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There are so many facets of marketing that have a direct impact on revenue. It's important as a marketer to know the tools that are available to in order to track your contribution to revenue lift.

One of the most fulfilling aspects of a career in demand gen is that you can directly impact revenue generation. It feels incredible to know that the activities you do daily, lead to your company’s success.

But for years now, marketers have been told that once a lead is converted to an opportunity, “hands off” by the sales team. In turn, marketers often have a narrow view into how to help drive sales lift or a false sense of limited accountability. Too often they think, “we hit our MQL goals so we did our part” or “closing pipeline is sales’ job,” when confronted with missed revenue goals.

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Each month, we put together the best articles on marketing strategy and sales enablement in one place. Click to see the top articles from May!

We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read:

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Everybody wants a piece of the digital transformation pie, but nobody wants to start baking. Learn why it matters and how sales enablement fits in.

Digital transformation was a huge topic at the SiriusDecisions 2018 Summit earlier this month. If you’re not too familiar with the term, SiriusDecisions has an excellent definition: “the application of technology for business change.”

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Explore the top technologies coming out of Google’s I/O 2018 conference and what they mean for B2B sales organizations in the not-too-distant future.

As anyone in the B2B sales space knows, sales technology is rapidly advancing. This month, tech innovation got a big boost.

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Meaningful relationships are the key to success with any B2B sales deal. So how do you build them? Follow these five tips and you’ll be well on your way.

Sandler, Richardson, SNAP Selling… whichever sales methodology your company uses, the odds are likely that it pushes the value of establishing a relationship with each prospect.

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Tactical vs. strategic sales operations: which one wins out? If you’re using sales analytics, you don’t have to choose. Learn about the possibilities here.

In the battle of tactical vs. strategic sales operations, which one wins out?

If you’d asked someone in sales operations that question 10 years ago, they’d say “tactical all the way,” but times (and technologies) have changed.

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"Sales enablement" can mean different things to different people. Avoid missing the mark in these 5 areas by expanding your knowledge of today's Sales Enablement solution options and best practices.

Often we sit down with clients to evaluate their sales enablement goals and are surprised to hear their definition of “Sales Enablement.” For some, the definition includes a broad spectrum of objectives and strategies to ensure the sales team is trained, equipped and supported. But for many, their initial definition is much more limited.

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How do you know when it's time to adjust your sales strategy? Look for these warning signs that your plan may need to pivot.

Implementing a successful sales strategy is a tough, complicated process. There are many moving parts and all parties have to come together to pull it off. Rarely will you reap the fruits of your labor immediately. But, at what point do you take a step back and say “This isn’t working. Maybe we should try something different?”

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Are you being as clear as you could be with your sales reps? Never assume everyone has your same frame of reference. Take our advice on how to approach preventative feedback for reps that may not be picking up on your implied expectations.

One of your reps is testing your limits. They’re not underperforming, but their work for the most part is average at best. They’ve been able to skate by, but you’re worried about the peripheral effects their habits may have on the rest of the team.

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Each month, we put together the best articles on marketing strategy and sales enablement in one place. Click to see the top articles from April!

We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read:

(more…)

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