July 27, 2015 08:57 AM
I got a call from a sales rep yesterday. For a few minutes I thought I was on a “20 Questions”-style game show. His agenda was to get through his questions as fast as possible so he could tell me about his product. My answers really weren’t important. And I didn’t win anything.
This is a challenge sales enablement professionals often have.
How can we help sales reps use questions to drive a conversation?
It’s difficult if reps follow a list of questions&md...
July 23, 2015 09:41 AM
Who leads your sales enablement strategy?
If you’re serious about increasing sales productivity, that’s a question you need to answer.
Last year, SiriusDecisions released a report that made the case for a “centralized sales enablement” function within B2Bs. The study showed that the average sales enablement budget doubled between 2012 and 2014, which makes total sense when you consider how the popularity of the term itself has skyrocketed during that same period.
July 20, 2015 09:31 AM
Getting in touch with prospects these days is tough. While the average sales rep makes fifty two phone calls daily, less than 1% of those calls are actually returned. And email? Less than 24% of sales emails are even OPENED, let alone read. The seemingly insurmountable task of getting and KEEPING prospects' attention is further complicated by the overwhelming availability of information online.
Your competitors are also working REALLY hard to grab your customers’ at...
July 16, 2015 09:20 AM
I recently came across an article on the value of sales conversations, Old-School Selling is Dead (Right?), written by Kelly Riggs (@kellyriggs). Kelly is an author, speaker, and business performance coach for executives and companies throughout the United States. He has worked with companies in a wide variety of industries, with sales revenues ranging from $3 million to Fortune 500.
Widely recognized as a powerful speaker and dynamic coach in the areas of sales, management leadership, ...
July 13, 2015 09:10 AM
In the first three blog posts of this series we discussed PowerPoint training resources, adding presentations to webpages, and sourcing media for your presentations. The final theme that emerged from the spring User Groups was using a storyboard in the scriptwriting process.
*To learn about scriptwriting, the first step of the content presentation process, check out the new on-demand BAIT Series (Brainshark Author Integrated Training).
The storyboarding process was developed a...