Category: Enablement - Winning by Design

Julie Weill Persofsky In Marketing, Enablement, GTM, Remote Sales & CS

The Rise Of Customer Success As a Profit Center

Co-authored by Jacco van der Kooij This paper examines how the Customer Success (CS) function represents an untapped area of opportunity for B2B companies. It explains how to update the Customer Success model to avoid lost revenue and profits, and how to achieve exponential growth by delivering greater customer impact....

Jacco van der Kooij In Marketing, Enablement, GTM, Remote Sales & CS

Rethinking the SKO

Modernizing from Sales Kick Off to Revenue Kick Off for more impact Companies are beginning to evolve and modernize their SKOs - turning them from one-time, entertainment-focused events into more impactful, recurring events throughout the year For sales teams, the annual sales kickoff (SKO) is a well-established tradition, and typically...

Jacco van der Kooij In Enablement, Sustainable Growth

Enablement stacks for sales organizations

An enablement stack helps sales organizations achieve greater results by providing them with a larger knowledge base, content library, and coaching to rely on and reference during the sales process. During the early phases of growth, organizations should develop, implement, and update key enablement tools such as the content journey,...

Ryan Cahill In Enablement, Training

Training is the Key to Sales Growth

Training is the Key to Sales Growth The Point: In an age where product differentiation is narrow and nuanced, the capabilities and performance of your sales team makes up the rest of your competitive differentiation. Investing in training is not only the fastest way to create value for the buyer,…

Jacco van der Kooij In Enablement, Training

How to Tell a Story – 3 Steps to Maximize Impact

One of the most powerful sales skills you can master is storytelling. When you share how you helped someone with similar challenges, you are more persuasive than just telling them you can help. A story helps plant an idea that can change their mind or open them up to…

Jacco van der Kooij In Enablement, Remote Sales & CS, Training

Effective Email Part 1: How to Write Killer Sales Emails… At Scale

Cold calling. Social selling. If you’re growing weary of the “debate” in this space, you’re not alone. Reality check: if you want to be successful, you need to use every tool you have at your disposal. The arguments for or against this or that technique are a load of crap….

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