Very few (3%) buyers find salespeople “trustworthy.” Kwesi Graves, Sales Manager at LinkedIn, wants to change the perception of people in his profession.  To do that, he champions a methodology called “buyer-first selling” for his team of reps. He prioritizes quality over quantity in his team’s outreach strategy. He also emphasizes the importance of figuring out the buyer’s context, encourages his team to spend more time researching than reaching out.

Check out the 2021 Sales Enablement Report to learn more.

In our recent 2021 Sales Enablement Report, we saw that 65% of sales teams that outperformed revenue targets in 2020 had a dedicated sales enablement team or function at their company.

Chris Pope, Director of Sales at Crayon, also believes that sales enablement is a critical function for any business. He believes that sales teams should prioritize it at every level - from the leaders down to the reps, and, in this video, he talks through his tips to make it more effective.

Check out the 2021 Sales Enablement Report to learn more.

According to Bryan Elsesser, the former Sr. Director of Sales at Aircall, 71% of salespeople are fatigued this year. Fatigue is a difficult problem to address, especially on a team where metrics are so important, but it’s not impossible. After landing in sales development, Brian now focuses on the earlier stages of the sales cycle -- identifying and connecting with leads. He talk about what he’s learned managing his sales team and how you can help your own sales team stay productive during a time of change.

Check out the 2021 Sales Enablement Report to learn more.

Sales leadership is a difficult job in general. Especially in the middle of a pandemic. But at the end of the day, sales teams are still responsible for driving new revenue growth. So how should sales leaders approach 2021?

Suzie Andrews, CEO of Stark Associates (Sandler Training licensee), talks through how sales leaders should approach thew new norm and how sales reps can grow into the best sales leaders.

Check out the 2021 Sales Enablement Report to learn more.

Sales teams are getting access to more advanced analytics than ever before with improving technology. And what perfect timing for that tech to improve, because detailed and focused analytics are crucial for leading a remote sales team. Reliable analytics can help managers focus their weekly check-ins with reps, higher-level leaders focus on high impact opportunities, and give the C-suite visibility into the health of the sales org.

Annelies Husmann, Head of Enterprise Sales over at Gong, sat down to tell us how she's managing her remote team and how she adapted to the changes in 2020.

Check out the 2021 Sales Enablement Report to learn more.