Building a sales enablement discipline - salespeople as customers (Harriet Morris)

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There is a lot of buzz and chatter around building a new Sales Enablement discipline and aligning sales and marketing as a powerful way to drive better sales performance. Few organizations have actually done it. Lisa Redekop talks about how she created Sales Enablement discipline at Thomson Reuters that increased productivity and effectiveness of their field force in the Finance and Risk Division. Lisa will share some of the practical approaches that worked and those that didn’t.

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Building a sales enablement discipline - salespeople as customers (Harriet Morris)

  1. 1. © TNS
  2. 2. © TNS Drie mythes 1. XL buyer journey verloopt rationeel 2. Online presence van groot belang voor positie longlist 3. 70% van buyer journey verstreken voordat buyer contact opneemt
  3. 3. © TNS ‘CLICK’ ‘GUN’ FACTOR MYTHE 1
  4. 4. © TNS
  5. 5. © TNS
  6. 6. © TNS
  7. 7. © TNS X MYTHE 2
  8. 8. © TNS MYTHE 3
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  10. 10. © TNS Drie mythes ontkracht: wat nu? 1. Heb oog voor EMOTIE 2. Laat zien wat voor VLEES je in de kuip hebt 3. Early bird zijn betekent sturen op RELATIE, niet op prijs
  11. 11. © TNS Download GRATIS eBook @LindaCornelis69 Senior B2B consultant linda.cornelissen@tns-nipo.com tns-nipo.com/bbixl

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