June 02, 2015 09:38 AM
The following post is a brief excerpt from the free eBook, Sales Enablement for Dummies.
Sales enablement is a complex issue. It requires systems that empower both reps and managers. But, most important, it needs to free up salespeople to do what they do best: Sell!
Here are five features that you should look for when you’re searching for a sales enablement solution:
#1. CRM Integration
The ability to deliver the content, training and analytics sales teams need to sell more effecti...
June 01, 2015 09:29 AM
From March to May, the Brainshark Customer Community Team met with hundreds of customers in 21 cities. The focus of this User Group series was Building a Better Brainshark Presentation. In the coming weeks we will be blogging about some of the themes that emerged.
Sourcing royalty-free music, videos and photography
Where to get PowerPoint training
Embedding presentations into webpages
Storyboard templates for Brainshark presentations
There are so many versions o...
May 28, 2015 09:31 AM
One of the things we hear from Brainshark authors who take our workshops is this:
“We have a standard PowerPoint template that I have to use, so I’m not sure how I can design more effective Brainsharks when I have to adhere to this deck.”
The decks are typically bullet-driven with too many background graphics taking up the slide space. They’re built for live presentations, not on-demand video communications, but because people learn that Brainshark is...
May 26, 2015 09:24 AM
For years now, inbound marketers have trumpeted stats stating that the majority of the B2B buyer’s journey is complete before a customer ever speaks with a salesperson. But a recent SiriusDecisions study argues that sales interactions with reps still have the greatest impact on buying decisions.
In my recap of SiriusDecisions Summit 2015, I noted that a key takeaway from the event was that it’s finally time to retire old stats like “67% of the buyer’s journey ...
May 21, 2015 08:55 AM
89% of sales calls provide no value to buyers, according to Forrester Research. This may sound harsh, but just think about the sales calls where reps provide redundant information that prospects have already acquired through their own research. Opportunities to communicate value and redefine prospects’ vision for your product are missed.
This is a problem. And it requires a sales enablement strategy to really arm reps with the content and confidence they need to have a GREAT sales c...