Why Aren’t Sales Reps Spending More Time Selling?

Why Aren’t Sales Reps Spending More Time Selling?

Industry research shows sales representatives may spend as much as 30% of their time looking for or creating content to share with their prospects.

Whoa! To put that into perspective, that’s 30 percent of their time when they’re…

NOT visiting customers.
NOT following up on leads.
NOT building relationships.
NOT closing sales.
NOT generating revenue for your company.

That’s a problem! And it happens because:

  1. Sales reps have to dig for marketing collateral and sales materials when they need them.
  2. Sales reps are prisoners of their desks when preparing for sales appointments.

Let’s explore each of these issues. READ MORE

Is Being Stuck In A Data-Desert Stacking The Odds Against Your Marketing Efforts?

Is Being Stuck In A Data-Desert Stacking The Odds Against Your Marketing Efforts?

Marketing is a gamble with success unlikely when you don’t have enough—or the right—data to know what’s working and what isn’t.

According to a survey by the Association of National Advertisers, 75 percent of marketers worry about losing ground to more agile competition.

What makes competitors more “agile”? Surely a number of factors—including data and analytics that give them insight about what marketing efforts are effectively moving prospects through the sales funnel to a purchase.

According to McKinsey & Company, 50 percent of companies struggle to measure the impact of their digital marketing efforts on sales and profits.

82 percent of those that actually do have a handle on it report achieving 5+ percent profit improvement.

Five. Percent. Improvement. How sweet would that look on your bottom line? READ MORE

Is Your Sales Productivity Suffering Because You’re Ignoring Sales Enablement?

Is Your Sales Productivity Suffering Because You’re Ignoring Sales Enablement?

Selling isn’t an easy job. So why make it harder for your sales team?

When sales support processes fall short, sales representatives find themselves spending the majority of their time doing everything EXCEPT selling.

Did you know that studies have indicated 30% or more of the typical sales team’s time is spent looking for marketing materials? If you do the math, that equates to 12+ hours. And according to Docurated’s State of Sales Enablement Report (February 2016), sales reps take it upon themselves to create 40% of all enterprise content because they’re unhappy with content from marketing.

That time spent away from selling doesn’t do wonders for a business’s bottom line. At least $1 trillion each year is lost because of lack of sales productivity and wasted marketing budgets.

That’s crazy. READ MORE

How To Sell Your Team On Sales Enablement

How To Sell Your Team On Sales Enablement

Although you may recognize the value of investing in a sales enablement platform to ensure your marketing assets succeed in driving customers deeper into the sales funnel, expect that not all stakeholders will be on board.

You may need to use your powers of persuasion—along with an appeal to your team’s common sense and desire to boost profitability—to get the nod to move forward.

As you’re proposing to integrate a sales enablement platform into your systems and processes, make sure you don’t leave out any key points that can state your case and facilitate consensus. READ MORE

The B2B Companies That Understand Buyers Win

The B2B Companies That Understand Buyers Win

Who doesn’t like to win? Admit it; it’s way better than losing, even though we all know (or at least we’ve been told) that our failures can be important “teaching” moments.

Winning as a B2B company requires giving buyers what they want—and that requires understanding those buyers. To do that, you need to deliver a data-driven customer experience (data-driven CX).

According to the Forbes Insights study Data Elevates The Customer Experience, “Data-driven customer experience is critical to the future growth and development of organizations, particularly in today’s hyper-competitive economy.” READ MORE

Could More Than Three-Quarters Of Your Marketing Materials Be A Waste Of Money?

Could More Than Three-Quarters Of Your Marketing Materials Be A Waste Of Money?

Do the majority of your marketing dollars spent on marketing and sales materials go down the drain because no one uses or interacts with them?

Studies have indicated as much as 80 percent of marketing materials are never used by sales teams.

To illustrate the impact, let’s do some quick math: If you have a $10M marketing budget, that means you likely don’t know what’s happening with $8M of it.

Ouch. That could leave a mark. READ MORE