September 24, 2015 08:38 AM
You’d be hard pressed to find a sales organization that doesn’t measure results in some way, shape, or form. But are sales managers looking at the right data? Are they gaining insight into how prepared their sales force is to deliver the results that they are forecasting? Do they even have a means to measure those leading indicators?
Our exclusive eBook, 22 Tips for Better Sales Readiness, offers tips to help ensure YOUR sales organization’s readiness—from onboard...
September 21, 2015 08:52 AM
Lisa Redekop, Gartner
In a recent podcast for Sales Benchmark Index, Greg Alexander spoke with Gartner’s Lisa Redekop about her approach to sales enablement, and advice others should consider when planning for 2016.
What’s interesting about this interview (which is excellent), is that Lisa isn’t speaking as an analyst; she’s a seasoned sales enablement specialist who helps lead Gartner’s own enablement strategy. With over 30 years of experience in the space,...
September 17, 2015 09:42 AM
“Sales conversations are a very scary world for marketers.”
This was one of my favorite quotes from Content Marketing World 2015, which I was once again lucky enough to attend in Cleveland last week.
It came from Tim Riesterer (@triesterer), chief strategy and marketing officer at Corporate Visions. I’ve seen Tim speak a few times before, including as part of a great panel last year that looked at content’s role in the sales enablement process.
Basically, when i...
September 14, 2015 08:43 AM
Lori Richardson (@scoremoresales) is the founder and CEO of Score More Sales, a consulting and training firm that helps sales development reps interact with potential buyers to engage, qualify, add value, create opportunities and (of course!) close them.
In a recent blog post titled Be More Productive in Sales, she offered some great tips for planning and making the best use of sales reps’ time. I was particularly compelled by her emphasis on the CRM as a sales productivity tool. W...
September 10, 2015 11:00 AM
Remember when we defined content in context, and explained why it matters for sales?
No? Well here’s a refresher:
In the eBook, What is Content in Context? (And Why it Matters for Sales) we look at how putting content in context within the CRM can help eliminate the time reps waste searching for or creating content. You’d think that would be enough of a catalyst to get organizations to think more seriously about integrating content with the CRM, but a recent study by Peter ...