Starting a new role in GTM Enablement can be exciting, but it can also be challenging or even overwhelming. This is especially true if your company is in the early stages of building out its Enablement function. Regardless of whether you are stepping into an entirely new role or joining an established Enablement team, how Enablement professionals approach the first 90 days is critical to long-term success.
Read MoreAs the competitive landscape becomes more complex for many companies, having a well-defined GTM Enablement strategy is no longer just a nice-to-have—it’s essential. Organizations that invest in best-in-class GTM Enablement see measurable improvements in performance metrics such as larger deal sizes, higher conversion rates, lower customer churn, and longer tenures for GTM team members. They also experience a higher percentage of their revenue team consistently hitting or exceeding quota.
Read MoreThe start of a new fiscal year is always an exciting and pivotal time. For years, organizations hosted the much-anticipated "Sales Kickoff" (SKO), but as Go-To-Market (GTM) functions expanded, in many cases so did the scope of kickoff events. Enter the GTM Kickoff (or Revenue Kickoff), which includes the entire GTM team—spanning pre-sales, post-sales, marketing, and even technical roles. Kickoff is no longer just about aligning your Sales team; the scope has now expanded to ensure the entire GTM organization is on the same page for the year ahead.
Read MoreAs companies grow, so do their revenue goals, and the need for solid enablement infrastructure becomes more and more apparent. This is where GTM Enablement (also known as Revenue Enablement or Sales Enablement) steps in. At its core, GTM Enablement is about equipping customer-facing professionals with the right resources, knowledge, and programs to engage buyers effectively throughout their journey, driving increased revenue and creating a seamless experience for customers.
Read MoreIn the current competitive market, customer retention is more important than ever. Faced with mounting pressure that was affecting our client’s bottom line as well as their reputation in the market, GTM leadership knew they needed to act swiftly. Merely pressing Sales to acquire new customers was not enough; they needed to find a way to retain existing customers and grow these relationships to stabilize and increase revenue. The decision was therefore made to establish an enterprise Account Management team dedicated to customer retention and growth.
Read MoreIn the dynamic world of SaaS technology, understanding the customer and how your product offerings address customer challenges is essential to creating effective marketing strategies. When the COO of one of our clients noticed a critical gap in their Marketing team's comprehension of customer needs, product knowledge, and the overall value proposition, they knew they needed to take action. Level213 developed a comprehensive enablement program tailored specifically for the Marketing team.
Read MoreIn the dynamic world of scaling technology companies and GTM enablement, having a proven model that guides clients through strategic planning and execution is critical to success. Enter the LEVEL+ framework, our signature methodology that has been meticulously curated as the backbone of enablement programs and drives tangible business results for our clients. Let's explore LEVEL+ and how it has been utilized by our clients.
Read MoreMany GTM Enablement professionals struggle with the art of knowledge engineering – the process of transforming expert knowledge into actionable training materials. This crucial step is a foundational piece of effective training programs, ensuring your GTM teams have the tools and resources they need to succeed.
Read MoreDesigning effective training for salespeople – whether it’s your first sales hire or if you are scaling a large team – requires a thoughtful blend of adult learning principles, a deep understanding of the unique challenges faced by sales teams, and an acknowledgment of the fast-paced, ever-changing business landscape.
Read MoreAs the weeks pass, more and more data point to a long term shift towards remote work. If remote work is not a passing trend and it’s here to stay, how do we adapt our work routines for the long term?
Read MoreLevel213 is excited to announce the launch of our new podcast. Each episode of Fueling the Revenue Engine features a topical conversation between revenue enablement professionals…
Read MoreFor revenue leaders, it comes down to this question: “How can I ensure that my revenue generating teams are as effective as possible in every single customer or prospect interaction?”
Enablement directly addresses this question. Enablement exists solely as a force multiplier for revenue productivity.
Read MoreIt’s hard to know what to say right now amidst the COVID-19 chaos: Are you ok? Are we ok? Is anyone ok? Having been a quota carrying rep during other major times of crisis and economic downturns, I know the pain of having to find a way to sell during very difficult times and I have so much empathy for the sales leaders, AEs and SDR/BDRs doing it right now. I keep asking myself, “How can I help support my community and offer a bit of humanity through this crisis?” I would like to share some of what I learned while successfully selling during difficult times. My hope is to add value and support your team by sharing this.
Read More2019 took off like a jet plane and we were out and about, working with amazing clients. Although we kept talking about writing a blog post, it turns out we were having more fun out doing stuff and the tumble weeds collected here. More goodness coming shortly!
Read MoreIt is Q4, and for most people in sales that means an all-out effort to hit year-end targets and post a strong close the fiscal year. At the same time, we find ourselves pulled into planning for the new year, and that often includes a Sales Kickoff (SKO) for the Sales and Go-to-Market (GTM) teams.
SKO is typically the biggest investment the organization will make on the internal team all year. When done well, SKO can have a huge multiplier effect on the long and short-term productivity of the Sales and Sales and GTM teams, as well as significant boosts to employee retention, team building, and job satisfaction.
I recently had the pleasure of being interviewed by Chris Anderson, head of Community & Events at Guru. Our conversation turned into an exploration of how Sales Enablement has evolved, how technology impacts our work, what metrics to track, and how shortsighted it is to provide enablement for just “Sales” instead of the entire customer-facing Go-to-Market team.
Read MoreWhen I look at some of the older leadership models that depict an authoritarian leader who dictates and directs, I notice a visceral reaction within me. While there is some comfort in this well-worn and known model, I also feel a strong resistance to it. Why the resistance? In practice and over time, this traditional model is short sighted and rigid, with the potential for creating cumulative losses.
Read More“I have great people on my team, but I’m struggling to bridge the gap between raw potential and sales success.” This sentiment is a common one, especially in the fast paced world of technology where sales leadership often finds themselves recruiting smart and capable people with the intent of developing their raw potential into sales success.
Read MoreSKO was a success! Your team left motivated to execute on the year’s initiatives, and you feel good that the week will have a tremendous impact on the year's success. Now you ask yourself, “How do we keep that momentum and focus all year long?”
Read MoreIt is Q4, and for most people in sales that means an all-out effort to achieve year-end targets and have a strong close to the fiscal year. At the same time, planning is underway to start the new year off with a bang, and that often includes designing an SKO experience for the Sales and Go-to-Market teams.
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