You’ve probably heard of sales enablement, but you might wonder what it means exactly. I think of it this way: if you work in sales, any tools, processes, or systems you use to become more efficient and productive at your job are part of sales enablement. Another way to look at it, according to Forrester, is that sales enablement is: "a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system."Read More
Are YOUR clients aware of how much YOU do? When the Acadia team talks with our clients, we like to make sure they're aware of the value we bring to their organization. Too often, we might be thought of as "just the people that make calls," but Acadia benefits them in other ways as well. For example, sometimes larger companies with sizable sales teams find it difficult to see how we can help, especially with demand generation. We tell them the truth - no doubt, their sales team does a bang up job identifying and closing big deals. However, it takes a lot of work to uncover, nurture and close a small opportunity. That's where we come in, and we try to convey this message. Are you finding your niche and conveying your message?Read More
Welcome to 2015! The excitement of a new year brings with it thoughts of new beginnings and new challenges. One of the challenges I find myself facing each new year is getting past the post-holiday blahs.
You know what I mean. Between Thanksgiving and the New Year, many of us enjoy spirit-lifting togetherness with friends and family. This good cheer typically extends to the workplace as well, and we all want the feeling to go on forever.Read More
Sometimes inbound and outbound need to go to “couples therapy” and seek counseling. As we all know, there can certainly be areas of disconnect between sales and marketing. With outbound and inbound efforts taking place simultaneously, this gap can actually be worsened unless rules of engagement are put in place on how to manage the newly generated opportunities. The same areas which might need improvement in any relationship might apply to our marketing marriage.Read More
For anyone in the B2B, sales leads management world, it’s always a good time to think about what you can do to better serve your clients. You may have previously read about thinking outside of the box, especially when faced with challenging sales campaigns. One way to do that is to provide excellent Business Intelligence, also known as “BI.” One way to define Business is “the ability to transform raw data into meaningful and useful information for business purposes.” **
Any lead development rep should strive to provide Business Intelligence (BI) by probing for additional information regardless of whether or not you’ve obtained a lead. In fact, Business Intelligence can provide the most benefit when you do not get the lead.Read More