Bala Vishal

So videos, in general, have been a great asset for moving prospects through the funnel. Having used Vidyard in the past for product videos and on-demand webinars, I have seen more than 60% of prospects in current opportunities viewing the videos as part of the lead lifecycle.  In some cases, they viewed right before an opportunity was created, while a bigger portion has been when they are past 50% of the opportunity lifecycle. This is mostly true for products that have a long sales cycle, like a ...Read More

I think it is important to have a strategy/vision with goals laid out for sales enablement, that is approved by stakeholders ( typically VP demand generation/CMO and VP Sales / Chief Revenue Officer). Once that is good to go is when I would recommend creating a tactical plan which should be your ideas that are aligned with the above vision.    I understand this is easier said than done, however, you need the backing of your manager who is prepared to stand up for you in case you face hurdles in ...Read More

On top of the weekly training sessions or sprint training ideas mentioned before, I have seen the use of tools like HighSpot has been very helpful. These tools help manage all the sales collaterals and content produced, organize them them using tags and then mapping it back to your CRM at the lead & account level. This way when the BDR/ISR and the field sales are researching on a prospect and its company in the CRM, relevant documents show up in their CRM view.  I have seen this being more s ...Read More