October 13, 2015 08:30 AM
“It’s broken. It’s dramatically broken.” These were the words of Trish Bertuzzi, President and Chief Strategist at The Bridge Group, Inc., when she was asked about the state of sales onboarding during a Sales Readiness panel during the week of Dreamforce ‘15.
Confident and unwavering, she stated exactly what the problem is with sales onboarding: “Because what we do is we bring these people into our organizations and we start talking about US. Our produ...
October 08, 2015 08:51 AM
Sales coaching is crucial to sales reps’ success. In fact, recent data from Brainshark and Forbes Insight show that coaching and mentoring is the most important role that front-line sales managers play.
It’s a coach’s job, according to Andy Paul, “to monitor calls or go on ‘ride-alongs’ to provide real-time coaching and reinforcement of classroom teachings. These should occur until the reps have become self-sufficient.”
On whose lap does coaching...
October 05, 2015 08:53 AM
During the week of Dreamforce ‘15, Brainshark hosted a sales readiness panel at the InsideView Open Lounge. During the session, four sales experts offered insight and ideas on the problem of sales readiness: what companies need to do to prepare their reps to have the types of consistent, valuable sales conversations that move deals forward.
The last question of the panel asked each of the panelists: “What does the future look like as it relates to sales readiness...
October 01, 2015 08:55 AM
The article below was submitted by Austin Duck, Content Marketing Manager at CircleBack.
It’s no secret that networking is the key to a successful career. After all, the world of business is just people, strategic relationships, and favors for favors, and the more friends you have, the further you’re likely to get.
Done correctly, networking has the ability to streamline the whole process of moving your professional life forward, untangling complicated outreach proces...
September 28, 2015 08:37 AM
We’ve said it before and we’ll say it again: sales reps are busy. Like really busy. They’re constantly on-the-go, juggling the demands of multiple leads, accounts, and opportunities; so sales enablement efforts that cater to that lifestyle will benefit both the rep and the organization as a whole.
Supporting that notion, Sales Enablement Principal Wendy Goeckel writes, “[Reps’] job—reaching the right people and having the right conversations&mda...