Five Reasons your Sales Process Isn't Working

by Michelle Nessman | January 30, 2017 | Sales Enablement

Whether your work in B2B sales or B2C sales, buyer behavior has changed. The way we used to sell when the sales person was the be-all, end-all to the decision-making process is no longer relevant. “Power” has shifted to the buyer. They spend a lot more time researching on their own and a lot...


5 Ways Marketing can Increase Sales through Sales Enablement

by Michelle Nessman | January 30, 2017 | Sales Enablement

Years ago, our marketing and sales operations very much worked in silos, and had little need to be completely integrated with each other. Marketing generated leads and sales focused on increasing revenue by getting sales. In turn, with ebbs and flow in sales, came friction between the two...


What are sales email templates and how do i use them in senior living Sales?

by Michelle Nessman | January 15, 2017 | Sales Enablement

A sales email template is a template setup in your CRM with relevant, useful content.  Content includes the copy within the email, and sometimes useful resources attached to the email iteself (such as an eBook, areticle, white paper, video, etc.).  Some email templates also have calls to action...


Building a Sales Process

by Michelle Nessman | January 06, 2017 | Sales Enablement

Building a sales process can be a challenge.  Getting sales reps to adopt your newly designed sales process can be even tougher.  Gaining buy in begins with a sales process that sales reps know will help them achieve a higher volume of sales or shorten the amount of time it takes to secure a...


What is the buyer's journey?

Understanding the buyer's journey is the first step to creating a sales process that buyer's won't hate.  Let's face it, most buyers wait as long as possible before engaging a sales rep.  Their first priority is learning as much as they can about the possible solutions available to them,...


8 Sales and Marketing Mistakes that are Losing you Money

With 2018 right around the corner, sales managers and marketers everywhere are ready to take action on their sales and marketing plans.  I want to pose a question: How did you create your plan?  Was it based on what you've always done?  Is it based on data and analytics?  Can you easily...


Six Ways to Increase Follow-Up Effectiveness in your Sales Training Program

by Michelle Nessman | September 15, 2016 | Sales Enablement

Having solid follow-up strategies and tactics will separate your sales reps from the dozens of other sales reps who are likely calling the same prospects. It increases the likelihood of getting a voice to voice connect with call outs, as well as increasing the likelihood of closing to...


Hiring the Right Sales Reps for Sales and Marketing Alignment Success

by Michelle Nessman | August 18, 2016 | Sales Enablement

Finding top-performing sales talent can be challenging. Interviewing for sales candidates is more difficult than most are willing to admit.   While interviews provide a small glimpse at the capabilities of the person you could potentially hire, the question becomes, “How will this person perform...


Is your Sales Process Good Enough?

by Michelle Nessman | August 04, 2016 | Sales Enablement


While most companies have realized that to move the sales needle requires a solid sales process, few organizations have re-visited their sales process to assess what shifts need to be made in order to adapt to the changing needs of the buyer. One important note – there is a big difference...


Sales and Marketing Alignment Success Part III: Collaboration

by Michelle Nessman | July 20, 2016 | Sales Enablement

I have to admit, when I first started learning about the inbound sales and marketing process, I was overwhelmed by how different the process was than traditional sales. One of the most important epiphanies I had was my understanding of the necessity for improved sales and marketing...


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