The Center for Sales Strategy Blog

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"Be miserable or motivate yourself. Whatever has to be done, it's always your choice."

-Wayne Dyer

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One of the largest inhibitors to sales enablement in organizations is taking a random approach to it.

According to Salesforce, 58% of pipelines stall because sales reps are unable to add value. Is your current sales enablement content addressing the issues your clients and prospects are facing? Research says for many companies the answer is no, and it’s due to the lack of a sales enablement strategy.

As you look to grow your sales enablement efforts, our experts want to offer their tips on successful sales enablement strategies that they know are proven to work.

The “old days” when we just showed up on someone’s doorstep or dropped into their inbox or voicemail weren’t really all that long ago, were they? 

The reality is these time-tested cold calling methods were already losing their effectiveness before the pandemic shutdown sent everyone home from the office. Still, changes in prospect behavior have accelerated, given the trials of the last six months.  And, those trends are likely to result in permanent changes in how B2B sales are conducted.

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"Winning isn't everything, but wanting to win is."

-Vince Lombardi

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Culture is powerful, and like brand, you’re going to have one whether you like it or not. The best organizations to work for are the ones that recognize this and actively strive to push the right buttons every day to build a positive climate and a culture of engagement.

What is mankind’s biggest phobia? Hint: It isn’t spiders, heights, or even dying. It’s glossophobia, the fear of public speaking.

Also, on the list of soft skills that people fear most are acting and the public test of career competence. In sales, there’s one awkward activity that happens to combine all three — role playing.

As a sales manager, we often use sales role play exercises as a form of punishment. When salespeople fail to make the progress we expect, we summon a team meeting where we role play. Now, as everyone is working from home, the idea of practicing our craft with role plays seems even more difficult.

How can you improve something that was dreaded even before the pandemic?

In a very short time, the sales process and a large portion of our life went entirely online.

It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon. New activities create new buzz words, and the most recent is “Zoom Fatigue.”

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"The most powerful leadership tool you have is your own personal example."

-John Wooden

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