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So far Accent Technologies has created 99 blog entries.

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.

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:



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.

How to Set Up Your CRM for Big Data Success

B2B sales teams have so much great sales data that they can use to their advantage. Your CRM is chock full of valuable metrics about buyers, how they progress through sales stages, and how your sales reps’ efforts work to drive deals forward.

So obviously, the best approach is to put that data to good use through sales analytics. Just run the data and have your sales analytics engine pop out all kinds of wonderful insights. Easy peasy. Right?

Well, there’s just one problem. It’s not constructive to run sales analytics on data that is inaccurate, out of date, or incomplete—and let’s face it: that describes most CRMs out there.

Sales Enablement Roundup: March’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:


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.
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