Is Sales the Profession for Me? Finding Your PassionWritten by Craig Nelson
LinkedIn Editor’s Note: In the month of May, sales experts will share what they wish they’d known when they were just starting out in the working world. We’ll share with you everything from what works to what doesn’t, as well as advice for you and your sales team to become more effective sales professionals. Craig Nelson, pioneer in the discipline of sales enablement shares his story on what I wish I knew if I again were 22…
I'm excited to part of the this Sales Enablement webinar with the other sales enablement industry experts that have learned the old fashion way, by doing it. The panelists each have their perspective which is critical and bring a passion for their customer's sales success. Experience has proven that having a "systemized" approach to enabling sales success powers revenue growth and is no longer an option when selling to today's empowered buyer.
Valuable sales conversations that provide perspectives for prospects and clients have never been more important. Today’s complex challenges require new and innovative ways to engage buyers across all stages of their journey. Join a panel of sales enablement experts to learn how to develop a systematic program that enables your sales professionals to have valuable conversations that set them apart from competitors.
Listen Now to Webinar:
“Sales Enablement – Game Changing Conversations that Drive Revenue”
Growing Revenue in 2014
As we start the New Year, it’s important to take a moment to think about what the past has taught us in B-to-B sales. When it comes to sales enablement, we have learned that random acts of enablement throughout the year with end-of-quarter pressures to close business comes with significant risk. I would suggest that early in the calendar/fiscal year is a perfect time to assess the maturity of sales enablement and determine what’s needed to sustain and grow your business in 2014.
Many companies are well underway with initiatives to move from random acts of SE to providing a holistic sales enablement system (SES) where people, process, content and technology come together to deliver value to both sellers and buyers. So, what’s needed to move to a holistic SES and what will future innovation bring?
Over the years I’ve had an opportunity to work with companies that felt that sales enablement (SE) was at the core of advancing deals, ramping new reps, launching new products and, in the end, growing their sales channels to drive profitable revenue. This article published to Demand Gen Report's Demanding Views covers how to get the most from a sales enablement system.
Ever wonder why, unlike Marketing, HR or other disciplines, schools typically don’t offer graduate or undergrad programs that focus on sales? Certainly there is a need for highly trained sales professionals and based on recent research by SiriusDecisions, sales professionals believe that the #1 challenge that sales reps face today is their ability to communicate value. Another factor contributing to the need for better educated sellers is simply that buyers are better educated on the available solutions which requires the seller to have the expertise required to convey value and differentiate their offering.