Inside sales is a particularly hot topic at the moment for obvious reasons. Want to put your questions to a global expert? PayPal's Brenda Basista will be answering them live, Tuesday, December 8th, 12pm EST. 

Drop your Qs in the comments below 👇
Hi Brenda. What percentage of the sales team at PayPal is focused on inside sales?  Has this shifted a lot over the past year because of the pandemic?
Brenda Basista replied
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Hi Brenda - how does the structure of an inside sales team differ than for outside sales? Is there a big difference?
Brenda Basista replied
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What’s the relationship between product marketing and sales enablement at PageDuty? Thx.
Brenda Basista replied
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Josh will answer questions on tracking your team's sales velocity and the processes you can put in place to improve it once you are able to track it accurately. Get your Q's in now ahead of his live AMA, Tuesday, November 24th, 2020!

For those of you unfamiliar with sales velocity, it's a fairly simple equation that looks at the four most important factors a salesperson can influence and provides a way of mathematically measuring their overall score and then how it changes over time:

Sales Velocity = Number of Opportunities x Deal Value x Win Rate / Length of Sales Cycle

Hi Josh - how have you gone about improving sales velocity at The Guardian? How long did it take?
Josh Smith replied
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Hey Josh, what method do you use for identifying SQLs at The Guardian?
Josh Smith replied
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Join Brett at 12pm EST, Tuesday, November 10th to discuss the differences - and parallels - between sales enablement and buyer enablement. Get your Qs in the comments below! 👇
How have you found decision-maker behaviors have shifted since the onset of the pandemic, particularly for B2B?

Brett Trainor replied
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Hey Brett - What do you define as ‘buyer enablement’?

Brett Trainor replied
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Hi Brett - what are your top tips for enabling sellers to make buying easier?
Brett Trainor replied
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On October 27th, PagerDuty's Director of Sales Enablement, Tim Peterson, will be taking questions on what he learned in his first year at a post-IPO SaaS company. Get your Qs in below if you want them answered! 👇
How do you go about measuring the ROI of your sales enablement efforts?
Tim Peterson replied
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Hey Tim. How often do you run training sessions with your team - and how has the ‘new normal’ of the virtual environment changed the schedule and structure of those sessions? Would love any advice/tips/pointers!
Tim Peterson replied
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What kinds of challenges (and opportunities) are you expecting for the next 12 months? Not just at PagerDuty, but for sales enablement in general?

Tim Peterson replied
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At 12pm EST on September 29th, Ericsson's Head of Sales Enablement Programs, George Pastidis, will be taking all your B2B sales training questions. If you want yours answered, make sure you post it in the comments below, in time! 👇
Do you think that sales functions sometimes fail to view their reps as internal customers and focus too much instead on meeting the needs of senior stakeholders?
George Pastidis replied
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Hi George - would you agree that delivering sales training virtually requires more of a ‘little and often’ approach than traditional, physical training days? What are the best ways of delivering this?

George Pastidis replied
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What about the fact that sales managers are rarely seeing their salesmen in action, as, quite simply, they have no time for it. I cannot imagine any match I played without the manager being by the court. What is your view on this?
George Pastidis replied
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AT 12pm EST on September 17th, Google Cloud's Head of Learner Experience, Rob Gray, will be answering ANY sales enablement questions you've got. If you want yours answered, make sure you post it in the comments below, in time! 👇
How's sales enablement structured at Google Cloud? And what does your team look like in terms of numbers and roles? I'm just in the process of scaling out our sales enablement function (currently it's just me) and would love to hear any best practices to hopefully get this right from the get-go.
Rob Gray replied
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Hey Rob! Would love to know what sort of KPIs you're measured against at Google? Plus how often you report back on these?
Rob Gray replied
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How does access to a goldmine of Google search data help to improve sales initiatives at Google?
Rob Gray replied
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