Sales Enablement Insights

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How to Master The Consultative Sales Approach in 6 Steps

The modern B2B buyer doesn’t need a salesperson to sell them a solution. In fact, they’re more willing than ever to conduct their research. For most buyers (77%), the first step is to do their research once they’ve identified a need. Less than one quarter (23%) choose to speak to a salesperson first. 
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ADPPA 2024: Transforming Email Marketing Laws

The American Data and Privacy Protection Act (ADPPA) will change how you market to your leads and how your leads respond to your marketing efforts. On the surface, it’s a good law designed to ensure deep-seated data privacy rights for all Americans. However, it significantly burdens complying with data collection and usage restrictions. While large corporations can handle that burden, small and medium-sized companies may disproportionately feel the weight of those new regulations.

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How to Maximize Your B2B Sales Funnel in 7 Steps For 2024

In today’s fiercely competitive sales landscape, it’s more important than ever to optimize your B2B sales funnel. A robust sales funnel isn't just a nice-to-have — it's a must-have — especially if you want to increase conversions and make your business more profitable in the face of rising costs. 
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Unlock Growth in 2024 with Sales Pipeline Automation!

2024 promises many things, including more AI, changes in the business marketplace, and ever-increasing competition. What does that mean for your small to medium-sized business? You need every advantage you can get.Automating your sales pipeline is one of the most effective ways to improve sales performance and drive revenue. We’ll show you how in this blog post.
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The Art of Sales Negotiation: Transform Every "No" into a Resounding "Yes" with These Winning Strategies

In many of our blog posts, we discuss sales enablement and its potential to help your sales team increase its closing ratio. But there are specific skills that a salesperson must acquire on their own, including negotiation. A confident negotiator can turn a "no" into a "yes" by learning and then mastering the art of negotiation. We’ll show you how in this post.
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The Sales Process Roadmap: The Ultimate Guide to Transforming Your Sales Strategy

Closing sales is harder than ever. Highly educated consumers are the norm, competition is global, and budgets are tighter. There is no room for error. In this environment, you need a sales process roadmap.A sales process roadmap serves as a guide and strategic plan that outlines the steps your company must take to turn leads into prospects and prospects into long-term clients. Your SPR (Sales Process Roadmap), can provide a structured approach to engage with your leads, qualify them into prospects, then convert those prospects.

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Sales Battlecards The Secret to Close More Deals

In sales, every advantage matters, and battlecards can give you that advantage. Also called one-pagers, sales battlecards are single-page documents that provide your sales and client service teams the information they need to win deals that would otherwise go to your competitors. This post will show you what they are and how to create your own battlecards.

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Workforce Optimization: How to Boost Profits and Create a Happier, More Productive Workplace

Experts agree that empowering your employees with workforce optimization can help you achieve long-term success in your business. But how can you empower your employees, and what does that really mean? In this post, we’ll explore the powerful benefits of empowering your employees with sales enablement and how it can transform your teams to create a more productive and profitable company.

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Sales Audits: A Comprehensive Guide to Improving Your Sales Process

Even companies with the best sales processes need to understand what’s going on behind the scenes. That’s where sales process audits come in. Sales audits help identify areas where your company is doing everything right and areas where you need improvement. Quantitative and qualitative information is generated, allowing your management team to plan based on data, trends, and evidence.
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15 Sales Discovery Questions Your Reps Should Ask

Discovery isn’t just the first part of the sales process. It’s often the most critical part of the sales cycle. Here, sales reps uncover information they can use to improve and personalize the buyer journey. It’s also the time when they can qualify leads, separate the wheat from the chaff, and ensure they focus their time and energy on the prospects most likely to convert.
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The Psychology Behind Sales Objections and How to Navigate Them

Sales objections — are often the bane of many a salesperson's existence. Yet, these objections can become intricate puzzles underlined by psychological factors. Delving deeper into the sales strategies, one realizes that understanding and addressing these objections is about unraveling the human psyche.
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Sales Enablement Content: The Secret Weapon to Boosting Your Sales and Customer Service

In sales, content is king. Your business can close more deals and increase customer satisfaction by creating and leveraging the right sales enablement content. But what is sales enablement content, and how can it benefit your business? Sales Enablement content refers to any content created by a company to help leads and clients understand how solutions can benefit them. Additionally, this content enables the sales and client service teams to follow every step of the buying journey.
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Is a Sales Enablement Strategy right for you and your company?

“Is sales enablement right for you and your company?” Sales Enablement is the process of giving your sales, client services, and marketing teams the tools, training, content, and techniques they need to follow the buyer's journey to close deals faster and give far better customer service. It helps your teams stay up-to-date and well-trained with best practices in your industry.

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Top 4 Sales Models & How to Pick the Right One For Your Business

Without the foundation, your house wouldn’t be able to stand, as something crucial is missing. The same is true for sales. Your sales model is the foundation on which your sales strategy is built. It’s the solid base that holds everything together.

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Grow Your Software Sales with Sales Enablement

Selling software can be a challenging task. Training salespeople who may not fully understand the technology behind the software requires significant effort. However, the bigger challenge is for those same teams to explain the software's technical aspects to decision-makers discussing meaningful solutions rather than features. Using sales enablement can help your team overcome these challenges in your sales process.

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Yes, You Need Sales Scorecards. Here’s How to Make Them Effective

Do you want to keep your sales reps motivated and on track? Of course, you do. That’s why, when it comes to sales scorecards, the question is how to make them effective, not whether you should have them. A good sales scorecard can motivate your team, keep them accountable,and show your sales managers where they can improve processes. But if you want to maximize the value you get from sales scorecards, then you need to do more than the bare minimum.

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How to Close More Deals With the 7 Sales Pipeline Stages

Long-term contracts and business-to-business sales are a complex process, often involving many stakeholders. Sales teams often need to build influence and gain ‌consensus over a long period of time.To boost sales and revenue, businesses have operationalized the sales process, allowing them to better understand each point of contact with the customer. Since each business has a unique sales cycle, they also need to customize the stages to their industry and customer base.

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Essential Sales Skills for Sales Teams

Skilled sales teams play a pivotal role in today's dynamic business landscape. They hold the key to success, closing deals and standing out in a competitive marketplace. So, what sets successful sales teams apart? Essential sales skills are the foundation of their victories.
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The Power of KPIs: Measuring Success in Business

The term "KPI" is commonly used in business meetings, but what does it mean? KPI stands for Key Performance Indicator. Your KPI is a way to measure success or failure.You can use your KPI to identify areas of strength and weakness in your company and then use that data to determine the necessary course of action. In this article, we’ll show you why you need KPIs and how to start designing your own.
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Master the Art of Closing Deals in 2023

Towards the end of the sales process, there’s often a moment when a deal hangs in the balance. Even if your product is a match made in heaven for the prospective client, it doesn’t take much to stop a deal from happening — a delayed response, focusing on the wrong features, or misunderstanding the client’s use case. Seemingly minor missteps like these can often stop your sales team from closing deals. o top things off, your sales reps can do nothing blatantly wrong and still have a poor closing rate. Getting prospective clients from “interested” to actually signing on that dotted line is a delicate
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How a CRM with Sales Enablement and AI Can Boost Your Sales Performance

Integrating your CRM system with Sales Enablement processes will engage your teams and help them reach their full potential. With the ability to follow and respond to every stage of the buyer's journey, you’ll enrich your sales processes, close deals quicker, and become a more productive organization. Take your CRM data, client relationships, lead management, and team motivation to the next level and watch your business increase market share and revenue.

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What Is Lead Scoring?

As a salesperson, you need to treat every lead equally, without bias. Still, we can see that as a lead progresses through the pipeline, not all leads are the same. Some leads are more likely to close, and others are less likely. Lead scoring can help identify higher-quality leads. By focusing on these leads, sales teams can use their time and resources more effectively and achieve better results.

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How to Create a More Productive Sales Team

Sales is a funny old profession. Even the most hard-working reps rarely spend most of their time actually selling. In reality, they probably spend less than half of their working day speaking to prospects. That’s not to say that your reps aren’t performing. We bet they are. But it does mean there's significant room to make your team more productive. Whether that’s by giving them the tools to be more effective, or helping them to spend more of their day on the phone, there are several strategies you could implement today.

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What is a Sales Pipeline and Why You Need One

Many sales teams and their managers are familiar with the concept of a "sales pipeline." They understand that it is more than just a buzzword that gets tossed around at meetings. But what exactly is a sales pipeline, why is it important for your business, and how has it evolved in recent years with the widespread use of AI and CRMs?
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The Sales Cycle Demystified: 7 Stages to Close More Deals

Imagine yourself cruising through deals, surpassing your monthly sales quota with ease. The road ahead seems smooth and obstacle-free, until the harsh reality hits you‌ — ‌you have no clue what the next quarter or even the next month has in store for you. In the fast-paced world of sales, consistency is the holy grail, but without a tried and tested roadmap - or sales cycle-you're essentially driving blindfolded. While most sales and marketing teams are familiar with the concept of the sales cycle, truly mastering it is an entirely different challenge.
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Sales Enablement Guide

Sales enablement is a powerful holistic process that can help your small or medium-sized business to increase sales productivity, enhance customer service, grow employee engagement, and increase revenue. Our Free guide gives a comprehensive overview of the benefits of sales enablement as well as tips and strategies for starting sales enablement in your organization.
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How to Close More Deals with SPIN Selling

As a sales team, closing deals is vital to success. It’s as simple as that. But in today's fast-paced business landscape, sales success requires a customer-focused approach that addresses their unique needs and challenges. That's where SPIN selling comes in. SPIN selling is a concept incorporated into TigerLRM’s entire philosophy for successful selling. Our CRM can enable your sales team to use optimal SPIN selling techniques.
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What Is Sales Enablement

Sales enablement is a holistic approach to increasing the performance and productivity of sales teams. It provides sales teams with the knowledge, tools, and resources they need to engage and close leads, prospects, and clients. Have you ever wondered why some businesses become far more successful than others, even with similar products? It’s because they use sales enablement.
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Nationwide Business Experiences 50% Increase in Efficiency.

Metropolitan Ink & Toner experiences a 50% increase in efficiency with CRM and Sales Enablement automation. Metropolitan Ink & Toner, a medium-sized office supply company, sought to modernize their order-taking and lead processes to remain competitive. Metropolitan Ink and Toner used paper leads, orders, and notes to track customer orders and interactions. While that process worked for the first few years of the business and provided ample growth, the system became inefficient and time-consuming as the company grew.
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Sales Enablement Services: Save Time and Money

Take advantage of TigerLRM’s Sales Enablement services to get your company’s sales enablement up and running faster. Do you want to enhance, modernize, and make your sales processes more efficient? Then you need to implement Sales Enablement. Maybe your company is too strapped for time, or your current staff is at capacity, and like many small to medium-sized companies, you don’t have the resources to operate a full or part-time sales enablement team.
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How to Create an ICP Your Sales Team Will Actually Use

Frustrated by poor targeting slowing down your sales process? Fed up with reps wasting time on leads who will never convert? An Ideal Customer Profile (ICP) could be the solution you’re looking for. Done right, these profiles help sales reps focus their efforts, stop them from wasting time, and help them close more deals.
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What is “No Lead Left Behind?”

When you read our blogs or other content on our site, you'll see something very important repeated many times. Our slogan of "No Lead Left Behind." No Lead Left Behind is one of the most fundamental sales enablement strategies in any organization.
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How to hire salespeople with a unique recruiting process

It’s been a difficult past few years for everyone in sales, and that will continue to be the case. As part of the “new normal,” far more employees, including salespeople, work from home, and zoom meetings are, and probably will continue to be, a regular occurrence. Regardless, it’s always been challenging to find qualified salespeople. The good news is that skilled talent is still out there. Many companies recognize the value of good employees, and make it in their best interests to stay.
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8 Ways CRM For Small Business Helps Improve the Customer Journey

Customer experience is one of the most important aspects of any business. Companies must ensure their customers' needs are met to build loyalty and trust in their brand.
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How to Overcome Sales Objections in 2023

Are you feeling overwhelmed with sales objections in 2023? With a recession in sight or already here, signing the deal has become more difficult. But there are ways to convert buyers that connect with today's "pain points" and close more sales.
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Sales Enablement Manager For Your Small Business

Almost every large business uses Sales Enablement to increase their closings, obtain higher client retention and satisfaction levels, and increase their bottom line. Small and medium-sized businesses are increasingly adding Sales Enablement methodologies to achieve parity with larger competitors.
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Software With a Service

At TigerLRM, we are more than just SaaS. We are Software With a Service. We are the only CRM designed around sales enablement, built in from day one. And our CRM is free for up to 10 users. We can offer you expert help from our experienced sales enablement team to guide your business to become more effective and close more deals.
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30 Game-Changing Sales Discovery Questions Your Sales Reps Should Ask

There are a lot of questions to ask in the sales world. For this resource guide, TigerLRM put together a list of 30 discovery questions for sales professionals. These examples will empower sales teams to identify needs, understand urgency levels, and show value
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5 Reasons You Aren’t Closing Leads and How To Fix Them

In the sales industry, losses are inevitable. Whether it’s a dip in website traffic one week, or a slump in sales the next, sales teams are constantly caught between highs and lows. What separates a productive sales team and one that isn’t, is simple. The former doesn’t just celebrate the wins, they carefully track and dissect the leads that don’t close, because they want to understand why. This is because they know that there is precious data to extract from nearly every lost lead. Like they say, you don’t win or lose, you either win or learn a lesson
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The Service Side of Sales Enablement

Sales Enablement tools are often thought of as a one-stop solution for sales teams struggling to improve their numbers, but in some cases it’s not that simple. What they don’t mention as often are the sales enablement services that are running around in the background making sure all of those tools are being used to their full potential. Most people can do some great stuff on their own if you hand them the proper tools, but a professional will always have better insight on how to get the best possible results using the same equipment. That’s why teams need coaches and why TigerLRM offers a sales enablement full-service option that is designed to make an already robust
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7 Ways Sales Enablement Helps You Sell More

Not too long ago, the term Sales Enablement didn’t exist. Today, if you search ‘Sales Enablement’ online you’ll get nearly 20 million results. Why the sudden jump in popularity? Why are companies like Twitter, Disney, Cisco, and Pepsi so convinced with the idea of using a Sales Enablement strategy that they are investing critical resources to implement one across all of their sales channels? The answer is simple, because it works
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Step-by-Step Guide for New Users

Welcome to the next-generation of sales enablement! If you are reading this it most likely means you’ve chosen a powerful, end-to-end CRM and Sales Enablement platform to help propel your sales team to new heights. We understand that there are many choices and choosing the right CRM is not always a clear decision, we are confident that you’ll be glad you chose TigerLRM. If you are still trying to decide, stay tuned for some useful information that can help you decide

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Chetu Doubles Win Rates with LRM Automations

Chetu Inc., a global provider of software development solutions and support services, was seeking a tool that could manage their leads, provide sales enablement, and offer a learning management platform, all from a centralized system that their sales team could easily access. Chetu is a highly recognized software development and support services provider
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Why You Need a Sales Playbook

A sales playbook is a comprehensive guide for your sales team that contains everything one needs to know to succeed at your company. It is an easily accessible, living document with categorized and searchable information that eliminates bottlenecks regarding policies and processes while also providing several essential tools
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Sales Enablement : Closing the Knowledge Gaps to Close More Sales

One obstacle that companies are constantly reporting as a hindrance to sales reps' success is gaps in sales knowledge. When it comes to closing these gaps in knowledge, it is crucial to implement a well-defined and formal sales enablement program to serve as the glue that unites sales activities, including sales content management, onboarding and training, product launches, and virtual selling. Companies with sales enablement programs are ten times more likely to hit their revenue targets and have better trained and more confident reps than those without. A sound sales enablement system can keep sales reps on the same page and provide a clear understanding of all sales processes
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Why Businesses Need Sales Enablement Programs In 2022

When it comes to sales performance, business owners often assume that since sales reps are paid a commission, they will be motivated enough to figure out for themselves how to perform at the highest level. However, a commission is not a magical motivational pill that will drive your team members to interpret and adjust to the specific sales processes or the “Do’s and Don’ts” of your sales operations, which is crucial to achieving the highest level of success. In the long run, assuming that a commission is enough to propel your sales reps to reach their full potential is a risky proposition that can hurt both you and your sales team

How to assign a user to become a sales enablement professional in your TigerLRM Dashboard.

To assign a sales enablement user, simply go to Administrator > User Management > Edit User.

Once you are on the user's information, you can select if you want them to be "Non-Admin," "Admin," or part of the "Enablement Team." Save this information, and your desired user will have the right access.

You can access your Dashboard here.

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