December 14, 2015 09:27 AM
“Don’t ask the salespeople to become librarians. Put the content on the table—they shouldn’t have to look for it. A rep needs to be able to find the right content—right when he or she needs it.”
These are the words of Steve Diorio, Chief Analyst for Forbes CMO Practice and contributor to the recent research report, The Power of Enablement: Bridging the Sales Productivity Gap. The report details the investments that leading companies make to improve sa...
December 07, 2015 09:23 AM
“Because I’m from New York.”
“Because I call it like I see it.”
“Because someone had to tell executives and sales leaders the truth!”
“I’m a sales guy at heart. And for the honor of the professional seller, someone needed to stand up and point the finger in the opposite direction. Someone needed to tell executives and sales managers to look in the mirror.”
These were the words of sales influencer and best-selling author Mike ...
December 01, 2015 08:22 AM
Sales productivity is a huge problem for organizations today; and sales enablement technology can be a big part of the solution. A recent study conducted by Forbes Insights and Brainshark found just that: 55% of top-performing companies are investing in sales enablement technology to drive sales productivity.
The report, The Power of Enablement: Bridging the Sales Productivity Gap, takes a look at desired features in any sales enablement solution (including the importance of content acce...
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 18, 2015 09:09 AM
It’s been said that you never get a second chance to make a great first impression. Ask any sales rep out there and I think they would agree with that sentiment.
That’s why being able to provide reps the right content at the right time is so critical. The Brainshark Sales Accelerator offers powerful logic that allows you to completely tailor what materials are served up to a rep at every stage of the sales process. This can be further refined by factoring in things like prospe...