In our recent webinar, “Redefining Sales Enablement — How to Thrive in the New Normal”, we partnered with the global leader in sales enablement, Showpad. In the session, Justin Kitagawa, our Senior Director of Product Marketing and Operations, and Dustin Deno, Showpad’s VP of Sales, discussed:
- Challenges facing sales teams today and how to overcome them
- Identifying and prioritizing your best sales opportunities
- Increasing win rates for individual sellers
- Enabling success for your entire sales organization
Watch the Webinar Now
If you didn’t get a chance to register for the live event you can watch it on-demand now or review some more of the highlights below.
Use the right insights to prioritize accounts most likely to buy
In order to prioritize the best accounts in today’s new normal, it’s crucial for organizations to first redefine their company’s Ideal Customer Profile (ICP). In order to create an accurate ICP, you will need insights such as technology installation, IT spend intelligence, or intent data. With an accurate ICP, your sales and marketing teams can prioritize which accounts they should focus their limited resources on.
Match messaging to insights for better engagement
It’s critical that your organization is aligned with the same messaging and that this messaging incorporates the challenges businesses are facing right now and provides a solution. A great way to create relevant messaging like this is to use technology intelligence. For example, this intelligence tells you what tech products your accounts are currently using so that you can formulate messaging that describes how your product solves their pain points or how it enhances their current tech stack.
Provide the right strategy and tools to increase efficiency
There are many different strategies for maximizing the efficiency of sales. One strategy that Showpad has found to roughly increase SQL conversion by 60% is breaking down the ICP into smaller sets of accounts based on different data points. These smaller “buckets” of accounts are easier for SDRs to digest. For each of these smaller “buckets” of accounts you can create custom messaging and content which is a lot more digestible for SDRs to use when reaching out. Whatever your strategy, it’s crucial that your SDRs know the why behind your decision which is always best explained using data.
Learn and improve close rates by tracking and coaching your sellers
In today’s new normal, there are a lot of changes being made to the traditional processes of on-boarding and coaching your sellers. Sales enablement is a crucial part of growing your sales team and ensuring the entire team is aligned, both new recruits and old. Beyond enablement, it’s important to make coaching an integral part of your culture. This may require implementing routine check-ins from leadership, and a deep understanding of your sellers strong points and challenges.
These are just some of the topics we covered during this webinar. To learn more about filling your pipelines gaps, watch the webinar on demand now!