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Enableocity sales enablement-as-a-service Blog

 

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22 min read

How to equip and fund salespeople for virtual selling success

By Mark Gibson on Oct 21, 2020 11:04:01 AM

Last week I posted an article on important considerations for virtual selling.  The article is relevant whether salespeople work from home or in the office, if you haven't read it, you can here, how to be more effective selling virtually.

There are cost implications to consider to equip individuals for virtual selling success.  These costs should appear in the 2021 cost of sales budget.  Are you a sales leader in doubt about investing in salespeople to sell from home?  If so, take a snapshot of your Zoom screen at your next sales meeting.

Topics: remote selling
5 min read

How to be more effective selling virtually

By Mark Gibson on Oct 14, 2020 4:03:28 PM

Some organizations are beginning to move their sales teams back to work in the company office in staggered shifts to avoid overcrowding of the office space.

1 min read

Customer Storyboarding & Remote Meeting Mastery- video

By Mark Gibson on Oct 12, 2020 11:29:19 AM

This 2.5-minute video explains how you can transform your team's virtual selling results, boost win-rate, and build pipeline this quarter.

Topics: virtual training remote selling
7 min read

How to plan a Successful Virtual Sales Kickoff

By Mark Gibson on Sep 30, 2020 11:46:49 AM

It’s Virtual Sales Kickoff Planning Season

I attended my first in-person sales kickoff in Sydney with Prime Computer in Sydney more than 35 years ago. Up until this year, not much has changed in the in-person SKO format. COVID has busted the old model like Humpty Dumpty falling off the wall and sales kickoffs will never be the same again.

6 min read

How to Enable Speed to Customer and Accelerate Revenue?

By Mark Gibson on Sep 16, 2020 1:33:43 PM

Speed-to-customer for new B2B product announcements or new capabilities for existing products is a thorny problem in the best of times. In a world transformed, where working from home is the new norm and virtual selling is the standard, it is exacerbated.

Topics: sales enablement #playbook factory sales playbooks product launch
11 min read

How to Overcome Post-merger Go-to-Market- Challenges

By Mark Gibson on Aug 4, 2020 6:03:15 PM

Mergers and acquisitions hold promise for owners and investors of combinatorial synergies to reduce costs, increase profit, extend market and product coverage, as well as accelerate innovation.

2020 has been a banner year for mergers and acquisitions, with 5500 deals so far. This record volume may be partially due to the Covid-19 outbreak forcing the liquidation or disposal of underperforming non-core or struggling investments. However, mergers come with a great deal of risk as reflected in failure rates that are reported to be between 40% and 70%.

Despite best-laid plans and executive oversight, human factors present the greatest risk and sales-force integration is the toughest merger issue to overcome. 

Topics: sales enablement b2b buying process sales playbooks talent enablement
2 min read

Enableocity Virtual Selling Clinic

By Mark Gibson on Jul 16, 2020 2:46:33 PM

The following is the edited transcript of the video and it will be of interest to salespeople, enablement and sales leaders.

Topics: qualification remote selling virtual selling skills
8 min read

How to Quickly Build Trust in Remote Meetings

By Mark Gibson on Jul 7, 2020 9:11:42 PM

This article will be of interest to salespeople, sales managers, sales enablement pro's, SE's and anyone interested in improving the outcomes of remote B2B sales meetings. The ideas in this article aren't new, but are largely unknown.  I learned the Sales Prologue for opening meetings from Enableocity partner, Jim Burns of Avitage and he learned them from Rob Scanlon.  We have adapted some of Rob's ideas to match our Remote Selling 4-Box Qualification Model.

Topics: remote selling
5 min read

How to Confirm Qualification of Remote Buyers

By Mark Gibson on Jun 29, 2020 8:29:10 AM

In our TruScribe-Enableocity Remote Selling Visual Engagement Best Practices Webinar last week, we demonstrated a new way of qualifying remote buyers using a whiteboard or tablet, to add a visual dimension to the conversation.

Topics: qualification confirmation remote selling
3 min read

Do You Want to Build Better Sales Playbooks? - Beta Invitation

By Mark Gibson on Jun 26, 2020 1:38:56 PM

Building Sales Playbooks? Join Enableocity's Playbook Factory Partner Beta Program

Topics: #playbook factory
5 min read

9- Remote Selling Best-Practices

By Mark Gibson on Jun 16, 2020 11:54:43 AM

Remote Selling is the new Normal

Topics: qualification visual communication qualification confirmation rapport remote selling truscribe
1 min read

SCRUBIT LEAD QUALIFICATION PREVIEW

By Corey Sommers on Apr 30, 2020 5:18:38 AM

SCRUBIT is a new lead qualification and scoring tool embedded with Salesforce.com to help SDR/BDR's to better qualify leads. This 6-minute video preview introduces the concept and previews the product.

Topics: SCRUBIT
8 min read

Learning - to Learn to Sell

By Mark Gibson on Apr 29, 2020 7:00:00 AM

How Salespeople Learn

Learning is the most important skill for salespeople to master in the second decade of the 21st Century. Unlike medicine or law, selling is a profession that is learned by doing. The more calls you make, the faster you learn, and the more you learn about what works and what needs to change. Already in this decade, we are seeing the effect of combinations of exponential technologies that are profoundly and permanently disrupting the marketplace. Salespeople must learn how to learn and apply new knowledge quickly to contribute value in buyer-seller interaction.

Topics: sales training gamification social learning
3 min read

Rob Jeppsen Sales Leadership Podcast with Corey Sommers

By Mark Gibson on Apr 23, 2020 11:39:55 AM

Corey Sommers, Enableocity CEO is interviewed by Rob Jeppsen in the Xvoyant Sales Leadership Podcast Series, sponsored by Outreach.io.

Topics: sales enablement sales effectiveness #xvoyant
4 min read

Top 3 Challenges in SDR Qualification

By Mark Gibson on Apr 20, 2020 1:01:13 PM

The Sales Development Representative (SDR/BDR) is central to successful lead generation in leading B2B companies, yet a lack of a repeatable framework and objective qualification criteria impacts performance, creates confusion, mistrust, and waste. This article explores the top SDR team challenges as well as the issues around lead qualification and hand-off

Topics: qualification #leadhandoff SDR
3 min read

Do your salespeople communicate value?

By Mark Gibson on Apr 9, 2020 8:00:00 AM

I have been working in complex B2B sales enablement consulting and as a sales enablement practitioner for the past 16-years. Right from the first engagement where I rode-along on sales calls, to the conversation I had last week with a sales leader, a consistent problem persists: salespeople do not know how to effectively communicate value with buyers.

Topics: sales and marketing alignment marketing messaging commercial insight
7 min read

5 Reasons Sales Playbooks Go Unused

By Mark Gibson on Mar 31, 2020 9:56:37 AM

You and your colleagues spent a lot of sweat and tears building a beautiful playbook and you are proud of it... only to discover that after a couple of weeks, playbook content was not being used. A walk around the sales floor confirms your suspicions. There isn’t a playbook in sight, and after you listen to a few calls, you realize that salespeople have reverted to their old way of positioning the company and your solutions.

1 min read

How To Use Analyst Reports to Engage Distracted Buyers

By Mark Gibson on Mar 17, 2020 11:34:33 AM

If your sales team is not using content like this to engage buyers they are missing a trick. Even if you are not in Cybersecurity, this article is instructive and comes with a proforma spark-email

The Mandiant M-Trends 2020 Report published last week is compulsory reading for cybersecurity professionals and salespeople selling into the cybersecurity market.

Topics: Content Curation sales effectiveness
1 min read

How to Convert your Home Office into a Studio

By Corey Sommers on Mar 16, 2020 12:12:46 PM

You have been directed by your CEO to work from home for at least the next four weeks, but your sales VP did not give you a pass on bringing in the numbers for the next two quarters. What are you going to do differently? 

  • How can you turn this home isolation into a competitive advantage?
  • What skills do you need to develop?
  • What techniques do you need to learn to be even more effective in your home office?
  • What changes can you make to how you sell in your home office environment that differentiate you from your competitors?

Selling remotely is a fact of life today and like it or not, as sales professionals, we must take the time to learn the techniques, master remote selling skills and create an environment in our home offices that is conducive to conducting video meetings with prospects and customers.

Topics: sales effectiveness onboarding video conferencing remote selling
6 min read

How to Qualify Buyer Intent from Initial Conversations

By Mark Gibson on Mar 11, 2020 9:13:57 AM

B2B Selling process is the subject of countless books, yet basic qualification of opportunities is still problematic. As a result, precious marketing, technical and sales resources are wasted on weeks and months-long evaluations for prospects who will never buy. What if your sales team was 90% accurate in qualifying prospects, what would that do for your win-rate and forecasting accuracy?

Topics: sales enablement cunsultative selling sales effectiveness
3 min read

Mark Gibson joins Enableocity as CMO and Partner

By Mark Gibson on Mar 5, 2020 8:00:00 AM

San Jose, CA, March 06, 2020 --(PR.com)--  Sales Enablement-as-a-Service (SEaaS) provider Enableocity announces that Mark Gibson, formerly of Advanced Marketing Concepts (Admarco.net) will join as Chief Marketing Officer and General Partner.

Topics: inbound marketing sales enablement
2 min read

How to Improve Remote Selling Outcomes

By Corey Sommers on Mar 4, 2020 12:00:30 PM

Remote Selling has Never Been More Relevant

We’ve seen the headlines about cancelled trade shows and sales meetings. Is this the new reality or a temporary panic? It really doesn’t matter because the concept of remote selling has been gaining traction over the last couple of years with the advent of truly viable video conferencing services. Remote selling makes total sense when done correctly. Buyers also appreciate the ease of joining a remote session compared to reserving conference room space and other logistics for onsite meetings. But how can we improve remote selling outcomes and become more effective in using this medium?

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Topics: sales enablement effective presentations video conferencing remote selling
2 min read

Enableocity Emerges from Stealth

By Mark Gibson on Feb 28, 2020 9:57:02 AM

SAN FRANCISCO, March 2, 2020 /PRNewswire/ -- Enableocity, a SF-Bay Area-based Sales Enablement-as-a-Services company emerges from stealth with strong domain-expertise, conversation frameworks, technology, and customers who are raving fans, to help B2B companies overcome an array of obstacles preventing sales growth.

Topics: sales enablement consultative sales training sales effectiveness onboarding