April 23, 2015 09:02 AM
Our last few Q&A’s in this series have been with marketing all-stars, so I decided to seek out someone with more of a sales-focused perspective. I set my sights on Greg Alexander, CEO of Sales Benchmark Index (SBI), a sales and marketing consultancy focused on helping B2B companies make the number.
Alexander is co-author of Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives and Making the Number: How to Use Sales Benchmarkin...
April 21, 2015 09:13 AM
Get ‘em while they’re hot!
The team here at Brainshark has recently collaborated with Wiley on an exciting new eBook: Sales Enablement for Dummies. The book combines Brainshark’s years of sales enablement experience with the brand masters of making any topic easier to understand. (I mean, who doesn’t love a “Dummies” book?)
You don’t have to go to Barnes & Noble for this one. This is a 52-page Brainshark Special Edition...
April 16, 2015 08:42 AM
Many companies classify pipeline as a leading indicator for success. But in some sales organizations, pipeline and forecast reviews are thought of as “storytime,” or wishful thinking on what might close this month or quarter. For these organizations, pipeline on its own is a lagging indicator, because it doesn’t accurately reflect reality or help drive better performance. It’s a look back at activity without confidence in the future.
And that’s what lagging...
April 13, 2015 09:20 AM
“The sales profession is going through a transformation.”
These are the words of Profitable Channels’ Stephen Diorio in his recent Forbes article, It Takes Marketing Leadership to Drive Sales Transformation. He goes on to discuss the key pieces for driving growth in this changing sales landscape, which “will involve a combination of better training, better technology, and better customer content.”
And he’s right. With more people involved in the buyin...
April 09, 2015 09:23 AM
So you want to create a learning culture at work, but you’re not sure how to go about it. First thing’s first. Assess your current situation:
Are your employees spending their day on the road? Ensure learning is mobile-ready.
Are they struggling to find time to attend live training sessions? Ensure learning is accessible on-demand.
Are they zoning out and failing to retain key information? Ensure learning is relevant and interactive.
Are they constantly working in the sam...