March 05, 2015 09:22 AM
It’s official: sales productivity is suffering. According to a recent infographic from Docurated, The State of Sales Productivity 2015, reps only spend one-third of their time actually selling.
The infographic goes on to cite a number of reasons that could account for this lack of productivity. But three groups of data points in particular jumped out at me; and each seems to have a natural corresponding action item that could help increase sales productivity across organizations. ...
March 04, 2015 09:10 AM
I recently attended a Mass Technology Leadership Council event hosted by Hubspot. The topic? How to combine content and social for lead generation. It was a great morning of discussion among marketing leaders from around the Boston area. Some shared best practices for increasing content performance, others suggested social sharing tools they have experimented with, and others inquired about how to involve sales reps and rally them around a social strategy.
But what really got me excited ...
March 02, 2015 09:44 AM
The Brainshark Customer Community team interacts with thousands of customers who participate in public and private online and geographic User Group meetings. Last year, participants asked for one document that pulls together the best practices, feature utilization, data analysis, and tips we’ve learned along the way.
Together, with the Learning and Development team, we are excited to release the 2015 Guide to Building Better Brainshark Presentations. This guide is geared towar...
February 26, 2015 10:21 AM
I used to work at a company where our team used “safe words” – and no, HR was not called in to police our activities. There were six of us, all passionate about and engaged in developing sales enablement strategies. We would have intense meetings that sometimes became arguments heated discussions.
The head of our group decided we should each have our own “safe word.” These words were used by any team member when things were entering dangerous territory, for...
February 25, 2015 09:29 AM
Everyone wants to increase sales productivity – but how exactly are organizations going about it this year? That’s one of the questions the MHI Research Institute looked to answer in a recent study around sales performance and productivity.
In a recent post, MHI research director and guru on all-things sales enablement Tamara Schenk shared some pretty interesting insights from the study. Asking participants, “Where have you or do you plan to invest to improve sales pro...