Although it’s helpful to put yourself in a prospect’s shoes to more fully understand your lead generation, sales funnel, and deal health processes, that’s often not enough. You also have to create and manage the experiences that take them from “potential customers” to “long-time fan.” That’s where the concept of a sales pipeline comes in. The term is so widely used that it’s practically a buzzword — one that refers to everything from a certain number of deals to the value of a qualified lead. As it turns out, it’s actually more helpful to think of a sales pipeline as a sort of road through y ..read more

Have you ever suspected that there’s a “secret sauce” to sales efficiency — one you just don’t have the recipe for? The good news is that, when you know how to measure sales efficiency and what that really means, everything else begins to fall into place. Find out how to make this secret sauce for yourself by tracking key sales performance metrics, improving your habits, and using a sales efficiency formula that really works. Watch Lindsey talk through her top tips for sales efficiency in the video below:   What is sales efficiency? Sales efficiency metrics are one way to compare how ..read more

Data is critical to effective sales enablement. On our blog, we’ve talked previously about how to achieve data-driven transformation in your sales enablement organization and how to have coaching conversations with sellers informed by data. And now we’re taking you under the hood to give you the backstory on why our latest feature, data sharing with Snowflake, is amplifying and optimizing how sales teams access, analyze and combine their sales enablement data with other sources. This feature empowers our customers to unlock contextual, holistic insights that can drive better decision-making ..read more

Whoever coined the saying “time is money” probably worked in sales. That’s why sales acceleration makes so much sense. Sales acceleration is the process of improving your approaches and strategies to move prospects through the sales funnel more efficiently. For your company, this means more deals and fewer expended resources. For your customers, it means less wasted time and a better experience overall. Sales acceleration is your classic win-win scenario. Here’s how to accelerate sales (and what you can expect when you do). How are winning sales teams accelerating deals? Download our 20 ..read more

In many ways, sales discovery calls are the heart of the whole sales process. Much like a first date, a discovery call allows reps and prospects to decide if it makes sense to move the relationship forward. But discovery calls are like dates in another way, too: They’re your reps’ first — and sometimes only — chance to make a great first impression. If the call is unnecessarily long, one-sided, or confusing to the prospect, there likely won’t be a second date. So what’s the difference between a great discovery call that leads to a closed deal and a bad one that leads absolutely nowhere? We lo ..read more

As a sales enablement leader, sales content is a big part of your job. Whether it’s creating it, training reps on it, monitoring its performance, or updating it, simplifying sales content management lets sales enablement leaders focus on other programs that help sellers actually sell. When sales content hits the mark with both sellers and buyers, it can be a powerful tool for advancing deals forward. Our 2023 State of Sales Productivity Report found that interactions with content per rep per week doubled last year. It went from 3.5 interactions per week in 2021 to 7.5 in 2022. But when sales ..read more

Odds are, if you’re a sales enablement leader right now, you’re operating your team much differently than you did less than a year ago. Less (or no) budget. More pressure. Heightened competition. Shorter seller attention spans. Overwhelming stress. At the same time, the quota conundrum continues. According to our 2022-2023 Sales Enablement Outlook Report, almost 40% of sellers achieve below 75% of their quotas. And until you can stand up programs that enable more sellers to hit their quotas, none of the challenges listed above are going to change. As a sales enablement leader, you know there ..read more

You wouldn’t put a pilot in a cockpit without ensuring they’d passed the simulator first, right? It’s the same idea behind sales certifications. It’s your way to measure whether a new hire is ready for actual sales — how much knowledge they retained, where the gaps are, and what they’ll be able to utilize when face-to-face with a customer. Sales certification or sales training programs include knowledge-based assessments and simulations to answer all those questions and more. All you have to do is determine which key skills a sales rep must demonstrate to pass. Here’s what to know a ..read more

Today is an exciting day for Mindtickle as we announced our plans to acquire Enable Us. I wanted to share more about “the why” behind this decision and relay my excitement for what this acquisition means for our customers, our product, and the revenue technology space. The truth is, we’re at a pivotal time in B2B sales. Most CROs, enablement, and rev ops leaders struggle to get end-to-end visibility and management of their team’s productivity. CROs assemble a high-touch team of leaders in sales enablement, operations, and front-line management. Those teams then invest in multiple, costly point ..read more

Episode summary In this video, Mindtickle’s Director of Product Marketing, Lindsey Plocek, talks through the mistakes revenue operations leaders should avoid when choosing a revenue intelligence solution. She breaks down the difference between conversation intelligence and revenue intelligence and then dives into four common mistakes people might make when choosing a technology partner. Key highlights  Lindsey talks through the mistakes to avoid when choosing a revenue intelligence partner. Here they are: Don’t focus on features focus on pain points you are solving and simplifying workf ..read more