Category: SALES ENABLEMENT
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How to Increase “Selling Time”? Productivity Tips for Sales
Top funnel generation, sales meetings, follow-ups, paperwork, internal meetings, or CRM updates… It is not that hard to guess a sales rep’s favorite activity in a day. “I have a pretty good sense of what the Top 10% do, but not 100% sure about the top 1%. Except one factor – one difference between the…
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Like It or Not, You’re a Negotiator
Selling is both an art & science, obviously. The art part consists of essential soft skills which might change your life forever. And one of them is “getting to yes” in any conversation that you have. While you are negotiating with your landlord or trying to find a mutual point in your romantic relationship… If…
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To Coach, or Not to Coach
If you are hiring and leading fresh grads, you have a very important mission, I believe. Because the first years of professional life may determine who you are or whom you want to become. As the leaders, we are the architects who define the foundations of our fresh grad team members. They learn: But most importantly how to…
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Always Be Recruiting
One great hire might take you to greatness. However, One wrong hire might drag you down to the deep dark sea. But whose responsibility is to hire great sales reps for your community? You might think that the ultimate responsibility of hiring sales reps belongs to your talent acquisition colleagues, whose professional expertise dictates that they own candidate selection and placement. However; If…
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Learning styles and how to combine them?
Self-awareness is the #1 rule to practice a better learning experience. Do you know what’s your learning style? Are you the one who learns during the class with 100% concentration? Or, Do you find yourself dreaming of your next holiday on an island by drinking your coconut water while listening to the instructor? Don’t feel…
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When and How to Give Discount in SaaS Game?
Everybody wants a deal But there are both downsides and benefits of it. Downsides: Do not forget, that discounts are the laziest path to customer conversion. Benefits: There are a variety of reasons behind the discounting requests, some examples: That’s why value selling is the only remedy. What to do when your customers ask for…
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The Anatomy of a Sales Meeting
First sales meeting…You want to make sure that your sales team can secure the next steps confidently. Maybe, you are seeking “excitement” in the eyes of the prospect. As an enablement professional how can you help your sales team? In this recipe, I am going to look into “the Anatomy of a Sales Meeting”: Time…
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Selen Kartal, 2022 Winner – Women Making an Impact in Sales Enablement by Sales Enablement Pro
I am thrilled to be recognized as one of this year’s Women Making an Impact in Enablement among some of the best leaders in our field! “As the builder of the sales enablement team at Insider, I enjoyed every minute of my team’s growth and gaining a new profession. I was lucky enough to become…
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Training Tips: How to achieve higher learning retention rates
How do you train your sales team? You have great content and now you need to have a great adoption plan, too! How to distribute your content & make sure it is 100% digested. How to secure the highest learning retention? Let’s first start with the learning retention rates: 1. Consistent Communication Assume it is…
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How to play the psychology game to close more deals?
If you are in sales and given a chance to have a “superpower” (or the ability to leverage the psychology of sales) to close more deals, what would that be? Let me guess, “Reading your prospect’s mind?” “Maybe!” I am sure that knowing what they really want before asking lots of discovery questions would be…