Solving the Right Sales Enablement Problem

Posted by Julie Zisman on Apr 17, 2014 4:00:00 AM

On April 3, we participated in Demand Metric’s Sales Enablement Summit. For our event session, we partnered with Matthew Penzone at Infraredx. In his recent blog post, Matthew identified three areas where he could empower the sales organization by using Showpad and tablets.

  • Dealing with a hyper-educated buyer in a highly regulated industry
  • Showcasing sophisticated content in a short window
  • Pushing content to market faster in an easy way

Even outside of our session, the event was a full day of learning about new solutions, models and how to align cross-team efforts for a more productive sales organization.  With a plethora of solutions and platforms available how do you prioritize where to make an investment as effectively as Matthew Penzone did?

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Selling the Future

Posted by Guest blogger: Matthew Penzone, Infraredx on Apr 15, 2014 8:03:09 AM

infraredxproduct

Today’s frantic pace of technological development means that more marketers and sales people are finding themselves in the unenviable position of selling customers on the importance of cutting edge, yet not quite fully understood technology. This problem is not new. For years you have been hearing about challenge of moving your customer base beyond the forward-looking, early adopters and breaking through to the mainstream. The challenges will vary by product and industry but I’ve found that the problems of selling a product that is midway through the transition from novel to needed often fall into three categories.

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Showpad Leads the Entrepreneurial Way

Posted by Pieterjan Bouten on Apr 11, 2014 2:15:00 AM

In four short months, this year has already been pretty incredible. Showpad has grown incrementally and opened US offices in both San Francisco and Portland. We're  making sales teams at our 450 customers around the world more productive and helping them achieve their revenue goals. 

This morning we were notified that we will be representing Belgium in The Next Web’s European Tech5.  The Tech5 is a initiative to identify the fastest-growing tech startups in Europe.  This honor means that we are the fastest growing start-up in Belgium.

While this is a great achievement on its own, it actually puts us in the Amsterdam ‘final’ at The Next Web Conference Europe (April 24-25). We’ll be presenting against 7 other fastest growing companies in front of 2,500 influencers, marketers, investors, journalists and thinkers from the tech world. 

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Making a Mobile Workplace - Sales Enablement

Posted by Louis Jonckheere on Apr 1, 2014 9:54:00 AM

Last week, I participated in a webinar with with Russell Wurth of Accuvant and David Needle of TabTimes. We had an excellent roundtable discussion on the state of mobile in sales enablement. In retrospect, the conversation mirrored how the space is maturing.  

Sales enablement has been around for a long time, but mobility is breathing new life into the space and creating new opportunities.  TabTimes, editor, David Needle, started our conversation by identifying a few key market trends. It’s no surprise that sales teams are using tablets.
 

  • In 2012, Corporate Executive Board had already identified that 75% of companies are already using tablets to support sales or plan to begin using tablets within the next 12 months.

At Showpad, we rarely have to coach prospects on a corporate tablet purchase versus BYOD anymore. We agree with David that most companies are more interested in understanding how to drive productivity from mobile sales enablement solutions. 

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The evolution of sales conversations reflected in stock photography

Posted by Anabel De Vetter on Mar 20, 2014 1:28:00 AM

Last month, a Mashable article about how Sheryl Sandberg’s LeanIn.org launched a large collection of powerful, positive stock images of women, caught my attention.

Reading the article, I realized how stock photography often presents a cliché view of the world. As a marketer for a sales tool, this made me wonder how sales reps are perceived in stock photography. A quick search brought up some very cringeworthy pictures, but also taught me what I already knew: tablets are bringing back face to face sales conversations.

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Marketing, Sales and the Tablet

Posted by Anabel De Vetter on Mar 10, 2014 10:04:00 AM

 

Mobile sales enablement is all about making sure that relevant content is pushed to the right sales person at the right time and in the right place, with the end goal of creating or maturing a specific sales opportunity.

How do organizations achieve this? Simply providing sales reps with tablets, will not magically increase productivity.

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Top 5 Strangest Meeting Locations - What Is Yours?

Posted by Anabel De Vetter on Mar 5, 2014 1:03:00 PM

Nowadays, business is conducted anywhere and anytime. Just walk into any coffee shop to find at least one meeting taking place. Sales people especially are having sales conversations everywhere, anytime, and need to be ready to talk to educated buyers at a moment's notice in non-typical sales environments. 

Restaurants, airport terminals and car parks might be the most common places outside of the office to meet up with business partners, but people are getting increasingly creative. A roller coaster, a baseball park and even a slaughterhouse are some of the more exotic places where executives

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Tablets At Work In Construction: Best Practices to Use a Sales App

Posted by Bartel Van Herreweghe on Feb 28, 2014 6:16:00 AM

One of the biggest challenges the construction industry faces, is that potential buyers often compare quotes and estimates from different vendors before deciding. 

Presenting your company professionally and with all information at hand, helps you establish trust and gain competitive advantage.

But how do you go about this?

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3 Tips To Spring Clean Your Sales Enablement Content

Posted by Anabel De Vetter on Feb 27, 2014 2:42:00 PM

Here in Belgium, spring is just around the corner. There's no time like the present to go through the material that your sales team uses in sales conversations, and give it a good cleaning.

Sales content is a very important aspect of marketing and sales alignment. When neatly organized and up-to-date, sales enablement material will be used more frequently and drive a better return on the marketing content investment.

 

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3 Key Takeaways From the Annual Global Pharma Salesforce Effectiveness Forum

Posted by Renout Van Hove on Feb 21, 2014 8:41:00 AM

 

Sales is a tough job, and sales in pharma is perhaps the toughest of them all. 

Last week, I attended the prestigious Global Pharma SFE Forum in Austria, hosted in the iconic Imperial Riding School Hotel in beautiful Vienna. One would expect the empress of Vienna to come waltzing across the hall any minute.

The empress wasn't there, but I did meet a lot of sales effectiveness leaders from the pharma industry, and here is what I learned...

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