that trying to handle too many leads can actually weaken your sales results, not strengthen them. SiriusDecisions found that companies with a pipeline-to-quota ratio higher than 4X waste 26% of sales accepted leads and close 10% fewer deals.

Sales Industry Research: The Stats on Win/Loss Analysis

If you have been following our win/loss analysis series, you now have a solid idea of the importance of analyses and how to go about doing them. However, it’s one thing to take the advice of a sales enablement company—it’s another thing to see the industry research to back it up. So let’s dive into a study conducted by research firm Aberdeen to see how best-in-class sales leaders approach the process of win/loss analysis.
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