¡Hola! Welcome to this edition of The Smart Growth Roundup! I've spent the past week basking in the sun of Puerto Rico in a much needed vacation. Alas, I am back to give you more great content.
Today's focus is on sales acceleration and enablement, specifically towards the importance of communication and how to hire enterprise salespeople.
If you are in enterprise sales, you're going to want to check out the article attached to the infographic, trust me.
Enjoy!
Hannah (The Editor)
INDUSTRY INSIGHTS
Your sales team should be set up for success. Getting there requires the right people and the right training. The industry has great resources below to help you empower your salespeople.
Sales leaders should shift from sales enablement to revenue enablement to support revenue operations in today's complex B2B buying & selling environment.
After analyzing over 300,000 emails specifically on follow-up prospecting emails, Gong learned two major things about the formula for setting meetings.
If you're looking to attract and win enterprise customers, you must understand that they behave very differently in their purchasing journey than non-enterprise.
When you break down their path you will see that enterprise customers go through what we call "The 3 Engagments Path," outlined below.
Click the infographic below to read more on the topic.
PREMIUM PICK
Resource Kit:
The Core B2B Sales Toolkit
3 powerful tools to open and control the conversation:
The Diagnostic Scorecard: define and provoke the value of your value proposition.
The Cost Calculator Worksheet: navigate the conversation away from a "what's it cost" conversation into a "what's it worth" conversation.
The ROI Worksheet: demonstrate the value of your products and services at work in your customer/client's world.
This scorecard guides and scores your emails. Generate a score of 86 or better with this tool and you'll soon see your emails generating more impact, engagement and conversations.
