January 22, 2015 09:43 AM
Studies show that companies are willing to spend 20 times more to hire a rep than they are to spend to train them once they get there. Onboarding and supporting new hires is critical, and given the role that sales reps play in any organization, it’s certainly not an area to neglect.
From navigating the initial challenges of sales onboarding to planning a schedule to prepare your newest reps, there’s a lot to consider. In this short video series, Liz Couchon, Brainshark Direct...
January 21, 2015 09:12 AM
In my last “Getting Social With…” post, NewsCred’s Michael Brenner mentioned that one of his favorite sales/marketing influencers to follow on Twitter is the one and only Ann Handley. As such, I thought it fitting to interview Ann, Chief Content Officer of the incredibly popular MarketingProfs, for my next Q&A of the series.
Ann Handley is a Wall Street Journal best-selling author, keynote speaker, and the world’s first Chief Content Officer. She speaks...
January 19, 2015 09:05 AM
An organization’s culture can’t be fabricated. The individuals within it, and the values that they choose to embrace, usually help define and mold a culture into what it is. But for true cultural change to occur, the support of top management is critical. And the development of a culture of learning is no exception.
In a recent Forrester Research report, Create a Learning Culture to Jumpstart Employee Development, Claire Schooley writes that many learning efforts today are &ld...
January 15, 2015 09:13 AM
We’ve defined it. Discussed challenges around it. Offered tips to succeed at it. We’ve even recommended blogs about it.
That “it”, of course, is sales enablement. And despite all the attention it has received, sales enablement is still not fully understood by many – particularly sales leaders.
A recent eBook, Secrets of a Sales Enablement Expert: Tips and Techniques to Supercharge Sales Professionals, addresses this issue and offers suggestions for sales en...
January 14, 2015 08:40 AM
The other day, my LinkedIn Pulse revealed the first article in a 26-week blog series that Marketo CMO Sanjay Dholakia is writing on “a new era of engagement marketing” in collaboration with the Economist. He interviews John Hagel, co-chairman of Deloitte’s Center for the Edge, who shares some changes that marketers need to be prepared to embrace, lest they be displaced. One that stuck out to me in particular was the shift from “Push to Pull.”
I had heard thi...