November 12, 2015 09:17 AM
Sales productivity is a problem – but some organizations are better at addressing it than others. Recently, Brainshark partnered with Forbes Insights for an in-depth study to learn more about how leading companies drive sales productivity.
In other words, if sales productivity is a game, what are the winning plays?
For starters, the report shows that best-in-class companies prioritize sales productivity at the very top, with 71% of C-level executives citing it as “critical&rd...
November 05, 2015 08:25 AM
Yesterday, Andy Paul, sales acceleration expert and author of Zero Time Selling, released an exclusive interview with Brainshark CEO Joe Gustafson as a part of Accelerate!, his growth strategy podcast series. Beyond sharing his path to Brainshark and answering some rapid fire sales questions, Joe chatted with Andy about a number of sales productivity topics, including:
Four crucial factors that lead to effective sales conversations
Solutions for increased prospect and customer en...
November 02, 2015 09:12 AM
Continuous learning – or training that takes place beyond initial onboarding or annual sessions – is an important part of a sales rep’s development and preparation. In practice, though, it’s a struggle for many organizations. During a Sales Readiness panel hosted the week of Dreamforce, sales experts were asked to give their thoughts on the topic. Specifically, how much of the responsibility for continuous learning should be on the organization versus the rep?
October 26, 2015 10:31 AM
Sales reps aren’t always as prepared as they think they are…
Check out the short video below to see what I mean, then visit our Brainshark Sales Readiness page to learn more.
October 22, 2015 08:44 AM
While it may seem like an obvious action-item for the onboarding agenda, sales reps aren’t always trained on the customer. Rather, the tendency tends to be to start with the product. Trish Bertuzzi of The Bridge Group comments on the topic: “We bring these people into our organizations and we start talking about US. Our product, our solution, our market. And what we should really be talking about is THEM.”
Our exclusive eBook, 22 Tips for Better Sales Readiness, offers ...