Sales Prospecting Perspectives

Sales enablement is a hot topic for sales and marketing agencies in 2014. DemandMetric and SAVO Group recently hosted sales enablement summits. Sirius Decisions produced a sales enablement framework and model. HubSpot is hiring “Sales Enablement Stars.”

Alongside these companies, AG Salesworks is encouraging sales and marketing agencies to seriously consider their sales enablement process. Before now, sales and marketing may have had different understandings of the elusive term “sales enablement.” Our newest guide, “Sales Enablement Explained,” includes worksheets, tips, and advice for organizations to agree on what a successful sales enablement plan means to them, including its definition, role, and effectiveness.  

Good morning, Sales Prospecting Perspectives readers, and Happy December! The holidays are upon us, as is the ending of the fourth quarter for sales. This week, we've curated articles focused on best ways to hit your sales and marketing goals. We hope they're helpful in these final weeks. May the odds be ever in your favor!

Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Rosenberg, the Funnelholic and a co-founder of TOPO. Follow him on Google+ or Twitter.

Whenever we think of sales and marketing efficiency, we typically focus on what we can do internally. Don’t get me wrong, you have to optimize your sales and marketing processes for efficiency. However, it is absolutely critical that you optimize the buying experience you are delivering so it is as efficient and easy for your buyer as possible. At my day job with TOPO, I have interviewed hundreds of buyers. They typically mention efficiency and ease of use as the top requirements for their preferred buying experience with a vendor. If you don’t believe me, then here's Homayoun Hatami, co-leader of the Sales Growth practice at McKinsey: “Sophisticated customers are not interested in traditional sales models. They demand faster, more seamless, and even enjoyable sales experiences.” Time is the enemy for everyone in today’s crazy-busy world. Your goal should be to make every interaction with your buyers easy and quick.

Good morning, Sales Prospecting Perspectives Readers. Aren’t you glad it’s Friday? Before you celebrate the weekend by gearing up for the World Series, check out some of our favorite articles around the web this week!