June 11, 2015 08:53 AM
Leading indicators are essential for improving rep performance and getting ahead of the curve. In a previous post, I laid out the difference between leading and lagging indicators, and talked about the importance of using sales rep knowledge and behavior for the former. I’ve already addressed the knowledge piece; in this post, I’m going to focus on measuring sales rep behavior.
Measuring behavior is not just about monitoring activities. It’s also about the quality of th...
June 08, 2015 09:31 AM
Leading indicators are essential for improving rep performance and getting ahead of the curve. In a previous post, I laid out the difference between leading and lagging indicators, and talked about the importance of using sales rep knowledge and behavior for the former. In this post, I’m going to zero in on sales rep knowledge.
So, how do you measure sales rep knowledge? There are two things to pay attention to here:
1) Whether the rep has acquired kno...
June 05, 2015 09:40 AM
Have you heard of influencer marketing? It’s a valuable part of any content and social media strategy. It can also help you deliver powerful, credible content for sales enablement.
For B2B companies, an influencer is an expert or thought leader that has – you guessed it – influence over the buyers in your particular market. Developing relationships (and content) with these folks can help you in a lot of ways.
Few understand the power of influencer marketing as much as...
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...