The Sales Enablement Guide

All the key concepts in B2B sales and marketing, explained for sales and marketing executives.

18 concepts · 5 themes · filter by your challenge

Steering

KPI

The metrics that truly measure sales performance.

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Steering

Sales performance

What sets a team that achieves its goals apart.

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Steering

Sales audit

Identify what's holding back your sales before taking action.

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Steering

Sales process

Outline each step, from the initial contact to the signing.

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Generation

Nurturing

Turn cold leads into a qualified pipeline.

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Generation

Sales automation

Save time on sales activities without making the relationship feel impersonal.

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Generation

Cold Call

Do cold calls still have a place in B2B?

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Generation

Social selling

Selling by leveraging professional networks.

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Generation

Sales pitch

The speech that grabs people's attention at meetings.

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Alignment

Sales - marketing alignment

Align two teams around the same revenue target.

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Alignment

Content marketing

Create content that drives sales.

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Alignment

Sales tools

The equipment that makes your sales reps effective.

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Accounts

Upsell

Upgrade your existing customers to a higher tier.

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Accounts

Crossell

Sell complementary products at the right time.

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Teams

Individual coaching

Help each sales representative improve in their areas of weakness.

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Teams

Sales onboarding

Get a new sales representative up and running faster.

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Teams

Gamification

Motivate teams through games and challenges.

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Teams

Incentive

Reward performance to sustain it.

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