In Part 1 of our series, we dive into the specific go-to-market models for benefits providers as they face challenges. From employer-via-broker to direct-to consumer models, read on to see what’s happening and where things are going. We share strategies, imperatives, and foreseeable opportunities for benefits providers and their senior executives.
For sales enablement teams, the disruption from COVID-19 has presented an urgent mandate. Watch our on-demand webinar on the sales enablement outlook as 3 priorities to drive sales effectiveness in 2021 and beyond are highlighted.
We conducted a survey to understand how and where sales enablement teams at Technology companies are adjusting their approaches to deliver superior results. Access our “Sales Enablement Outlook 2021” report for three key sales enablement investment themes in the post-disruption environment.
When it comes to the impact of COVID-19 on sales channels, we’ve seen startling data on the short-term shift in channel usage by both sellers and buyers. Traditional FTF and inside sales channels have taken steep hits in usage — dropping by over 30 percentage points in some instances — which has affected direct and indirect sellers alike. For Sales Enablement teams, this presents an immediate challenge and frankly a mad scramble to upskill 1,000s of sellers on digital selling capabilities…
Market leaders have changed how they go to market during this disruption, focusing on how to accelerate sales initiatives in a more agile and customer-centric way. Watch the 30-minute on-demand webinar as we share how to reboot sales enablement to reach optimal sales productivity.
The cornerstone of sales enablement is empowering sales resources with the right message in the right format for the right buying scenario. Download the framework for 11 go-dos to lay a foundation for a data-enabled content factory.
Top performing sales enablement programs drive deeper seller resonance and program innovation at a market segment or role level to ensure actionability. Our core building blocks of best-in-class sales enablement programs are essential starting points for Q4 and 2020 planning.
Brokers are successfully building relationships with small businesses, but they shouldn’t get too comfortable… For individuals buying and managing employer-sponsored benefits at small businesses, the support a broker provides is vital. In most cases, it is even more important than the carrier providing benefits coverage. We surveyed 205 small business owners and HR professionals and found that benefits decision-makers tend […]
As the technology industry landscape continues to shift towards XaaS recurring revenue models, the role of the channel is changing dramatically and forcing a new model for the vendor-partner relationship. While there are clear financial benefits of the recurring revenue transition, the underlying driver is the dramatic increase in customer control over the buying process. […]
Today’s companies are investing millions in marketing and customer analytics to seek out a competitive edge. But realizing ROI on that investment requires behavior change in your sales channels. We’ve seen three common barriers that impede successful…