By Jerry Rackley
Demand Metric recently completed a benchmarking study on Sales Enablement, which yielded some insights and best practices for Sales Enablement. In this post, I want to share what the study revealed about what this function does.
Sales Forecasting Chart – Use this tool to create a chart for a 5 year actual and forecasted sales chart.
Sales Opportunity Pipeline – Use this Sales Opportunity Pipeline tool to track opportunities, identify sales cycle stages, and predict future revenues.
Objection Response Tool – Use this tool to craft solid arguments to handle common objections.
Sales Forecasting Tool – Use this tool to prioritize and manage sales opportunities, and chart the following: Total vs. Expected Revenue, Opportunities by Stage, Probabilities by %, Deal Size, and Top Objections
Sales Script Template - Use this tool to create a standardized sales script.
In the second installment of the video series, "How to Prioritize Leads," by Software Advice, partner and founder of BlueBird Strategies, Mac McConnell focuses on the criteria that most companies utilize to score leads. McConnell highlights his top three categories for scoring: demographics, behavior and qualification.
To learn more about McConnell's criteria for scoring leads, watch the short video below:
Software Advice recently documented a video series on "How to Prioritize Leads" led by partner and founder of BlueBird Strategies, Mac McConnell. In Part 1 of this 3 part series, McConnell highlights how lead scoring streamlines the sales funnel and how to avoid the pitfalls traditionally associated with lead generation.
To view McConnell's insightful segment, watch the short video below:
Editors note: this is the second post in a series we have invited some of our partners and members to contribute.
Karen See (Twitter: karenlsee), revenue growth zealot and co-founder of Abovo Partners, suggests these resolutions:
Don't drown your market!
