How to Develop a Solid Sales Enablement Content Strategy

Christian Pieper on September 16, 2024

Sales enablement content plays a large (and growing) role in the B2B path to purchase. Recent research found that 55% of B2B buyers rely on content to guide their purchase decisions more now than a year ago. And 62% of buyers engage with three to seven pieces of content before connecting with a sales rep.

of buyers rely on content to guide purchasing decisions
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When sellers have access to the right content at the right time, they can effectively and efficiently engage and nurture more buyers and close more deals.

But not all sales enablement content works. A recent Mindtickle analysis found that on average, 10% of sales content drives 50% of engagement. That means a large portion of sales is underused – or not used at all.

A solid sales enablement content strategy ensures you have the right mix of content that’ll resonate with sellers and buyers alike.

In this post, we’ll share tips and best practices for creating an effective sales enablement strategy that’ll empower your sales teams to confidently take on any deal that comes their way.

What is sales enablement content?

Sales enablement content is a powerful asset for new and veteran sellers alike. When sales reps have the right sales enablement content, they’re better able to attract, engage, and convert buyers.

But what is sales enablement content? Essentially, sales enablement content is any content asset developed to help a sales rep succeed in the field.

Some sales enablement content is developed for internal use. Typically, the goal of this content is to provide education to sellers. For example, some organizations create sales battlecards to help sales reps understand how they stack up against their competitors. Often, these sales battlecards are for internal use only.

Other sales enablement content is for external use. Members of the revenue team can share this sales enablement content with prospects as a way to convey or reinforce information about their products or services. For example, a sales rep might share a case study with a prospect to help them understand how a similar company overcame challenges by using a specific product or service.

Salesforce - Asset Hub

What are some sales enablement content examples?

There are many different types of sales enablement content used by sales teams. Let’s take a closer look at some common sales enablement content examples.

Scripts

Often, sales organizations provide scripts to help sales reps scale their outreach while ensuring they stay on message. The organization may develop call scripts, including those for cold calls and demos. In addition, organizations may equip their sales reps with email templates that they can use as a starting point for their digital outreach.

Competitive battlecards

Per Semrush, 57% of all sales deals are competitive. That number is even higher in certain industries.

Sales battlecards are sales enablement content that helps sales reps understand how their solutions slack up against their competitors. Some sales battlecards compare a company’s offerings to a single competitor. Other sales battlecards compare a company’s solutions to multiple competitors. In addition, some sales battlecards are for internal use only, while others are developed to be shared with prospects.

Enablement collateral

Often, teams create various sales enablement content that sales reps can share with prospects throughout the sales cycle. Those assets might include sales presentations, one-pagers providing an overview of specific product offerings, ebooks, and case studies.

Marketing collateral

Some marketing teams develop assets including ebooks and whitepapers. Typically, these assets are designed to educate prospects on a specific industry issue or challenge; they’re not usually promotional. Ebooks and whitepapers can be great resources to share with prospects to demonstrate thought leadership and bolster trust.

Case studies and testimonials

Case studies are a common type of external sales enablement content. They tell the story of how your solution has helped other companies solve their challenges. Case studies provide social proof, which can be a powerful motivator for buyers. They are especially effective for prospects who are further along in the funnel.

Videos

Videos are a more interactive form of sales enablement content. Videos can be internal. For example, the sales enablement team may create a video series to educate sellers on a new product. Or, videos can be customer-facing. For example, the marketing team may develop a demo video for sales reps to share with prospects.

What is a sales enablement content strategy and why is it important?

All too often, organizations develop content that they think will help sales reps – and then hope for the best. The result is that teams spend valuable time creating these resources, but they end up sitting unused. In addition, new sales enablement content is created on an ad hoc basis.

It’s not surprising that this approach isn’t effective.

Instead, organizations need a sales enablement content strategy. But what is a sales enablement content strategy? And what are some sales enablement strategy examples?

A sales enablement content strategy is the foundation for success with sales enablement content. It ensures all stakeholders (including sales, marketing, sales enablement, customer success, and product – among others) are aligned on the organization’s content initiatives.

A documented sales content strategy spells out:

  • What your goals are for your sales enablement content
  • Who the audience is for your sales enablement content
  • What types of content you’ll create to achieve your goals (including the sales enablement content examples we outlined earlier)
  • How you’ll measure the success (or failure) of your sales enablement content

A solid sales enablement content strategy can help boost seller performance. A great sales enablement strategy helps ensure sellers have the information, knowledge, and resources they need. That means they’re more likely to be successful in the field.

In addition, a sales strategy can help improve the sales process. Today’s buyers do plenty of research before reaching out to a buyer. A sales enablement strategy ensures sellers can share content that adds value and goes beyond the basic information buyers can easily uncover on their own.

How to create a sales enablement content strategy

Creating a great sales enablement content strategy can boost seller performance and improve customer experiences. But creating a sales enablement content strategy can seem overwhelming, especially if you’re used to a more random approach to sales enablement content development.

Creating a sales content strategy doesn’t have to be a daunting process. Here are some proven tips you can use to make the process easier.

Your sales reps are meeting with prospects all day long. Ask them for feedback on what challenges they regularly face in the field. In addition, ask them what types of content they typically use – and what additional types of content they think would be helpful. You may also want to ask them why they don’t use certain sales enablement content assets.

Take inventory of your sales enablement content. If you use a sales content management platform, this should be relatively easy.

Your inventory should include both internal and external content. Make a note of which content is in need of updates – and which should be eliminated completely.

In addition, tap into data to see what content is being used, how often it’s being used, and whether it’s improving outcomes. Your sales content management platform should provide data, analytics, and dashboards that shed light on usage and effectiveness of your existing sales enablement content.

Different sales enablement content is effective at different stages in the buying process. For example, a thought leadership piece like an ebook or a whitepaper is a great asset for prospects early on the purchase journey. A case study, on the other hand, is more likely to resonate further down in the funnel.

Be sure to map your customer journey. Then, identify which existing sales enablement content fits into each stage.

Once you’ve gotten feedback from your sales team, taken an inventory of your existing sales enablement content, and mapped that content to your customer journey, you should have a good idea of where there are gaps.

Once you’ve identified gaps in your sales enablement content, it’s time to create content to fill those gaps. This should be a collaborative effort among teams including sales, marketing, and sales enablement.

In some cases, sales enablement content is distributed through email. Other sales organizations use a service like Google Drive or Dropbox to store and distribute sales enablement content.

These approaches make it difficult for sellers to find the content they need. Furthermore, your sellers are likely using outdated sales enablement content.

A better approach is to store your sales enablement content in a complete revenue productivity platform that incorporates sales enablement content management capabilities. That way, sales reps can easily find the content they’re looking for – any time and from any device. The right sales content management platform also helps ensure sellers are always using the most up-to-date sales enablement content.

Developing great sales enablement content is important, but so too is ensuring your sellers know it exists and how to use it. Be sure to provide sales enablement, training, and coaching so your sellers know how to use the sales enablement content that is available to them effectively.

It’s important to measure the performance of your sales enablement content on a regular basis. That way, you know whether your sales enablement content is helping you achieve your goals.

Ongoing measurement can shed light on opportunities to eliminate content, create new content, and update existing content to improve efficacy.

Developing a sales enablement content strategy isn’t a one-time event. Instead, you should regularly revisit your strategy to ensure it keeps up with the evolving needs and goals of your business.

Sales enablement content best practices

The right sales enablement content strategy can significantly impact sales outcomes. As you develop your strategy and assets, consider these best practices.

Collaborate cross-functionally

Sales enablement content shouldn’t be created in silos. If it is, your marketing team may be wasting their time creating sales enablement content that isn’t used or doesn’t resonate with buyers.

Instead, sales enablement content must be collaborative among key teams, including sales, marketing, and sales enablement. That way, marketing spends its time on content that sellers will actually use, and enablement teams provide the proper support to ensure reps know how to use the content.

Help sellers surface the right content at the right time

Sales reps have a limited amount of time. But often, they spend too much time hunting down content, or even creating their own.

Ensuring sellers can easily surface the right content at the right time is essential. With the right sales content management system, you can organize and tag your content to make it easy for sellers to find what they need. If you leverage artificial intelligence, your sellers can even get content suggestions based on the buyer’s engagement and data about what content has worked in the past.

Share content via digital sales rooms

Often, sales reps share content via email. But this can get complicated when multiple people are on a buying committee—and each cares about different things.

A better way to share content is through a digital sales room,  a portal for buyers and sellers to exchange content and collaborate throughout a deal. A DSR enables sellers to get the right content in front of the right members of the buying committee. In addition, sales reps can track how each person engages with the content they share. That way, sellers can adapt their strategy accordingly.

Measure content engagement and impact

While some sales enablement content will resonate with buyers and help move deals forward, others will fall flat. It’s important to determine which is which.

Be sure to measure whether sellers use content and how (and whether) buyers engage with it. In addition, track how each content asset impacts deal outcomes.

Measure content engagement and impact

While some sales enablement content will resonate with buyers and help move deals forward, others will fall flat. It’s important to determine which is which.

Be sure to measure whether sellers use content and how (and whether) buyers engage with it. In addition, track how each content asset impacts deal outcomes.

The top 10% of orgs update content every

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In addition, don’t be afraid to eliminate some content. If it’s not being used, having it doesn’t make sense.

Take your sales enablement content strategy to the next level with Mindtickle

Great sales enablement content helps sellers confidently navigate every deal that comes their way. A solid sales enablement strategy is foundational.

But creating a sales enablement content is just the first step. Sales organizations must also ensure their sellers know what sales enablement content is available, where to find it, and how to use it.

Mindtickle Asset Hub

Mindtickle’s sales enablement content management capabilities allow reps to quickly and easily find the right content for each sales scenario. In addition, sales enablement teams can deliver training and enablement to ensure sales reps know how to use the content that’s available to them. Finally, sales leaders can measure the effectiveness of each sales enablement content asset. They can see whether the asset is being used – and whether it’s improving seller performance and deal outcomes. These insights can help ensure organizations prioritize their time on sales content that’s proven to work.

 

Sales Content Management in Mindtickle

Ready to see how Mindtickle can equip your sellers with the sales content, training, and insights they need to close more deals?

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This post was originally published in December 2023 and was updated in September 2024. 

Sales Operations (Sales Ops): The Definitive Guide 

Rahul Mathew on September 12, 2024

Sales reps are responsible for engaging buyers and closing deals every day. Meanwhile, the sales operations team works behind the scenes to ensure that those sellers can be as effective and efficient as possible.

While sales operations teams were once the unsung heroes of the sales organization, they’re finally getting the recognition they deserve. A recent report found that 82% of sales professionals feel “sales ops plays a critical role in growing the business.”

Salesforce research found that

of reps feel sales ops plays a critical role in growing the business
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That’s not surprising, as research shows that companies that strategically invest in sales operations can significantly impact sales productivity and performance.

But if you’re still not sure what sales operations is, you’re not alone. In this guide, we’ll explore everything you need to know about sales operations, including:

  • What it is and why it’s important
  • What sales ops teams do and how they measure success
  • How sales operations differ from sales enablement
  • Best practices for developing a winning sales ops strategy
  • The role technology plays in a winning sales operations strategy

What is sales operations (Sales Ops)?

First things first: what is sales operations?

As the name suggests, optimized sales operations (or sales ops, for short) ensure the sales team can work faster and smarter.

But what exactly does this mean?

It’s a term that describes the activities and processes that support the sales organization. Sales operations teams handle the myriad “behind the scenes” administrative tasks to ensure the sales organization runs smoothly. We’ll take a closer look at some of the specific tasks the sales operations team handles later on.

Why is sales operations (Sales Ops) important?

Sales reps only have so many hours in a day. Yet, they often spend the bulk of their time on tasks that don’t drive revenue. The same Salesforce report cited earlier found that during the average week, sales reps spend a mere 28% of their time on selling activities, such as:

  • In-person meetings with prospective customers
  • Virtual meetings with prospective customer
  • Prospecting

Sales reps spend just

of their time each week selling
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Sales operations frees up these reps from a lot of the non-selling tasks that take up so much of their time. That means sales reps have more time to do what they do best: engage with sellers and close deals.

It also drives efficiency for sales managers. With optimized sales operations, sales managers can focus less time on administrative tasks – and more time coaching their reps to improve individual and team performance.

Optimized sales operations mean sales reps can close more deals – faster. It empowers sales managers to devote more time to ensuring sellers have what it takes to be successful.

What are sales operations responsibilities?

The ultimate goal of the sales operations team is to support the success of the sales team. The team handles the “behind the scenes” work so sales reps effectively and efficiently sell and sales managers can spend their time coaching and improving team performance.

But what exactly does the sales operations team do daily?

Responsibilities look different at every organization. However, some common responsibilities include:

  • Creating sales forecasts
  • Contributing to revenue strategies
  • Developing and continuously evaluating sales rep compensation plans and sales incentives
  • Collaborating with other teams on go-to-market plans
  • Developing pricing structure for products and services
  • Optimizing the sales process and lead generation initiatives
  • Analyzing sales metrics on an ongoing basis

Another key sales operations responsibility is to implement and administer tools and technology that make sellers’ lives easier. Some such technologies might include:

  • Customer relationship management (CRM) platform
  • Sales enablement platform
  • Revenue productivity platform
  • Business intelligence platform
  • Content management system

Sales enablement vs. sales operations

In the world of sales, sales enablement and sales operations are two terms that are used often. Both of these teams are focused on supporting the sales team. In addition, both sales enablement and operations teams typically report up to the head of sales.

However, they’re not the same thing.

Sales enablement teams are focused on ensuring sales reps have what it takes to be successful in the field. First, sales enablement teams work with sales leadership to determine what a great rep looks like. Some sales organizations develop an ideal rep profile (IRP) to define the skills and competencies needed for sales success. Then, sales enablement teams create and deliver onboarding, sales training, sales content, sales coaching, and other programs to ensure each seller can master the skills and competencies they need to close more deals.

Ideal rep profile competencies

On the other hand, sales operations planning is focused on ensuring the right tools and processes are in place to support the sales cycle. That way, sellers can more easily close deals – faster.

Both these teams are focused on improving the productivity of the sales organization. As such, sales operations and sales enablement need to be aligned.

Best practices for building an effective sales operations strategy

A solid strategy helps boost the effectiveness and efficiency of sellers. If you haven’t already, now’s the time to develop a sales operation strategy.

But what exactly does a good strategy look like?

It depends on a number of factors, including size, market, and maturity – among others. A sales operations strategy that works well for one organization may fall flat for another.

That said, there are certain best practices any sales organization can leverage to guide their planning.

Before developing a strategy, it’s important to take a step back to determine the mission of your team. In other words, spell out the reason the sales operations team exists. The mission of the sales ops team should be in alignment with the goals of the sales team as a whole.

Socialize this mission statement throughout the organization to ensure teams understand the role of sales operations.

Without goals, it’s impossible to know whether or not you’ve been successful. Be sure to set goals that are clear, specific, and based on data, rather than hunches. Sales ops goals should be challenging, yet achievable.

The sales ops strategy shouldn’t be created in a vacuum. Instead, it should be a collaborative effort with input from teams including sales leadership, sales enablement, and marketing. After all, each of these teams brings important insight into the sales process.

Once the sales ops strategy has been created, it’s important to maintain alignment with key teams. This ensures priorities are aligned and everyone is working towards the same goals.

Consider scheduling recurring meetings (for example, weekly) with representatives from each team. Representatives can share progress on initiatives and share challenges. This is an important way to ensure the sales ops strategy continues to meet the needs and goals of the sales organization.

As we’ve already covered, sales operations teams need to collaborate with the marketing team when developing the sales ops strategy. These teams must also maintain close alignment to develop an effective funnel structure.

Marketing teams can leverage the data collected by sales ops teams to understand better the quality of the leads generated by their efforts. Then, they can optimize their efforts accordingly.

In addition, tight alignment between marketing and sales ops teams helps maintain the quality of account data and lead management. High-quality data is key to an effective sales ops strategy.

A solid sales ops strategy can improve the effectiveness and efficiency of the sales team. The right technology is an essential component of a sales ops strategy.

Sales ops teams are often charged with building and maintaining a tech stack that increases sales productivity. There are a number of different sales operations tools that may be part of the tech stack.

One key tool is the customer relationship management (CRM) platform. A CRM enables the sales team to more effectively manage their relationships with customers and prospects.

Another key tool is the revenue enablement platform. A revenue productivity platform like Mindtickle empowers revenue organizations to improve team performance with sales training, sales enablement, and call insights.

Other common sales ops technologies include:

  • Business intelligence platform
  • Marketing automation platform
  • Sales intelligence platform
  • Content management system
  • Performance management platform
  • Contract management platform

The right technology is key to sales ops success. However, more tools isn’t always better. The key is to find the right software for the needs and goals of your organization.

In addition, look for opportunities to streamline and consolidate your sales ops tech stack. Often, organizations purchase myriad tools – each of which addresses a single challenge. The result is an unnecessarily bloated tech stack. 

Instead, look for integrated solutions that address multiple areas. For example, Mindtickle’s revenue enablement solution incorporates training, content management, conversation intelligence, sales analytics and dashboards, and sales forecasting – all into a single, comprehensive platform.

Ongoing measurement is key. Otherwise, it’s impossible to know whether or not the sales operations team is achieving its goals.

Continuous measurement allows sales operations teams to understand where things are going well – and where there are opportunities to improve. Then, sales optimization teams can optimize their strategies and tactics accordingly to improve results.

 

In the next section, we’ll cover some of the key sales operations metrics teams should measure regularly.

What are the key metrics for sales operations to track for success?

It’s important to set clear metrics right from the start. But what should they include?

Of course, sales operations teams should track the performance of the sales team. However, they should also track sales team efficiency. In other words, how efficiently are sellers able to shepherd a deal from initial contact to close?

There’s not a “one-size-fits-all” set of metrics. Instead, these metrics vary from organization to organization. However, there are some common, core sales operations metrics tracked by most organizations. Here are a few.

The percentage of sales reps that hit their quota during a given time period. Sales operations teams can measure quota attainment across the entire sales organization, as well as quota attainment for certain teams, territories, or regions.

The percentage of deals that were won – as well as the portion that were lost – in a given time period.

The dollar value of deals closed, on average

How close a forecast was to what was actually achieved in a given period of time.

How long it takes sales reps to close deals.

How much of a rep’s time is actually spent on revenue-generating activities, as opposed to administrative tasks and meetings.

The number of meetings a seller has set up with prospects in relation to their prospecting activity.

 

It’s important to measure your chosen sales operations metrics on a regular basis. At the very minimum, these metrics should be tracked quarterly. Ideally, these metrics should be tracked more regularly so challenges can be identified early on – and then addressed accordingly.

Typically, sales operations teams own the systems where this key data lives. As such, sales operations can create user-friendly dashboards and reports that can easily be accessed. That way, teams can track performance regularly and adjust their strategies as needed – rather than waiting until the end of the quarter when it’s probably too late.

Improve sales productivity and streamline your tech stack with Mindtickle

The sales operations team plays a pivotal role in the sales team’s success. Their work ensures sellers have more time to engage with buyers and close deals – and managers have more time to deliver personalized coaching that addresses the needs of each seller.

A key responsibility of sales ops is to ensure sellers have the tools they need to be as productive as possible. But adding more tools isn’t always the answer. A recent survey found 70% of revenue organizations have 10 or more tools in their tech stack. Yet, 66% of sales reps are overwhelmed by the number of tools they’re expected to use.

Sales ops teams must manage the tech stack while ensuring sellers have the necessary tools. Many teams are striking the right balance by trading point solutions for an integrated revenue enablement platform that delivers multiple solutions.

Today, leading sales ops teams depend on Mindtickle’s integrated platform to boost sales productivity and drive better outcomes. Mindtickle incorporates key functionality, including sales enablement, conversation intelligence, content management, and coaching – all in a single, integrated platform. Your sellers have everything they need to be successful – right in one spot. That means they can spend less time switching between tools, hunting down what they need, and more time engaging buyers and closing deals.

See Mindtickle in Action

Ready to see how Mindtickle empowers sales ops teams to streamline their tech stack while empowering sales reps with the tools, content, and information they need for success in the field?

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This post was originally published in December 2023 and was updated in September 2024. 

What is Revenue Optimization? (+ How to Get Started with This Powerful Strategy) 

Kevin Atkinson on September 11, 2024

Revenue growth is a top priority of any organization. Just ask any room full of chief revenue officers.

But you can’t just wish for revenue growth and expect it to happen. Furthermore, the burden of growing revenue can’t rest solely on the shoulders of your sales reps.

Instead sustainable, predictable revenue growth requires plenty of planning, strong cross-functional collaboration, and ongoing revenue optimization.

But what is revenue optimization? We’re glad you asked.

In this post, we’ll explore revenue optimization and why it matters. We’ll also share some revenue optimization strategies and tips that’ll get you well on your way to a healthy sales pipeline – and a bigger bottom line.

What is revenue optimization?

Every organization wants to grow. Revenue optimization is key to achieving that goal.

So, what is revenue optimization?

Revenue optimization is the practice of optimizing acquisition, retention, expansion, and pricing strategies to maximize revenue growth.

When it comes to revenue optimization, many companies focus on just one or two of the following strategies:

  • Customer acquisition: Generating leads and converting them to customers
  • Customer retention: Delighting and supporting customers so they stick around long-term
  • Expansion: Cross-selling or upselling existing customers
  • Pricing: Identifying the right pricing for your products and services

But to accelerate sales and maximize your growth, you must take a holistic approach to revenue optimization that incorporates and balances all four.

So, who is responsible for revenue optimization?

It’s not the responsibility of one team or individual. Instead, effective revenue optimization requires close collaboration across different customer-facing teams, including:

  • Marketing
  • Sales
  • Customer success

Why does revenue optimization matter?

Now we’re clear on what revenue optimization is. But why is it so important?

Organizations that embrace revenue optimization see several key benefits. Let’s look at some of the benefits that top the list.

Diverse revenue streams drive sustainable growth

All too often, organizations focus on a single source of revenue. For example, they focus solely on growth via customer acquisition.

Relying on a single source of income isn’t an effective strategy. For example, focusing solely on customer acquisition – but doing nothing to retain your existing customers – isn’t sustainable.

A revenue optimization strategy ensures you rely on different channels to grow your revenue – including acquisition, retention, expansion, and pricing. This approach makes your company more resilient. If one of your sources of revenue takes a hit, you’ll still be able to thrive.

Better cross-functional collaboration

When we think of revenue generation, we often think of the sales team. But in reality, multiple teams, including marketing, sales, and customer success, play a role in revenue growth.

While marketing develops campaigns that capture the right people’s attention in the right places, sales is responsible for fostering relationships and closing deals. On the other hand, customer success is responsible for supporting existing customers so they stick around long-term.

But often, these teams work in silos. Teams are focused on their work – without much visibility into the bigger picture.

A revenue optimization strategy drives cross-functional collaboration. Teams understand the revenue organization’s strategy and goals—as well as their role. When teams are aligned, outcomes improve. In fact, according to Gartner, sales organizations that prioritize alignment with marketing are nearly three times more likely to exceed their customer acquisition targets.

Sales orgs that prioritize alignment with marketing are

more likely to exceed customer acquisition targets
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It’s important to note that a revenue operations strategy is also key to improving cross-functional collaboration.

Better customer experiences

According to a recent report, 79% of buyers expect consistent interactions across departments. However, reality often doesn’t align with these expectations.

of buyers expect consistent experiences across departments
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For example, a buyer might have an outstanding experience with their sales rep. But things go south once the ink has dried on the contract and the customer has been handed off to customer success.

Revenue optimization focuses on optimizing all aspects of revenue generation. This leads to better, more consistent customer experiences. When customers consistently have great experiences, you’ll close more deals and boost retention rates. Furthermore, your happy customers will be more open to cross-sales and up-sells.

How to get started with revenue optimization

You can drive sustainable, predictable revenue growth with the right revenue optimization strategy. Here are a few revenue optimization strategies and tips to get you started.

Define your target audience

You must determine your target audience before developing a revenue optimization strategy. If you haven’t already, now’s the time to develop your ideal customer profiles (ICPs) and buyer personas.

An ICP is a tool for describing the characteristics of a company that would be a good fit for your products or services. On the other hand, a buyer persona describes the characteristics of an individual who works for a good-fit company.

Why is it important to develop your ICP and buyer personas?

These tools help ensure the entire revenue team is focused on prospects who are a good fit for your offerings. Marketing can use the ICP and buyer personas to develop campaigns to attract good-fit prospects. Furthermore, sellers can focus on prospects who are more likely to convert and stick around long-term.

Diversify your revenue streams

Focusing on a single revenue stream isn’t a sustainable strategy. For example, you’ll never get ahead if you’re focused solely on acquisition but your churn is high.

Be sure to incorporate multiple sources of income into your revenue optimization strategy, including acquisition, retention, cross-sells, and pricing.

Make a plan to support existing customers

All too often, customers have a great purchasing experience, but they’re left high and dry after the deal goes through. Be sure to have a solid plan to support, delight, and retain existing customers.

When you properly support your existing customers, they can be a significant source of revenue growth. Happy customers are more likely to renew their contracts. In addition, they’re typically more open to cross-sells and upsells, and they may even refer your business to others in their network.

Optimize your pricing

If your products are priced too high, you won’t attract customers, and you won’t make any money if your products are priced too low. Striking the right balance between pricing and revenue optimization is important.

When determining your pricing, you’ll need to consider many factors including demand, competitive landscape, and the value your product delivers to customers. Pricing your products higher than your competitors isn’t necessarily a bad thing – as long as your customers derive significantly more value from your solution.

Tap into technology to streamline tedious tasks

Members of the revenue team are bogged down with tedious, time-consuming tasks. This means they have less time to engage with customers and prospects.

Look for opportunities to leverage revenue optimization solutions to streamline or automate routine tasks that take up a lot of your sellers’ time.

For example, consider sales content. Marketing teams create a ton of content for sales and customer success to use throughout the customer lifecycle. But often, sellers spend a lot of time searching for the right content – or even creating their own.

An integrated revenue enablement platform like Mindtickle makes it easy for sellers to find the right content for their needs. They can also get insight into how buyers are engaging with their content so they can optimize their strategies accordingly.

Salesforce - Asset Hub

Consider the work involved with conducting a sales call. A solution like Mindtickle’s conversation intelligence records and analyzes customer calls. Sellers can quickly uncover insights that can help them determine what step to take next in the sales process.

Mindtickle Call AI with conversation intelligence insights

Leverage data

Data is foundational to your revenue optimization strategy. Data should drive everything you do. Be sure you have access to the right data and a means to analyze it to uncover insights.

For example, content analytics can help you understand what content types improve deal outcomes. Also, revenue intelligence can help you understand the health of each deal and where there are risks. That way, your teams can take the appropriate action to improve outcomes. These insights can also inform better revenue forecasting.

mt-platform-forecasting-screen

Solicit customer feedback

Understanding how your customers feel is key to effective revenue management. So don’t shy away from customer feedback.

Ask for feedback from your customers to understand what they like about partnering with your business and where there are opportunities for improvement. Look for trends in feedback to determine where there are revenue optimization cycle opportunities. You may also discover opportunities for cross-sales or future product enhancements.

Feedback can also help customer success teams understand when a customer is at risk of churning. The team can use this insight to more effectively support the customer – and increase their chances of renewal.

How can a revenue enablement platform help with revenue optimization?

Revenue optimization sets up your organization for sustainable growth. With a solid revenue optimization strategy, you’ll have a healthy sales pipeline and predictable revenue growth.

Technology is key to any revenue optimization strategy. An especially important tool is a revenue enablement platform.

How does a revenue enablement platform help with revenue optimization?

All your customer-facing teams need to master certain skills and behaviors to successfully engage customers and grow revenue. A revenue enablement platform ensures your entire revenue team – including sales, marketing, and customer success – can access the tools, training, resources, and coaching they need to build the right skills.

A conversation intelligence tool within the revenue enablement platform helps ensure sellers are applying the skills they’ve learned while interacting with customers. Conversation intelligence delivers feedback to sales reps after each call, which they can use to sharpen their skills. In addition, conversation intelligence makes it easy for sellers to identify insights from calls so they can follow up appropriately.

A revenue enablement platform also incorporates revenue intelligence, which helps teams gauge deal health and identify at-risk deals. These insights can fuel better sales forecasting and enable sales reps and managers to work together to turn winnable deals around.

A revenue enablement platform like Mindtickle also features robust data and analytics to understand what’s working and what’s not. Some revenue intelligence platforms leverage AI to help you identify what action to take based on data.

Revenue Enablement in Mindtickle

Leading organizations turn to Mindtickle to help power their revenue optimization strategies. Ready to see how Mindtickle can help you maximize revenue growth?

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The Complete Guide to AI Sales Assistants 

Poornima Mohandas on September 4, 2024

In the past, artificial intelligence was nothing more than a nebulous concept for most people. But today, it’s a must-have technology for any organization looking to stand out and grow in an increasingly competitive market.

In fact, a recent survey found that most revenue organizations already use AI sales assistants and other AI sales tools; only 24% don’t.

of orgs already use AI sales tools
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It’s no wonder why so many revenue leaders are investing in AI. AI sales assistants streamline and automate tasks and processes so sellers have more time to engage with buyers. When sellers have more time to engage with buyers, they can close more deals faster.

But what is an AI sales assistant – and how does this technology boost sales productivity and performance? You’ve come to the right place to find out.

In this post, we’ll explore everything you need to know about AI sales assistants, including:

  • What an AI sales assistant is and how it works
  • How this technology compares to conversation intelligence
  • Why a growing number of revenue teams are embracing AI-powered sales assistants
  • Some of the best AI sales assistant software options on the market today

What is an AI sales assistant?

First things first: what is an AI sales assistant?

The sales cycle consists of countless tasks and processes. Each one is necessary, but it requires a lot of time and effort.

An AI sales assistant is a tool or application that leverages artificial intelligence (including machine learning, natural language processing, and predictive analytics) to streamline and simplify the sales process and support sellers. AI sales assistants are also referred to by other names including

  • Virtual sales assistants
  • AI-powered sales assistants
  • AI virtual sales assistants

AI-guided selling tools can streamline simple yet time-consuming tasks like data entry and meeting scheduling. This technology can also be used for more complex tasks, including prospecting, meeting preparation, and follow-up. We’ll look closely at specific use cases for AI sales assistants later.

Why are so many revenue organizations embracing AI sales assistants?

Why are so many revenue organizations embracing AI sales assistants?

AI virtual sales assistants streamline and automate many tasks that sellers once had to do independently. That means sellers have more time to provide personalized experiences that resonate with buyers and earn their business. Sellers can close more deals faster.

Furthermore, AI-powered sales assistants take the guesswork out of the sales process. Rather than acting on a hunch or gut feeling, sales reps can leverage data to determine what action to take next. This improves outcomes and accelerates the sales cycle.

The bottom line? AI sales assistants can increase the effectiveness and efficiency of your sales reps and streamline the sales cycle. Your sellers will be better equipped to engage buyers and close deals, and your bottom line will grow.

Conversation intelligence vs. AI sales assistants

You’ve probably heard the term “conversation intelligence” at least once or twice. But is conversation intelligence the sales thing as an AI sales assistant?

Conversation intelligence and AI sales assistants are certainly related, but they’re not the same.

What is conversation intelligence?

Conversation intelligence (or an AI sales call assistant) is a technology that leverages AI to record, transcribe, and analyze sales calls to provide more insight into customer interactions.

A conversation intelligence solution like Mindtickle’s Call AI analyzes each call and provides a score as well as feedback on things like:

  • Sentiment
  • Questions asked and answered
  • Monologues
  • Use of filler words
  • Competitor mentions
  • Objections
  • Pain points

With a conversation intelligence solution, sales reps can focus on the call rather than taking notes. Reps can use conversation intelligence to review calls and follow up with AI-generated action items. In addition, conversation intelligence provides sales reps with real-time feedback on each call, which they can use to improve their behaviors and chances of closing the deal.

Sales managers can also use AI sales call assistants to see how things are going in the field without sitting in on sales reps’ calls. Managers can use the insights from conversation intelligence to provide targeted coaching that improves sales reps’ skills and behaviors.

What’s the difference between conversation intelligence and AI sales assistants?

AI-powered sales assistants are a technology category that streamlines sales processes and tasks and supports sellers. Conversation intelligence is one type of AI sales assistant specifically addressing customer interactions.

However, other AI sales assistants address another element (or elements) of the sales process.

AI sales assistant Conversation intelligence
What it is A tool that leverages AI to simplify and streamline the sales process and support sellers. A tool that records and analyzes sales conversations to help revenue teams better understand customer interactions.
Goals To improve sales processes and free up reps’ time so they can spend more time on revenue generating activities.
  • Enable rep to focus on calls
  • Provide the sales rep with real-time feedback for improvement
  • Identify coaching opportunities
  • Simplify meeting prep
Who uses it Revenue teams Revenue teams
Tools AI sales assistants may be standalone solutions or incorporated into existing sales tools and technologies Conversation intelligence software, which may be a standalone solution or part of an integrated revenue enablement platform.

How can you use an AI sales assistant to support your sales team?

AI sales assistants can improve the effectiveness and efficiency of your sellers. But getting started with an AI-powered sales assistant can seem overwhelming.

It doesn’t have to be. Start with one or two use cases, optimize them, and grow from there.

Here’s how AI sales assistants can empower your sellers to close more deals.

Delivering powerful insights for data-driven decision-making

Chances are, you have no shortage of data. But analyzing it and determining how to act on it can seem impossible.

AI sales assistants can analyze data from disparate sources and provide meaningful insights, fueling better decision-making.

Enabling sellers to prioritize their time properly

Sales reps only have so many hours in the day. Of course, you want them to spend their time with prospects most likely to convert. But often, this requires a lot of guesswork.

An AI sales assistant can leverage predictive analytics to determine which leads will likely convert to customers. Then, your teams can use that insight to prioritize properly.

Analyzing customer interactions

Every interaction with a customer is rich with insight. An AI sales assistant can transcribe and analyze each interaction to deliver insights that enable sales reps to improve the customer experience and sales outcomes. Sales reps can also use these insights to determine next steps and prepare for future meetings.
Accessing real-time feedback to improve skills

Sales coaching is key to improving performance, but sales reps can’t afford to sit around and wait for feedback from their managers.

An AI sales assistant can analyze client interactions and recorded role-plays and provide real-time feedback for improvement. Sales reps can use feedback delivered via AI sales coaching to sharpen their skills and increase their likelihood of closing deals.

Some innovative vendors also offer interactive, AI-powered role-plays, which allow sales reps to practice their skills in realistic scenarios with an AI bot.

Getting proven content recommendations

Content is an important part of the B2B sales process. But often, sales reps waste precious time searching for content – which may or may not work for a specific sales scenario.

An AI assistant can leverage data and buyer signals to recommend the right content for every situation. Rather than guessing what will work, sales reps can use content that’s proven to work. An AI sales assistant can even draft a contextual message for the sales rep to send alongside the content.

Answering customers’ questions – quickly

Prospects are bound to have questions. It’s important to get them accurate answers – quickly.

In the past, a sales rep would pose a question (perhaps on Slack or another communication channel) and then wait for a response from a subject matter expert. With an AI sales assistant, the rep can ask their question and get an answer—along with approved, relevant resources to share with the customer.

Automating tedious tasks

According to Salesforce research, sales reps spend less than 30% of their time selling. That’s because tedious (but necessary) tasks often bog them down.

Sales reps spend only

of their time selling
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An AI sales assistant can automate many of these mundane tasks. That means sellers can spend more time engaging buyers, delivering great experiences, and closing deals.

What is the best AI sales assistant software?

With the right AI sales assistant software, you can significantly improve the performance of your entire sales team. But what’s the best AI sales assistant software available today?

There’s no easy answer. The best AI sales assistant software is the one that addresses the needs and goals of your organization.

However, some AI sales assistant software tools are particularly popular.

Mindtickle

Some AI sales assistant software addresses a single challenge or pain point. Mindtickle addresses several.

Mindtickle is an integrated revenue enablement platform that incorporates onboarding, sales training, content, coaching, conversation intelligence, and more—all from one platform. Revenue enablement teams can build, deliver, and measure personalized programs that address the needs of each seller. Sellers can access everything they need to be ready for any deal—all from one platform.

Mindtickle Copilot, Mindtickle’s AI sales assistant tool, enables sales reps to work smarter and faster.

With Mindtickle Copilot, sales reps can automate tedious tasks, freeing up their time to delight customers. For example, sales reps can use Mindtickle Copilot to draft follow-up messages and identify insights from previous customer interactions. They can also ask questions and get real-time answers, along with supporting resources.

In addition, Mindtickle Copilot enables sellers to leverage data to make better decisions. Sales reps can determine what action to take next to move a deal forward or get suggestions for content that has resonated in similar scenarios to share with a seller.

Mindtickle also leverages AI to deliver real-time feedback to sales reps. For example, a seller receives a score and feedback from each sales conversation via conversation intelligence. They can use this feedback to improve and increase their chances of closing the deal.

Sales reps can also submit recorded role-plays or engage in interactive, AI-powered role-plays. In either case, the rep gets immediate feedback for improving their behaviors without having to wait around for a sales manager.

interactive role-play

Drift

Increasingly, B2B buyers make decisions based on their experiences with a business. Drift is an AI sales assistant tool that listens and learns from buyers. It uses this data to provide personalized experiences to buyers throughout the purchase journey. Revenue teams use Drift to engage with prospects, book meetings, and pre-qualify leads.

Clari

Clari is a popular revenue platform that helps teams engage buyers, optimize the sales process, and predict revenue outcomes. It incorporates Clari Copilot, an AI sales assistant that makes it easier for teams to make revenue calls, analyze deals, forecast sales, and more.

ZoomInfo

Any sales rep knows that prospecting is important. But it can take a lot of time and effort to ensure you’re connecting with the right people at the right companies. ZoomInfo is a popular prospecting platform that helps sales reps ensure they’re connecting with people who are a good fit for their products or services. ZoomInfo Copilot is an AI sales assistant that helps sellers know which accounts to prioritize and how best to engage them.

Gong

Gong is a popular revenue intelligence platform that helps teams better understand customer interactions. It leverages AI to deliver insights based on customer interactions. When you better understand your customer interactions, you can more effectively act on them and know what step to take next to engage them.

It’s time to embrace AI sales assistants to supercharge sales performance

Already, winning revenue organizations are tapping into AI sales assistants to boost the effectiveness and efficiency of their sales teams and deliver winning experiences that delight customers.

Competition is fierce. You risk getting left behind if you’re not already leveraging AI today.

Now’s the time to identify ways your organization can leverage AI sales assistants to streamline the sales process and support sellers as they engage buyers and close deals.

AI in action with Mindtickle

Ready to get a firsthand look at how Mindtickle’s AI features and functionality can supercharge your revenue growth?

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Mindtickle Named G2’s #1 Sales Training & Onboarding Solution For 5th Year in a Row

Helen Waite on September 3, 2024

Every sales leader knows onboarding and ongoing sales training are key to preparing sellers for success. A strong program – powered by the right sales onboarding platform – ensures your sellers have what it takes to deliver winning experiences, delight customers, and close deals.

But what is the right sales onboarding product for your organization? If you’re like most people, you turn to G2 to get insight on the best sales onboarding and training solution for your business.

Mindtickle is G2’s #1 sales training and sales onboarding solution

No matter your business challenge, numerous vendors offer solutions to address it. In fact, many buyers find themselves overwhelmed with the number of options available to them.

G2’s rankings enable software buyers to make better purchase decisions.

Sales onboarding software shoppers rely on peer reviews

Each sales onboarding tool is unique. Each comes with its own set of features and functionality. It can be challenging to sift through your options and determine which solution will solve your business’s unique challenges and deliver ROI.

Modern consumers rely on feedback from their peers when purchasing just about anything. Software is no exception. According to G2, 86% of buyers use peer-review sites when purchasing software. In addition, 31% of buyers consult review sites more frequently than any other source.

Today, many sales enablement solutions address just one or two challenges to preparing sellers for success. This approach is ineffective and inefficient and leaves sellers feeling overwhelmed.

Mindtickle is an all-in-one platform that incorporates sales training, onboarding, content, digital sales rooms, and more. It combines on-the-job learning with deal execution, which improves reps’ behaviors and performance.

With Mindtickle, you can build, deliver, and measure personalized sales training and enablement programs that boost performance across your entire team – all from one location. In addition, Mindtickle delivers a seamless experience for your revenue teams. Sellers have a single source for everything they need to grow their skills, engage buyers, and close more deals.

of buyers use peer review sites
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consult them more than other sources
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G2 is the go-to destination for accessing your software options. It’s no wonder why more than 90 million people turn to G2 to research, compare, and purchase software each year.

Mindtickle tops the list of sales training and sales onboarding software

B2B buyers depend on G2 to identify top software solutions. Since 2019, Mindtickle has ranked as G2’s #1 sales training and onboarding solution based on authentic user reviews.

In fact, Mindtickle ranks #1 both in terms of user satisfaction and market presence.

What sets Mindtickle above the rest?

Today, many sales enablement solutions address just one or two challenges to preparing sellers for success. This approach is ineffective and inefficient and leaves sellers feeling overwhelmed.

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See why Mindtickle ranks as G2’s #1 sales training and onboarding solution

Sales training and onboarding are foundational to ensuring your sales reps have what it takes to engage buyers and close deals. Choosing the right sales onboarding solution is key.

With Mindtickle’s integrated revenue enablement solution, you can deliver effective, holistic sales training, onboarding, and enablement that improves your sales team’s behavior. As team performance improves, your revenue will grow.

See for Yourself

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Mindtickle Named a Leader in the 2024 Forrester Revenue Enablement Wave

Christian Pieper on August 28, 2024

We’re honored to announce that Mindtickle has been recognized as a leader in The Forrester Wave: Revenue Enablement Platforms, Q3 2024. We believe this rating highlights our commitment to evolving the modern revenue org’s approach to enabling their reps to generate, grow, and protect revenue.

What is the Forrester Wave™?

Forrester publishes Wave reports for various software categories, authored by their analysts who work closely with companies making purchasing decisions in these spaces.

This new report is Forrester’s first covering revenue enablement platforms, characterized by a consolidated approach to supporting Sales Readiness and Sales Content management. It lists the 12 most significant vendors in the space, compares their functionality, and describes their offerings for those looking to purchase.

Forrester-Wave-2024

Forrester’s evaluation is important because it represents an authoritative, third-party perspective on a growing list of competitive providers.

Using the Wave, buyers can make more informed decisions that prioritize the functionality and use cases that are most important to them.

We believe being recognized as a Leader in this report validates Mindtickle’s current offering and underscores our innovative outlook as we plan for the future.

Results of the 2024 Forrester Revenue Enablement Wave

Naming Mindtickle as a Leader, report author Eric Zines states, “Mindtickle delivers a full-featured platform backed by a strong innovation roadmap.” He describes our offering, including some important details for those evaluating Mindtickle for revenue enablement.

“Mindtickle delivers a full-featured platform backed by a strong innovation roadmap.”
Eric Zines
Principal Analyst, Forrester

Our key takeaways

As a “full-featured platform,” we received on-par or better scores in every criterion in the report. This reflects our ability to serve a wide array of use cases and meet customers where they are with solutions for onboarding, everboarding, buyer enablement, and more.

Receiving top scores possible in the “Innovation” and “Roadmap” criteria indicates that we have a strong plan for our product and will continue to drive this space forward. Partnering with our customers, we hope to build and validate use cases that will be included in similar future reports.

Forrester also sourced feedback from users of the revenue enablement vendors in the report. According to the Forrester report, Mindtickle’s “reference customers rave about Mindtickle’s dedication to customer success…” We believe that what truly separates vendors from each other is how well they partner with their customers to make them successful, so we couldn’t be prouder to hear this feedback.

Forrester choosing to publish a new Wave report in this category will help solidify the value of a consolidated revenue enablement platform for B2B buyers. Instead of acquiring and paying for numerous point solutions, companies can invest in one platform that meets their needs for readiness, sales content management, Digital Sales Rooms, coaching, and more. Doing so positions them to benefit from cross-platform workflows, including AI capabilities that drive efficiency through a centralized seller experience.

As we continue to lead the charge in revenue enablement, we remain dedicated to evolving our solutions to meet the market’s ever-changing needs.

The Forrester Wave: Revenue Enablement Platforms, Q3 2024

Get the full report for more information on how Mindtickle can help your organization achieve its sales and revenue goals.

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How AI Sales Role-Plays Elevate Your Sales Enablement Game

Poornima Mohandas on August 20, 2024

In sales enablement, you spend a lot of time designing and rolling out training programs for your sales teams. But how much time do you spend to ensure sellers practice what they learned?

If you want your training to stick, practice should be essential to your sales enablement strategy. So, what’s the best way for a sales rep to practice a pitch?

Role-plays.

While training is typically passive learning, where the learner watches a video or reads a PDF, AI sales role-plays are an active form of learning and allow the learner to apply what they learned in a realistic selling scenario.

Like a pilot trains on a flight simulator, a sales rep can practice using role-plays. Be it a new messaging talk track or objection handling with a customer, sellers need to get comfortable using the talk track to perfect their game. And practice makes perfect.

While role-plays are typically rolled out at in-person events like an SKO or conference, AI can make them more scalable and more frequently used.

What is an AI sales role-play?

Traditionally, sellers do role-plays with their managers in person in a pre-defined scenario. Add AI to the mix, and AI can don multiple hats. While there are a few different flavors of AI role-plays available in the market today, Mindtickle role-plays use Copilot extensively in three distinct roles:

Copilot helps create the role-play scenario with just a few simple prompts.

Sellers can practice realistic selling scenarios with an AI buyer that has a distinct human-like voice and personality.

Copilot gives immediate qualitative and quantitative feedback, suggests areas for improvement, and even grades role-play submissions.

interactive role-play

What are the benefits of AI role-plays for sales training and coaching?

AI-powered practice tools transform sales training, offering opportunities for sellers to hone their skills, boost deal sizes, and streamline role-plays. Here are some of the top benefits:

#1. Safe space to practice for sellers

When sellers role-play with their boss or sales leader, it can be a high-pressure situation that does not always yield the best results. But when sellers practice with an AI buyer, the pressure is off, and they can focus on mastering the pitch.

#2. Unlimited practice

Sellers can practice as often as they like with AI because AI doesn’t have any meetings to run, unlike their sales manager. We see sellers practice 4-6 times before they submit their role-play. Practice, not perfection, is the goal.

#3. Immediate feedback

Unlike in old-school role-plays where constructive feedback may be given in passing or not at all, Copilot gives sellers immediate qualitative and quantitative feedback and even suggests areas for improvement. Copilot assesses your rep’s sentiment, pace of speech, filler words used, and much more.

The scores create a gamified environment in which sellers want to keep trying until they have a product they’re satisfied with. This gamification works well for sellers who are, by nature, competitive.

enablement-certification-white

#4. Increased deal sizes

Cisco held the largest pitch contest in its history for its security product line using Copilot and saw some fantastic results such as:

rise in average deal size
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increase in value of booked deals
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average increase in bookings
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#5. Scalable role-plays

Most enablement practitioners love role-plays and see their value, but they find extensive exercises across large organizations extremely challenging to execute. It involves coordinating with several sales managers and getting their time to review the recorded role-plays.

AI can be extremely handy here because it removes this dependency on sales managers. It grades role-play submissions for you in a matter of minutes and has none of the bias that real managers may have.

Cisco saved 38 weeks of manager time by using AI to review role-plays from 3,500 sellers.

"The pitch perfect program would not have met the deadline without AI."
Teresa Lubeck
Teresa Lubeck
Senior Manager, Strategy and Offers, Learning at Cisco

#6. Role-plays make practice possible

Passive learning doesn’t cut it when it comes to sales training. Listening to a product launch webinar training session doesn’t equip a seller to ask the right questions and use the right talk track when talking to real customers. Practice and reinforcement are a crucial part of your sales enablement strategy. While quizzes and assessments can help with reinforcements, practice is best served with AI role-plays.

How to create an AI role-play

Let’s explore the step-by-step process of crafting an AI-driven role-play that tackles specific problem areas within your sales strategy. From identifying the exact issues your team faces to building realistic scenarios and testing them for effectiveness, we’ll guide you through creating a role-play experience that delivers impactful results.

Identify problem areas

What are the problems your sellers, BDRs, or customer success managers are grappling with? Do they need help to qualify customers or is the problem around adopting a new sales methodology? Or do they need help to renew deals?

Whether the problem is at the top or at the bottom of the sales funnel, you can use role-plays to solve it.

Build out scenarios

You want to outline the typical scenario your reps face by listening to relevant customer conversations and talking to a few sellers. The scenario should typically cover:

  • The buyer persona your sellers typically talk to
  • The context in this case around discovery
  • The goal your seller should try to achieve
  • A time limit

For instance, if you are a car maker, your scenario may look something like this:

AI persona Context Goal
Male senior citizen looking for a second-hand yet safe and reliable car You are a sales rep. Do a detailed discovery conversation to see if the buyer is a good fit. Understand the buyer’s requirements, budget, and financing eligibility and suggest some suitable options. Time limit: 5 mins.

Test the role-play

Once you have built out the role-play, send it to a few internal testers to ensure everything works just how you want it to. These could be folks within the sales enablement team or a few friendly sellers willing to give you feedback.

Allow reps to practice

Once you are happy with the initial results, you can roll this out to your field and allow them to practice the scenario as often as they like.

Interactive role plays using Mindtickle Copilot

In Mindtickle’s interactive AI role-plays, we have used Copilot as a creator, an AI buyer persona to practice with, and a coach to evaluate and give feedback on role-plays.

We serve different personas ranging from BDRs, sellers, and partners to customer success managers. Our customers have used AI role-plays for a range of use cases such as:

  • Onboarding new reps
  • Cold calling practice
  • Discovery calls
  • Objection handling
  • Competitive displacement and much more…

As you move forward, consider how AI can be integrated into your sales enablement strategy to meet and exceed your training goals. Embracing this technology empowers your team, optimizes performance, and makes reps more productive. 

Mindtickle Copilot in Action

Ready to see how Copilot powers better role-plays and gets your sellers ready for real-world scenarios? 

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How to Leverage AI Sales Coaching and Training to Supercharge Team Performance and Revenue Growth 

Helen Waite on August 16, 2024

Every sales leader knows training and coaching are keys to sales success. With the right training and coaching, sellers can hone their sales skills to engage buyers and close deals.

But sales training and coaching must be relevant to be effective. In other words, sales training and coaching must be personalized to the needs of each seller.

Delivering personalized training and coaching can seem impossible, especially as your team grows. That’s where AI sales coaching and training come in.

If you’re not sure what AI sales coaching and training is, you’ve come to the right place. In this guide, we’ll explore everything you need to know about AI sales coaching and training, including:

  • What AI sales coaching and training is
  • How it works
  • Why it’s beneficial to sales reps
  • Why a growing number of revenue organizations are embracing AI sales coaching and training to boost sales performance
  • The importance of choosing the right AI sales coaching tool

What is AI sales coaching and training?

AI isn’t exactly a new concept. But in the past few years, we’ve seen rapid adoption of AI in both the personal and professional realm. The world of sales is no exception. A recent survey found that only 24% of revenue organizations aren’t using AI sales tools.

A recent survey found that only

aren't using AI sales tools
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So, what is AI sales coaching and training?

AI sales coaching and training involves leveraging artificial intelligence (AI) to create and deliver personalized coaching and training at scale. When revenue organizations strategically use AI in their sales coaching and training, sellers can master the skills they need to succeed. That means they’ll close more deals, and revenue will grow.

How does AI coaching and training work?

We’ve defined what AI coaching and training is. But how exactly does AI coaching and training work?

Innovative revenue organizations leverage AI in several ways to deliver effective sales coaching and training at scale. Let’s take a closer look.

Data analysis

Data is foundational for artificial intelligence. Fortunately, most organizations have access to plenty of data. But compiling and making sense of that data is another story.

AI compiles data from various sources, including call recordings, reports, and customer interactions – among others. Then, it analyzes the data to provide insights to inform coaching and training.

For example, AI sales training software can help sales leaders pinpoint the strengths and weaknesses of each of their sellers. AI can also provide recommended steps for closing skill gaps.

Sales managers can also use a tool like Mindtickle Copilot to find answers to questions like “Which region is struggling with objection handling?” or “Which managers are coaching their reps the most?”

Copilot - Just in Time Enablement (2)

Personalized training and enablement

No two sales reps are the same, yet organizations often provide all sellers with the same training and enablement.

With AI sales training software, organizations can deliver tailored training and learning paths based on each rep’s strengths and weaknesses. That way, each rep can access relevant resources to build lagging skills.

In addition, sales reps can ask questions without having to wait for a response from a subject matter expert. AI analyzes existing content to provide an answer and can share additional resources for the sales rep to learn more.

Speedy learning content creation

Any sales enablement professional knows that launching an impactful program can take time. But with AI sales training, you don’t need to start from scratch.

An AI sales enablement tool like Mindtickle Copilot enables teams to quickly and easily create practice and reinforcement modules that help sellers retain and apply knowledge in the field.

Real-time sales coaching

When done well, sales coaching can greatly impact sales productivity and performance. However, traditional sales coaching techniques are labor intensive, and sales reps must wait for their manager.

Interactive, engaging practice opportunities

Some sales coaching tools like Mindtickle also feature interactive, AI-powered role-plays. Sales reps can practice their pitch on a realistic AI bot. The rep gets feedback throughout the experience, which they can use to hone their skills before money is on the line.

Data-driven content recommendations

Most sales reps have ample content available. However, they often spend too much time searching for the right content for the right scenario and base their decisions on hunches or gut feelings.

AI can recommend the most relevant and impactful content based on data, including past performance and customer activity. A sales training tool like Mindtickle Copilot can also draft contextual emails that sales reps can send about the content.

Ongoing measurement

Ongoing measurement is key to understanding the impact of sales training and coaching – and identifying areas for improvement. AI sales training software enables organizations to track and analyze the right metrics. This helps organizations understand the impact of their sales coaching and training and make data-based optimizations.

How does AI sales coaching and training benefit sales reps?

Today, many revenue organizations are starting to embrace AI sales coaching and training. According to a recent survey, some of the top use cases include:

  • Analyzing call recordings
  • Empowering sales reps to get answers to customer questions in the flow of work
  • Serving up recommendations for training
  • Suggesting content for sales reps to use
  • Gaining insight on seller performance

It’s easy to understand why organizations adopt AI sales coaching and training, as it delivers many powerful benefits for sales reps.

Sales reps only have so many hours in the day. With AI sales coaching and training, they no longer have to waste their time on generic training and coaching. Instead, sellers can easily access tailored training and coaching opportunities.

With AI, organizations can better understand the skills and behaviors key to success in each role. Then, AI can deliver personalized training and coaching that helps each sales rep build the right skills.

Sales reps need opportunities to practice the skills they’ve learned. With AI, sales reps can engage in interactive role-plays and get instant feedback. That way, they can hone their pitch before money is on the line.

Sales reps want feedback, but often, their managers are too busy to provide it. With AI sales coaching, sales reps get real-time feedback. AI can analyze sales calls to identify opportunities for improvement. Sellers can then incorporate this feedback to improve the outcome of a deal.

Questions can arise at any time of day. With AI, sales reps can get the answers they need when needed. There’s no need to wait around for a subject matter expert.

Sales reps spend far too much time searching for the right content for the scenario. With AI, sales reps can get content recommendations that are proven to be effective in similar scenarios.

Salesforce research found that sales reps spend less than 30% of their time actually selling. AI automates and streamlines many time-consuming tasks, leaving sales reps with more time to engage with buyers and guide them to the finish line.

How can Mindtickle Copilot improve your sales training and coaching programs?

Ongoing sales training and coaching are key to ensuring your reps are always ready to conquer any deal. With AI sales coaching software, you can deliver effective training and coaching programs tailored to each seller’s unique needs.

Getting started with AI sales coaching and training can feel overwhelming. But with Mindtickle Copilot, it doesn’t have to be.

Mindtickle enables sales leaders to quickly make sense of data and gain insights to make better decisions. For example, sales managers can quickly understand the strengths and weaknesses of each of their sales reps. Then, AI can create personalized learning paths to empower each sales rep to strengthen their weaker skills.

With Mindtickle Copilot, enablement teams can quickly and easily create enablement experiences that help sellers retain knowledge and build skills. For example, you can ask Mindtickle Copilot to create an assessment that tests whether or not sellers have retained what they’ve learned in a training module.

Mindtickle’s platform also empowers sales reps to access on-demand coaching. AI provides a score for each recorded role-play or sales call and tailored feedback for improvement. There’s no need to wait around for manager feedback.

Mindtickle also allows sales reps to engage in interactive role-plays with an AI bot, where AI delivers feedback throughout the role-play experience. These realistic scenarios prepare sales reps for real-life experiences.

Mindtickle Copilot also makes it easy for sellers to prepare for any prospect interaction. For example, a sales rep can use Mindtickle Copilot to ask what objections a prospect brought up in their last call. Then, AI can surface the right content to address those objections. Mindtickle Copilot can even draft a contextual email for a seller to send to the prospect when sharing the content, which saves time.

Finally, Mindtickle Copilot can help you track and analyze the right data to understand how your AI sales coaching and training is impacting outcomes – and where there are opportunities for optimization.

AI Sales Coaching in Mindtickle

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Your Complete Guide to Learning Content Management Systems

Elisha Zhang on August 12, 2024

As a business leader, you understand enterprise learning and development’s important role in organizational success.

By offering employees the right learning and development opportunities, you’re helping them build the skills and behaviors they need to reach their full potential and propel your organization forward.

The right technology is essential to any learning and development program. With the right tools and technology, learning and development teams can more effectively and efficiently create and deliver training and learning programs – and measure their impact on employees’ behaviors and business outcomes.

A learning content management system is an important tool for learning and development pros. But what is it?

In this post, we’ll define a learning content management system and explain how this technology is different (and similar) to a learning management system. We’ll also explore some of the must-have features to consider when considering software and some of the most popular options today.

What is a learning content management system (LCMS)?

First things first: what is a learning content management system?

Also known as an LCMS, it’s a software solution that enables learning and development teams to develop and distribute training and enterprise learning content.

Some learning technology is built primarily for L&D teams or learners. On the other hand, a learning content management system is built to meet the needs of both parties.

For the learning and development team, an LCMS serves as a one-stop shop for managing everything related to learning content. With the right learning content management system, L&D teams can efficiently create digital learning content and learning paths and assign learning to users. L&D teams can also leverage the LCMS to measure learning consumption. Ideally, these teams should also be able to get insight into how their learning initiatives are impacting outcomes.

A learning content management system is also built for learners. Employees can turn to the LCMS to find everything they need related to training and learning. There, they can find learning opportunities tailored to their needs – and be sure they’re accessing the latest and most excellent versions of everything.

LCMS vs LMS: What’s the difference?

Chances are, you’re familiar with the concept of a learning management system – or LMS for short. You may be wondering how a LMS compares to an LCMS.

Learning content management systems and learning management systems are certainly related. But while the terms may be used synonymously, they’re not the same thing.

LCMS vs LMS: Key differences

A learning management system (LMS) is software that enables organizations to organize and distribute eLearning courses and content to users. First, L&D teams create learning content and courses in a separate authoring tool or platform. Then, they can upload content and courses to the LMS. Learners log on to the LMS to find and consume eLearning content. Admins can access basic tracking information, like how many learners have completed a course and passed a specific assessment.

Think of these platforms as the next level of LMSs. They typically provide the same functionality as an LMS – but with additional capabilities for creating, curating, and managing enterprise learning content.

L&D teams use learning content management software to manage the entire lifecycle of learning content. Teams can plan, create, and deliver learning content – all from one platform. A platform also provides robust analytics that shed light on how learners consume content. For example, you can see how long an employee spent on specific training and how they answered each question in an assessment. Some LCMSs also provide insight into whether elearning consumption is tied to improved performance and outcomes.

Another key difference is that learning management systems are primarily built to meet the needs of students. On the other hand, learning content management systems are focused on delivering excellent experiences to administrators and learners alike.

LCMS vs LMS: Key similarities

Of course, there are also similarities between learning content management platforms and learning management platforms. Namely, both are tools used by learning and development teams to deliver training and learning that helps users gain the skills and knowledge they need to be effective and efficient in their roles.

Essential features of a learning content management system

If you run a quick Google search for “learning content management system,” you’ll see plenty of options. However, not all software is the same. Each LCMS offers a unique set of features and functionality. Furthermore, some platforms that claim to be an LCMS aren’t.

When comparing your options, be sure to look for certain must-haves.

#1 Easy to use workflows

Investing in an LCMS should make your life easier, so find an intuitive and easy-to-use option.

Administrators and subject matter experts should be able to quickly and easily create new content without mastering new skills. Look for an LCMS that provides templates that can serve as a starting point for creating new material.

A recent analysis of Mindtickle activity found that it takes companies an average of 3-4 weeks to launch a new program from scratch. However, organizations can launch programs in seven days when they start with a program template.

Time to launch a program

without a template
0 days
with a template
0 days

Your chosen LCMS should also provide the option to create a variety of different types of e-learning, including:

  • Videos
  • Presentations
  • Printed materials
  • Microlearning
  • Paced reinforcement
  • Practice opportunities, including role-plays

It’s also important to ensure the LCMS is easy for learners to use. If there’s a steep learning curve, your employees may avoid using it.

#2 Mobile-friendly

Learning doesn’t just happen in a classroom setting. Instead, it can happen anywhere.

Be sure your chosen LCMS is mobile-friendly. That way, employees can access the right enterprise learning content wherever and whenever needed.

#3 Customized courses and learning modules

Each employee brings a unique set of strengths, weaknesses, and experiences. Furthermore, every team member has preferences regarding how they learn best. A one-size-fits-all approach to learning just won’t cut it. Instead, organizations must embrace individualized learning.

Courses and learning paths must be tailored to each employee’s needs. That way, users spend their time on content that will actually help them boost lagging skills—and not waste their time on irrelevant content.

Be sure your LCMS has features and functionality that make it easy to pinpoint each employee’s strengths and weaknesses. Your learning content management system should then make it easy to deliver customized courses and learning paths relevant to each user. Also, look for an option leveraging AI to recommend learning content to users based on their knowledge level and preferences.

#4 User activity and progress tracking

Creating great learning content is pointless if no one engages with it. It’s important to track which users are engaging with what content, and your LCMS should make it easy to do so.

At a minimum, your learning content management platform should allow you to track the basics, like how many users have completed a specific training module or passed a certain assessment. You should also be able to drill down further to see how users engage with sales learning content.

For example, you can see how long employees spend on a learning module, what pages they view most, how many times they view it, and how they answer specific questions. You can look for trends in this data. For example, you may notice that sales reps consistently have low completion rates in a certain region. This is an opportunity to work with the region’s sales leaders to ensure sales reps understand the importance of completing learning modules.

#5 Real-time analytics

As we explored in point #4, it’s important to identify which users are engaging with learning and development content. However, understanding consumption and engagement isn’t enough. After all, a user can complete every learning module assigned to them yet still underperform.

The best teams understand they must look beyond consumption and views to truly understand how sales learning content is impacting outcomes. Your learning content management system should provide the right data, analytics, and integrations to understand impact.

For example, let’s say you have a sales rep who struggles with objection handling. So, you assign them a series of learning content focused on the topic. Of course, your LCMS should allow you to see whether or not they engaged with the learning content. But you should also get insight into how the rep’s behaviors are (or aren’t) changing in the field – and whether they’re doing a better job overcoming objections and closing more deals.

Of course, having access to data doesn’t necessarily mean you know what to do with it. Today, some learning content management solutions leverage AI to make sense of data – and then recommend actions based on it.

#6 Integrations with other important tools

Chances are, you already use a variety of tools and technology. It’s important to ensure that your chosen learning content management system integrates with your existing technology.

Also, remember that adding a new tool to your existing technology stack isn’t always the best option. According to Salesforce’s 2023 State of Sales report, nearly 70% of sales reps are overwhelmed by the number of tools they’re expected to use.

According to research,

of reps are overwhelmed by sales tools
0 %

Instead, look for opportunities to streamline your tech stack by trading point solutions for integrated platforms. For example, an integrated revenue enablement platform incorporates learning content management capabilities, training, enablement, coaching, conversation intelligence, sales content, digital sales rooms, and more.

#7 A commitment to continuous innovation

In the world of business, change is the only constant. While your chosen learning content management system may meet your needs today, it is important to find a vendor committed to continuous innovation.

For example, some learning content management systems are leveraging artificial intelligence (AI) to drive even better experiences for learning and development teams and learners. Some allow administrators to tap into AI to quickly and easily develop and deploy new learning and enablement programs. Others use AI to suggest learning and development resources to learners based on their strengths, weaknesses, learning preferences, and queries.

The best learning content management systems in the market

We’ve explored some of the must-have features of any learning content management system. Now, you may ask yourself, “What’s the best learning content management system out there?”

The answer to that question depends on your organization’s needs and goals. However, a few examples are especially popular in the market today.

Mindtickle

G2 Rating: 4.7 out of 5

Mindtickle is an integrated revenue enablement platform with robust learning content management capabilities for admins and learners alike.

With Mindtickle, learning and development and enablement teams can quickly and easily develop new learning and enablement content. With Mindtickle’s provided templates, teams can launch a new program within seven days.

Of course, learning and development can’t be one-size-fits-all. Fortunately, Mindtickle facilitates individualized learning.

With Mindtickle, organizations can develop ideal rep profiles, which lay out the skills and behaviors different customer-facing roles need for success. Then, teams can measure each employee against the appropriate ideal rep profile to pinpoint their weaknesses. 

Ideal rep profile competencies

Equipped with these insights, learning and development and enablement teams can easily create individual learning paths for each employee that help them build lagging skills. AI can also suggest learning content based on individual strengths, weaknesses, and preferences.

Mindtickle also provides a simple, intuitive experience for learners. Employees can access all learning and development content – including onboarding, training, reinforcement, coaching, and practice opportunities – all from a single platform. In addition, Mindtickle is mobile-friendly, which means learners can access what they need whenever and wherever they need it.

In addition, Mindtickle provides robust data and analytics to administrators. Learning and development teams can see who is viewing and engaging with learning content – and how they’re engaging with it.

With Mindtickle, enablement teams can also see how the consumption of learning content impacts business outcomes. For example, they can track how a rep’s in-field behaviors are changing and how key metrics – including close rates and sales cycle lengths- are (or aren’t) improving. Learning and development teams can use these insights to optimize their programs for better performance.

Docebo

G2 Rating: 4.2 out of 5

Docebo is a learning platform that focuses on delivering a great user experience for both admins and learners. Docebo enables admins to create new learning content for employees, partners, and customers.

Docebo leverages AI to automate time-consuming tasks such as translations and content categorization. The platform also leverages AI to enable admins to create learning materials quickly.

Docebo offers an integration with Salesforce, which allows businesses to understand how learning content contributes to revenue performance.

360Learning

G2 Rating: 4.6 out of 5

360Learning is a popular learning platform “powered by collaborative learning.” It includes features that make it easy for subject matter experts to collaborate with learning and development teams to create effective learning content.

360Learning can integrate with many other technologies you already use within your organization. One notable integration is with Salesforce, which allows learning and development teams to understand the impact of learning on sales outcomes.

Bigtincan

G2 Rating: 4.3 out of 5

Bigtincan is a sales enablement platform with learning content management system capabilities. Bigtincan aims to ensure that customer-facing teams have access to learning opportunities that prepare them to deliver great customer experiences.

Bigtincan integrates with technologies you may already be using, including Salesforce, Salesloft, Microsoft Teams, and Gmail. In addition, the platform provides robust data and analytics to help you understand consumption and impact.

The Right Technology for Your L&D Program

Ready to see why winning revenue teams are turning to Mindtickle to build, deploy, and measure learning content that drives real impact? 

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6 Ways To Increase Sales Acceleration

Helen Waite on August 6, 2024

Whoever coined the saying “time is money” probably worked in sales. When sellers are more productive, they can close more deals faster.

Of course, it’s not all about speed. Sales reps must strike the right balance between speed and quality of customer interactions.

That’s why sales acceleration makes so much sense.

In this post, we’ll explore how sales acceleration can help you grow revenue – and six key ways you can increase sales acceleration at your organization.

What is sales acceleration?

Let’s define sales acceleration and explore its implications for your company and your customers.

Sales acceleration is the process of improving your approaches and strategies to move prospects through the sales funnel more efficiently.

Sales acceleration is a classic win-win scenario. For your company, it means more deals and fewer resources expended. For your customers, it means less wasted time and a better overall experience.

Does sales acceleration help grow revenue?

While we’re on the topic of old adages, we should address another one: What happened to “slow and steady wins the race”?

That’s not the case when it comes to sales acceleration. Sure, you don’t want your reps to rush through sales discovery calls or other customer interactions, but one of the best ways to grow revenue is to take your time and use it more effectively. Sales acceleration allows you to identify better and take advantage of existing revenue opportunities.

For example, say you use one sales acceleration strategy: lead qualification. When you qualify leads before contacting them, you save time on people who are likely to buy and get better results from the same amount of resource expenditure. This leads to more revenue because you’re focused on leads that show proven interest or receptiveness.

And the faster, the better. Lead qualification success is reduced 10x when reps wait longer than five minutes to respond to a form fill or inquiry. At anything over 10 minutes, that decrease in success jumps to 400%.

Lead qualification is reduced

when reps wait more than 5 minutes to respond to a form fill
0 x

The same idea applies to all sales acceleration tools and strategies. The time, resources, and leads are out there; sales acceleration improves revenue by cutting waste and putting your focus in the right places.

6 tips to increase sales acceleration

Ready to accelerate sales? Here are just a few tips to get you started:

#1: Use the right tools

Sales acceleration tools help your reps know what to say, show or send, giving them the visibility necessary to determine which deals need particular attention. For example, the best sales acceleration software allows you to keep track of details such as:

  • Whether prospects are mentioning your competitors
  • Whether deals are multi-threaded
  • What messaging is used on calls, and whether this aligns with your most up-to-date recommendations

Based on this information, sales acceleration tools can surface the best training solutions and identify top revenue-driving content, helping move deals forward. This could include building digital sales rooms to set up a mutual action plan.

#2: Improve your sales onboarding and training

To accelerate sales, you need to build out your onboarding and training materials with processes that clearly connect to real-world scenarios. One of the best ways to do this is to deploy sales plays with all necessary information — including everything a rep needs to say, show and do — to sell a new product or build relationships with particular personas.

To make these trainings even more effective, consider using clips from recorded calls or top practice sessions — and don’t forget to make this content available on-demand in a training or onboarding library. 

#3: Get more from your notes

Instead of having reps waste valuable time — and potentially distract themselves — by taking notes on calls, use sales acceleration tools to automate notetaking, transcribe communications and gather voice-of-market insights.

This doesn’t just make it easier to learn from every interaction and identify areas for improvement; it also helps you uncover trends that enable reps to choose the right messaging at the right time. They’ll have what they need to use revenue-driving content to win more deals.

#4: Foster better deal collaboration and coaching

To accelerate sales, perform accurate revenue forecasting and more, you need clear communication across multiple roles and departments. Fostering this collaboration requires smoothly sharing the most important content.

For example, have your Business Development Representatives (BDRs) share call snippets with reps and reps share call snippets with Sales Engineers (SEs) and Customer Success Managers (CSMs) to make hand-offs simpler and more effective. You should also empower managers with a coaching workflow based on real data from multiple sources. This enables them to see how healthy their team’s deals and calls are — plus, they can make actionable plans to coach at key intervals.

#5: Consolidate everything

From data and background information to training material and sales enablement content, reps can juggle a lot when navigating a single call or communication. Give them access to everything they need, but don’t overwhelm them with unnecessary or poorly organized information. Instead, provide a more streamlined user experience to reduce clicks and save time. This makes reps more agile and better able to respond in unfamiliar scenarios, but it also speeds up prospect communication and makes your sales funnel faster and simpler.

#6: Adjust your sales acceleration strategy regularly

A sales acceleration strategy depends heavily on best practices, up-to-date messaging, new sales enablement materials, and even the latest version of your sales acceleration software. That means there are a variety of changes that can impact your strategy.

For example, you should track whether sales processes and methodologies are adopted. This can change everything from return on investment (ROI) to sales performance and revenue, so it has a big impact on sales acceleration. 

Say you use MEDDPICC — a sales qualification methodology that stands for:

  • Metrics
  • Economic buyer
  • Decision criteria
  • Decision process
  • Paper process
  • Implicate the pain
  • Champion
  • Competition 

To ensure you get the most out of every MEDDPICC idea or approach, you should have a MEDDPICC score based on how much information you can provide. You would also have a playbook with best practices and practical guidance, plus training, daily sales report (DSR) templates, and a Mutual Action Plan developed with this methodology in mind. 

Benefits of implementing a sales acceleration strategy

Once you’ve implemented all the right tips and your sales acceleration approach is well underway, you could start seeing benefits around every corner. For example:

  • Filled quotas: With a solid sales acceleration solution at your reps’ fingertips, more of them can achieve their quotas faster. That means more deals won, more experience with different persona types, and more revenue.
  • Better wins: Bigger, better, faster wins are possible using the right sales acceleration tools. You’re connecting dots to streamline experiences, improving the deals, not just the processes that build them.
  • Smoother hand-offs: A completed deal is a product of multiple teams and departments. Sales acceleration makes it smoother and quicker to communicate key points and create better internal and external experiences.
  • Reduced churn: Grow your customer base and reduce churn simultaneously. It’s all possible thanks to better processes and more prepared reps.
  • Scalable sales motion: Make your sales motion repeatable and scalable with best practices, training, and other sales acceleration solutions. 
  • Adoption: Accelerating sales allows you to more easily adapt your sales process and methodology to a “win every stage” approach. This also means improving your stage-to-stage conversions.

Types of sales acceleration tools

There are various tools in the market to help with sales acceleration. Let’s take a closer look at some of the common types of sales acceleration tools.

#1 Prospecting tools

Prospecting is foundational to the sales process. After all, if you can’t find the right prospects, you won’t have anyone to sell to. Prospecting tools allow you to find and contact prospects who are a good fit for your product or service more effectively.

#2 Lead scoring tools

Sellers only have so many hours in the day. You want them to spend their time with prospects most likely to convert. Lead scoring tools help revenue teams identify which leads are the most valuable.

#3 Contact management tools

Contact management tools help revenue teams keep track of details for their current and prospective customers.

#4 Activity tracking tools

Each deal has several moving pieces. Activity tracking tools enable sellers to keep track of all their interactions with prospects.

#5 Revenue enablement tools

Sellers need the right tools, training, and resources to be effective and efficient. An integrated revenue enablement platform like Mindtickle provides sales teams targeted training, personalized coaching, and real-time insights. Our integration of conversation intelligence and ability to set and track challenging yet achievable goals ensures a complete approach to driving sales success.

#6 Sales dialers

Sales reps spend a large portion of their time making calls. While these calls are necessary, manually typing in hundreds of numbers is tedious and time-consuming. Sales dialers are a sales acceleration tool that automates outbound calling.

#7 Sales engagement tools

Modern B2B sellers expect tailored communication and experiences throughout the purchase journey. However, meeting these expectations and effectively engaging buyers is time-consuming.

Sales engagement tools automate communication with prospects. With the right tools, sellers can deliver personalized, targeted outreach at scale.

#8 Sales forecasting tools

Accurate forecasting is important. The right sales acceleration tools empower teams to create more accurate forecasts. In addition, these tools can flag at-risk deals so sales managers can step in to provide guidance and coaching to improve the deal’s outcome.

Start accelerating sales today

A sales acceleration solution may sound like a significant shift, but it doesn’t have to be. All you need is a platform that can integrate your processes and data.

Mindtickle is more than sales acceleration software — it’s a single home for all your sales enablement, training, coaching, and enablement content and solutions. You can even share sales data with other teams to improve collaboration and further support the customer experience.

Start Accelerating Sales Today

Set up time to see how Mindtickle combines enablement, training, coaching, content, and conversation intelligence to help reps win deals faster.

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This post was originally published in May 2023, updated in December 2023, and again in August 2024. 

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