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Ellivate Consulting

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24.01.2022 Here is a great article on how organisations are failing to create the right framework to ensure senior leaders in sales are receiving coaching. So often in sales enablement we focus on the frontline seller but are you doing enough to support the coaches? Do they have the necessary skills and more importantly are they not able to grow further through coaching?... Should your organisation be rethinking its sales enablement priorities to put a greater emphasis on the development of your leaders? https://buff.ly/3naSthP #sales #salesoperations #salesenablement #coaching

24.01.2022 It can be difficult to shift from developing amazing new technology to needing to get it to market with a sales team. For many selling is unfamiliar, but in this article some of the fundamentals are discussed from the importance of prospecting to having a clear value proposition. Creating a great product is only part of the story if you cannot build the capability to sell into your target market. #sales #salesenablement #salesoperations

23.01.2022 An interesting article on the importance of having a diverse range of prospects when building your sales funnel to help manage the required growth of a start up. The balancing act of focus vs not having your eggs all in one basket. I believe there is a fine line here from not having sales reps having a clear targeted territory plan and spreading prospecting to wide to being so targeted that a particular event out of your control impacts your whole funnel and ultimately reve...nue. How are you creating balance across your sales funnel? #sales #salesenablement #salesoperations #salesfunnel

21.01.2022 Leading indicators, lagging indicators, sales activity, revenue, cross sales - what metrics do you include in your sales teams targets? #sales #planning #salesoperations #salesenablement #ellivateconsulting #scaleyourbusiness #salesresults #measuring #goals #salesgrowth #salesactivity #salescalls #revenue #crosssales

19.01.2022 How is your business using chatbots to aid both sales and service conversations with prospects and customers? Here are 12 examples of how organisations have leveraged chatbots and the amazing results they have achieved. #customer #sales #salesenablement #customersuccess #chatbot... https://buff.ly/3krjiNb

19.01.2022 Sales enablement is still a term that can mean many different things to different people but here are some clear benefits from sales enablement including greater alignment of sales and marketing. Just as importantly a well established sales enablement function and program can help improve the capabilities of your front line team and reduce onboarding time of new hires. If you are yet to establish a sales enablement function and program in your organisation, make 2021 the yea...r to do so. https://buff.ly/3nFYcv1 #sales #salesoperations #salesenablement #coaching

18.01.2022 Have you used the right data to help set realistic sales goals for 2021? Having strong external data and as well embedded sales planning best practices go a long way to both ensuring targets at an organisational level are realistic, as well as when these are drilled down to individual sale reps. How has your organisation approached setting sales targets for 2021?... #sales #salesoperations #salestargets #goals

18.01.2022 We are delighted to welcome Niel Isdale to the Ellivate Consulting team as our resident lead consultant on Customer Success and post-sales enablement. Niel brings with him over 10yrs of Customer Support and Success leadership experience and joins us after spending the last two years at LinkedIn, where he embedded a deep operational rigour and customer success discipline. He is passionate about creating and elevating other leaders and individual contributors in achieving thei...r potential, and in helping build teams and businesses. He joins Ellivate Consulting to help our customers in creating, inspiring and driving highly engaged world-class post-sales teams. Niel will focus on the Customer Success process, enablement and in bringing all internal teams together to achieve a shared vision and goal. #customer #customersuccess #salesenablement #enablement

18.01.2022 Do you have mentors and coaches for leaders in your organisation? Their role is more important than ever as leaders need to navigate a whole set of new challenges that have never been faced before. The mental and emotional stress is significant and a coach or mentor can help provide clarity and support. #coaching #leadership #wellbeing

17.01.2022 How are you managing your sales pipeline? From understanding your sales process, using data and having more frequent pipeline reviews there are many things you should be doing. Most importantly if you get this right according to HBR you wills see your growth rate increase by 15%.... #sales #salesprocess #salesenablement #salesoperations #salespipeline

16.01.2022 How often are you meeting with your customers after they have deployed your software into their organisation? As this article suggests, it is likely not being done often enough, yet it provides so much rich content for your teams across the sales process from pre-sales, SDR's, sales and customer success. There are some great suggestions in here to help you.... https://buff.ly/36vtek2 #sales #salesoperations #salesenablement #customersuccess

16.01.2022 Sales is really tough at the moment, but this article provides some helpful insights on some of the mindset challenges sales people can be facing and more importantly some strategies that you need to implement to drive sales performance. The key one for me is discipline - consistently focus on the activities that are going to make a difference and be resilient. It's easier said than done but putting some of these strategies in place are sure to help you. #sales #salesenablement #salesoperations #routines #habits

16.01.2022 As this article suggests, sales enablement creates sales success. Whether it be the tools your teams use, the content you provide them with or the training and coaching these are all factors that you should be considering within your sales enablement program. It's sure to help your team achieve sales success. #sales #salesenablement #salesoperations #crm #training #coaching

16.01.2022 Still not clear on why your organisation needs customer success or the origins of it? Then take a look at the first part of this two part series that explores this. #customer #sales #salesenablement #customersuccess

16.01.2022 This is a great article on scaling a business and what is needed to create high growth. As the article suggests there are many factors that contribute to achieving this and winning major logos early on really help. But to do that you need to have a laser focus on both your sales process and customer success. How are you creating a sales process that will help your business scale and a customer success function that focuses on you existing customers to further grow relationships? #sales #salesenablement #salesoperations #scaleyourbusiness #customersuccess #salesprocess

14.01.2022 This article pretty much nails why sales training so often fails in organisations. Many see sales training as the silver bullet yet training on its own is going to have little impact. It needs to be supported with an ongoing program to embed and supporting coaching needs to be put in place. If your organisation thinks training on its own is the solution then re-evaluate whether it’s the only solution or even the right solution. https://buff.ly/3iaDa6I... #sales #salesoperations #salesenablement #coaching #salestraining

13.01.2022 Having clear targets between each of your frontline teams is critical - do they understand how their actions and activity affects their colleagues? #sales #marketing #customersuccess #salesoperations #salesenablement #ellivateconsulting #scaleyourbusiness #measuring #goals #salesgrowth #alignment #targets #salestargets

13.01.2022 How many of these 11 gaps ring true in your business? Organisations are starting to identify a number of challenges across their sales functions following the pandemic that include processes, capabilities and strategy. These need to be quickly identified and fixed to ensure the business cannot only scale and grow but first of all survive!!! Which if these are you focused on?... #sales #salesoperations #salesenablement https://buff.ly/2YsOXoi

13.01.2022 A short article to get you thinking about how you need to adapt your sales process and conversations post COVID. With the change in working from home and buyers decision making process changing how are you adapting? #sales #salesprocess #salesenablement #salesoperations #buyers https://buff.ly/3kIxVvB

12.01.2022 An interesting approach to sales enablement. I certainly agree with the areas of focus although they are quite broad. You should definitely be considering all of these in your sales enablement approach. I personally like to use the terms sales operations and sales enablement to define many of these areas of focus. How are you enabling your sales reps?... #sales #salesoperations #salesenablement

12.01.2022 Sales enablement from a marketing perspective - How are marketing leveraging sales enablement in your organisation to support sales and drive greater alignment? #sales #salesoperations #salesenablement #marketing https://buff.ly/2G6ZUFv

09.01.2022 How often is your sales team discounting in the current economic climate? If they are, it's likely they have failed to show the value in the solution. Here is a great article that highlights how the lack of sales process can impact this and the importance of identifying customer pain points to highlight the value of your solution. If your team are discounting, review your sales process and identify where they are failing to show value.... #sales #salesenablement #salesoperations

08.01.2022 One of the most significant elements in helping a business get to know its customers is their data. Here are 13 key data points that you should be capturing from your customers. How many of these are you collecting? #sales #salesenablement #salesoperations #customer #data #marketing

05.01.2022 I'm passionate about sales playbooks and ensuring they are a dynamic tool that is continually updated and evolves. Here is a perfect case study of how an organisation lives by this - Arrive Logistics have developed a sales playbook that has become part of their companies DNA. How are you helping your sales reps grow and develop and more importantly become more effective in their roles?... #sales #salesoperations #salesenablement #salesplaybook

04.01.2022 Here are some great specific examples from organisations around how they use sales playbooks. We are really passionate about sales playbooks but as many of these examples call out it needs to be an evolving document that continues to change with the organisation. Sales playbooks can play an important part in onboarding and enabling new hires as well as sharing best practice in a business. How are you using sales playbooks in your organisation?... #sales #salesoperations #salesenablement #salesplaybook https://buff.ly/2SxojqW

04.01.2022 Your organisation may well have a wealth of marketing qualified leads (MQL's) but what's the likelihood of these becoming a customer? This is where your sales development reps (SDR's) come in to try to weed out low-quality leads by asking qualifying questions and applying other sales development tactics. In order for your team to send quality leads who are thoroughly vetted to your account executives to close the deal, they need great tactics they can use every time they addr...ess a prospect. Here are 10 strategies that should be built into your SDR's activities to ensure you get high quality leads to your Account Executives. #sales #salesenablement #salesoperations #sdr https://buff.ly/2YcVR0P

04.01.2022 Goal-setting can help improve employee engagement in a way which elevates performance and benefits organizations bottom lines. We see this all the time with our customers as we guide them through their own planning cycles! Ellivate Consulting kicked off the year with our own workshop to focus on our messaging and branding to help us deliver on our own goals and targets for the year. We know who we are, WHY we do WHAT we do, and that we are unique in HOW we work. Now we move... to start creating and sharing more of our story for with our partners and future prospects. Have you locked in your business OKR’s, targets and goals yet? It’s not too late to get started! What are you focused on for this year? #leadership #gotomarket #Sales

03.01.2022 How is your organisation using AI in customer experience and customer service. I particularly like the focus here on not improving the result such as NPS (Net Promoter Score) but on the customer outcome such as first contact resolution. #customer #customerexperience #customerservice #customersuccess

03.01.2022 Here are several key elements that you should be considering as part of your sales enablement strategy. From analysing your sales process, lead generation analytics, content creation to automation and use of technology. All are critical to your sales enablement efforts and driving the success of your sales team. #sales #salesenablement #salesoperations... https://buff.ly/32OH3Zk

03.01.2022 Want to know why your organisation needs customer success and how it improves customer retention for you organisation? Take a look at the second part of these 2 part series on customer success. If you missed part 1 of this article then take a look at yesterdays post #customer #sales #salesenablement #customersuccess

03.01.2022 Here are some pitfalls around sales enablement and areas you should focus on when rolling out sales enablement into your organisation. Misalignment of teams, failure to focus on the customer or lack or strategy can all contribute to a sales enablement program failing. #sales #salesoperations #salesenablement... https://buff.ly/33yRwb9

03.01.2022 How productive are your sales reps? Probably not as productive as you think but do you know what is getting their way from spending more time prospecting and selling? Here are several factors to consider and how best to use data to understand your rep productivity.... #sales #salesprocess #salesenablement #salesoperations #salesproductivity https://buff.ly/2XVsqQy

02.01.2022 I had the pleasure of this view and location for the past two days, which I spent with one of my clients. Views like this get the creative juices flowing. As well as having some powerful conversations around the future strategy, we also used the time for some team building. ... We took the opportunity to support the wildlife of NSW by building and decorating ten nesting boxes to help in areas impacted by the bushfires earlier this year. How do you look to change the setting for your team meetings to help collaboration and strategic thinking? #strategy #teambuilding #teamwork #collaboration

02.01.2022 Many of us are finalising our teams targets in January for 2021. How do you go about setting your sales targets - Is it a motivator or demotivator? Are the targets you are setting for your team stretching, yet achievable? If you get this right you will be setting your team up for success in 2021.... #knowyourcustomer #sales #planning #salesoperations #salesenablement #ellivateconsulting #scaleyourbusiness #salesresults #measuring #goals #salesgrowth #salestargets #motivation

02.01.2022 An interesting article on the difference between sales operations and revenue operations. Is there a difference? Is it just the latest hip term that organisations are jumping on? This article goes some of the way in explaining the difference and how revenue operations is taking a multi-functional approach. #sales #salesoperations #salesenablement #revenueoperations... https://buff.ly/31PmQkY

01.01.2022 Sales enablement is still a foreign term to many and as this article suggests those who are familiar with the term will have different definitions. Setting up a sales enablement function in your organisation can be daunting, however there are some great suggestions here on how you can best approach this. https://buff.ly/3i6c0hf... #sales #salesoperations #salesenablement