Sales success these days is more than just “dialing for dollars.” Today, sales leaders need to be adept at building connections, collaborating with other team members, improving systems and processes, and always adding value. The best strategy to get you there? Sales enablement. 

In today's competitive business landscape, achieving and sustaining high sales performance is more crucial than ever. Two pivotal strategies that stand at the forefront of this quest are sales enablement and sales coaching. 

Better lead qualification. Faster sales velocity. Improved relationships. These are just a few of the benefits of lead management.

In a business world dominated by Artificial Intelligence (AI) and machine learning technology, it can be easy to forget one simple and incontrovertible truth. People want to buy from people. Customers want to build a solid business relationship with a salesperson to be comfortable with their investment. 

The COVID-19 pandemic accelerated almost every B2C industry's use of digital solutions. The automotive industry was no exception. Online car shopping is now a prominent and accepted way to buy a car. The value, convenience, and safety offered by online platforms have forever changed the car-buying experience. 

Before the advent of sales automation, sales teams relied on manual processes and a more traditional approach. Sales representatives had to research and source leads using printed business and association directories, attend trade shows, make cold phone or in-person calls, or purchase lead lists. The sales process was time-consuming, offered limited targeting options, and often resulted in lower lead quality.

"Good salespeople are not born, they are trained," according to 35-year sales development industry veteran Dave Kurlan.

There is data to back this up. Studies have shown that companies with a formal sales coaching and training process reach 91.2% of their sales quota. Also, organizations with a coaching program see 7% greater revenue year over year.  

Approximately a quarter of sales are B2B. This is a significant portion of the sales landscape, and one worth paying attention to. In this guide, we’ll explore B2B sales basics, including what “B2B” means, what makes B2B sales unique, and more. Let’s jump in:

In the dynamic landscape of sales, where customer interactions and relationships are pivotal, conversational analytics has revolutionized how sales teams understand, evaluate, and enhance their processes. Why? Because customer service is critical to success. According to a study by Microsoft, 90% of Americans use customer service as a factor in deciding whether to do business with a company. 58% will change companies due to poor customer service.

A recent Harvard Business Review article reported that while lagging behind other business functions incorporating digital technology, "Sales is primed to quickly become a leading adopter of generative AI… AI-powered systems are on the way to becoming every salesperson's (and every sales manager's) indispensable digital assistant."