March 25, 2015 09:52 AM
“Is your sales content drowning your sales force?”
That’s the question (and it’s an important one) posed in a recent blog post by Scott Santucci of The Alexander Group. The article takes a good hard look at the critical role content plays in complex B2B sales. It’s an interesting read, and you can check out the full post here, but I’m warning you – It’s LONG. Like, closing in on 5,000 words long.
Now, if I were to break it down to under 140...
March 23, 2015 09:38 AM
Heavy investments. Unprepared reps. Unhappy buyers. There’s clearly a discrepancy between the time and money that organizations are pouring into sales rep training and how that training resonates with reps later on. In fact, most reps forget 80% of what they’ve learned within six months of being onboarded.
How can we bridge that gap between sales training and sales execution?
In his article, Bridging the Gap from Knowing to Doing in Sales, co-founder of LearnCore Vishal Shah...
March 19, 2015 09:49 AM
It is not often that a business-focused blog starts off with an art review, but hold on for a few paragraphs.
In the middle of this brutal Boston winter, I visited the newly-renovated Harvard Art Museum in Cambridge, MA. If you like to see art in a beautiful space, it is free on Saturday mornings. The highlights of the visit were the Rothko Murals, on display until July 2015. They were originally hung in 1961 in an undergraduate dining hall at Harvard (go figure). I know that Rothko woul...
March 18, 2015 09:28 AM
“You can have a great story, but you must make it apparently obvious.” These were the words of Corporate Visions Chief Strategy and Marketing Officer, Tim Riesterer, as he addressed our company at a recent meeting.
He started with a story of man named Morton Grodzins, whose research and publications were the basis for Malcom Gladwell’s Tipping Point. Never heard of Grodzins? His point exactly. Gladwell, on the other hand, is renowned for a work that was quite literally h...
March 16, 2015 10:04 AM
Sales reps have a lot of questions about social selling these days. For example – what’s the deal with Twitter?
With that in mind, here is a short Q&A to help answer some of your most burning Twitter and social selling questions.
Pretend I’m a rep who knows absolutely nothing about social selling – why should I care about any of this?
Social selling is a great way to engage directly with audiences who MIGHT be interested in learning more about your product...