Brainshark Ideas Blog

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Browse the Ideas Blog for the latest tips and trends on sales enablement, video and content marketing, training and eLearning, business presentations and more.

Measure Your Sales Cycle in Hours: Q&A with Andy Paul, Part 4

Submitted by: Ann Lambert , Content & Social Media Marketing Manager, Brainshark

August 31, 2015 08:56 AM

In response to his article, Perfect the Elements of Your Selling that You Control, I asked Andy Paul, a leading sales acceleration author, speaker and coach, a series of questions of questions on sales training and continuous learning. Here’s Part 4 of that series. What is one piece of advice you have for sales leaders/managers that they can use to make their reps more productive? AP: If you want to make your reps more productive, focus on time. Unfortunately, the term productiv...

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Tags: sales enablement

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Overhaul Sales Training to Win and Retain More Customers [Report]

Submitted by: Ann Lambert , Content & Social Media Marketing Manager, Brainshark

August 27, 2015 09:00 AM

It’s the age of the customer, and digitally empowered buyers expect salespeople to have the skills and knowledge to deliver REAL value and solve complex problems—not just pitch their product. But, according to a new report from Forrester Research, Overhaul Sales Training to Win and Retain More Customers, that’s a more difficult feat than many organizations bargained for. So, why is it that “developing relevant, competent, and productive sales forces is a far more ...

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Tags: sales enablement, quick tips, technology, tips and tricks

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Providing Value to Buyers through Industry Expertise: Q&A with Andy Paul, Part 3

Submitted by: Ann Lambert , Content & Social Media Marketing Manager, Brainshark

August 24, 2015 09:00 AM

In response to his article, Perfect the Elements of Your Selling that You Control, I asked Andy Paul, a leading sales acceleration author, speaker and coach, a series of questions of questions on sales training and continuous learning. Here’s Part 3 of that series. Product and customer knowledge is obviously critical for reps, but why is industry expertise so important for effective selling? AP: Industry expertise enables a rep to provide an additional, if not absolutely higher, l...

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Tags: sales enablement

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Strategies for Selling Outside the Comfort Zone

Submitted by: Wendy Goeckel , Sales Enablement Principal, Brainshark

August 20, 2015 09:05 AM

Sales reps tend to have a comfort zone. It’s not uncommon to have successful reps who are GREAT at selling to a specific role about a specific challenge that they are familiar with. Where they run into problems is if they have to move out of their comfort zone to sell to different people, in different industries, or with different challenges. It’s an entirely different ball game. And you might assume that because a rep is really great in their comfort zone, it’s going t...

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Tags: sales enablement, quick tips, tips and tricks

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The Importance of Putting Sales Skills to the Test: Q&A with Andy Paul, Part 2

Submitted by: Ann Lambert , Content & Social Media Marketing Manager, Brainshark

August 17, 2015 09:09 AM

In response to his article, Perfect the Elements of Your Selling that You Control, I asked Andy Paul, a leading sales acceleration author, speaker and coach, a series of questions of questions on sales training and continuous learning. Here’s Part 2 of that series. You write that product knowledge and industry expertise is something REPS can control – but what can COMPANIES do to better support this? AP: Companies need to do a better job of providing a structure for profe...

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Tags: sales enablement

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