Smart Marketing Blog

What's Sales Enablement?

Sales enablement is a strategy across process, resources and technology that improves the productivity and performance of sales’ ability to advance leads through the sales pipeline. 75% of survey respondents reported that sales enablement made a moderate or significant contribution to their sales forces

10 Questions When Creating a B2B Sales Enablement Strategy

Talented salespeople are highly valuable resources for your company, and you want to ensure that every hour they spend is applied in the most impactful way possible. A strong sales enablement strategy sets your sales people up to consistently sell more effectively. Companies that use sales enablement best practices are 50 percent more likely to achieve or exceed sales quota*.

Top 6 Topics for Sales + Marketing Alignment Sessions

Time is money.

TREW CEO Challenges Marketers to Be Brave  

‘Be Brave: Say No to Grow’: TREW Marketing’s Rebecca Geier Shares How Narrowing Business Focus Widens Potential for Success 

Infographic: The Engineer's Buyer Journey is Online

The traditional ways of marketing and selling to B2B audiences have evolved, thanks to the Internet. While the times have certainly changed, many engineering and technology companies haven't shifted their efforts to include inbound marketing.  Today, successful technical and engineering companies use inbound marketing with content as the fuel, to reach new prospects and nurture leads through the buyer's journey.

Our Next Big Opportunity: Smart Pipeline Management

  Recently, I spoke to a global audience of about 100 engineering business leaders and asked them a simple question: Are you happy with your pipeline? More specifically, I asked them to all stand, and only remain standing if they answered yes to the following questions:

6 Sales Trends for your Growing Business in 2018

2018 planning season is in full swing. As you work to put those final touches on business plans for your company, consider incorporating these six trends into your sales and marketing playbooks.

HubSpot CRM vs. Salesforce CRM:  6 Comparison Criteria

An effective customer relationship managment system (CRM) separates hugely successful companies from the ones with stagnant lead and sales growth. This foundational technology allows you to gain insights into your customers and prospects, easily reach out to them, and measure conversions through their buyers journey. It also helps you to eliminate numerous manual sales tasks, freeing up your sales force to spend time in the most impactful ways. In short, CRMs are critical to improving your B2B organizations' marketing and sales performance.

3 Charts Indicating Your Sales and Marketing Teams Need to Talk

Companies that use sales enablement best practices are 50% more likely to achieve or exceed sales quota*, such as successfully engaging your target personas through their buyers' journey. Marketing serves a critical role through lead generation and qualification (technical prospects complete 68% of the buyers journey before they engage with sales) as well as sales content. 

The ONE Thing Your Sales Team Should Stop Doing Today

This was originally published in 2016 and has been updated. On the heels of visiting a client for a lead and opportunity management strategy meeting and attending the HubSpot Partner Day in Boston, I noticed a common theme across all of the conversations I’d had over the past few days: marketers have done a lot of work to adopt inbound and content marketing, but their efforts aren't necessarily translating into sales.