Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Pillar 2 for Growth: Enablement for Execution (The Sales Playbook)

Enablement refers to the processes, tools, technology, training, coaching and skills needed to deliver the required performance and outcomes. It requires the development of a customized sales playbook that aligns and equips the sales team to deliver the results. These are the big enablement areas for the new sales playbook:

- Prospecting (Audience, demand and lead generation)

- Opportunity Creation

- Opportunity Capture

- Customer Improvement (which you might still call “account management”).

Enablement creates your sales engine execution playbook and the two big decisions are these:

1. What specific areas do you need to invest in, so that the ideal pipeline is created and maintained?

2. Are you prepared to make the necessary investment to support sales execution in terms of content, training, tools and technology?

For example, if your ideal pipeline requires that an individual salesperson needs to close one deal per week (a pretty common model in SaaS), that is going to require a big investment in prospecting. And today, “prospecting” does not mean make more calls, which was a fast, cheap way to build business in the past. A much more complex set of activities will be needed to build the required pipeline.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

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Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Pillar 2 for Growth: Enablement for Execution (The Sales Playbook)

Enablement refers to the processes, tools, technology, training, coaching and skills needed to deliver the required performance and outcomes. It requires the development of a customized sales playbook that aligns and equips the sales team to deliver the results. These are the big enablement areas for the new sales playbook:

- Prospecting (Audience, demand and lead generation)

- Opportunity Creation

- Opportunity Capture

- Customer Improvement (which you might still call “account management”).

Enablement creates your sales engine execution playbook and the two big decisions are these:

1. What specific areas do you need to invest in, so that the ideal pipeline is created and maintained?

2. Are you prepared to make the necessary investment to support sales execution in terms of content, training, tools and technology?

For example, if your ideal pipeline requires that an individual salesperson needs to close one deal per week (a pretty common model in SaaS), that is going to require a big investment in prospecting. And today, “prospecting” does not mean make more calls, which was a fast, cheap way to build business in the past. A much more complex set of activities will be needed to build the required pipeline.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Pillar 2 for Growth: Enablement for Execution (The Sales Playbook)

Enablement refers to the processes, tools, technology, training, coaching and skills needed to deliver the required performance and outcomes. It requires the development of a customized sales playbook that aligns and equips the sales team to deliver the results. These are the big enablement areas for the new sales playbook:

- Prospecting (Audience, demand and lead generation)

- Opportunity Creation

- Opportunity Capture

- Customer Improvement (which you might still call “account management”).

Enablement creates your sales engine execution playbook and the two big decisions are these:

1. What specific areas do you need to invest in, so that the ideal pipeline is created and maintained?

2. Are you prepared to make the necessary investment to support sales execution in terms of content, training, tools and technology?

For example, if your ideal pipeline requires that an individual salesperson needs to close one deal per week (a pretty common model in SaaS), that is going to require a big investment in prospecting. And today, “prospecting” does not mean make more calls, which was a fast, cheap way to build business in the past. A much more complex set of activities will be needed to build the required pipeline.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.