November 23, 2015 08:09 AM
One of the core goals of any sales enablement strategy or technology is to put salespeople in better position to have more successful sales conversations. But with so much focus always being placed on the reps, it can be easy to overlook the needs of the people managing them.
And it happens all the time.
The problem with that, of course, is that front-line managers are a critical part of the sales enablement story.
“Front-line managers have the highest effect in any sales organiza...
November 12, 2015 09:17 AM
Sales productivity is a problem – but some organizations are better at addressing it than others. Recently, Brainshark partnered with Forbes Insights for an in-depth study to learn more about how leading companies drive sales productivity.
In other words, if sales productivity is a game, what are the winning plays?
For starters, the report shows that best-in-class companies prioritize sales productivity at the very top, with 71% of C-level executives citing it as “critical&rd...
October 20, 2015 08:35 AM
It’s no secret that sales productivity – defined simply as the concept of increasing revenue per rep – presents a major challenge for every organization. It’s not just the laggards that need to find ways of improving the efficiency and effectiveness of their sales forces; even best-in-class companies face these challenges.
The question is – what are these leading companies doing differently?
New research from Forbes Insights, in association with Brainshark, t...
September 21, 2015 08:52 AM
Lisa Redekop, Gartner
In a recent podcast for Sales Benchmark Index, Greg Alexander spoke with Gartner’s Lisa Redekop about her approach to sales enablement, and advice others should consider when planning for 2016.
What’s interesting about this interview (which is excellent), is that Lisa isn’t speaking as an analyst; she’s a seasoned sales enablement specialist who helps lead Gartner’s own enablement strategy. With over 30 years of experience in the space,...
September 17, 2015 09:42 AM
“Sales conversations are a very scary world for marketers.”
This was one of my favorite quotes from Content Marketing World 2015, which I was once again lucky enough to attend in Cleveland last week.
It came from Tim Riesterer (@triesterer), chief strategy and marketing officer at Corporate Visions. I’ve seen Tim speak a few times before, including as part of a great panel last year that looked at content’s role in the sales enablement process.
Basically, when i...