July 09, 2015 09:17 AM
Thus far in this Q&A series, sales force transformation expert Mike Kunkle (@Mike_Kunkle) has articulately discussed insight selling in B2Bs (part 1), sales rep involvement in the buyer’s journey (part 2), and inhibitors to effective insight selling (part 3). But there was one more thing from his article on insight selling that I wanted him to expand upon: his “secret sauce.” He mentioned a number of elements integral to effective selling, and I asked him about what ...
July 07, 2015 09:23 AM
Consider these stats:
80% of senior executives watch more video in 2015 than they did last year
75% of senior executives watch business related videos on a weekly basis
59% of executives would rather watch a video than read an article.
There’s no doubt that online video is popular these days. And B2B marketers are adapting their digital marketing strategies accordingly. But for those late to the party, or looking for up-to-date tips on how to navigate the world of B2B ...
July 06, 2015 09:03 AM
When Brainshark was first founded, we started out with a singular purpose: to provide enterprise solutions that transform the way businesses create and share content. Then in 2009 we introduced myBrainshark – a lighter, single-user version of our enterprise Brainshark product for easily creating and sharing online video presentations.
We launched the myBrainshark service with two primary goals. First, to give individual users the experience of creating dynamic B...
July 01, 2015 09:24 AM
So far in this Q&A series, sales force transformation leader Mike Kunkle (@Mike_Kunkle), has defined insight selling and discussed how it is applicable throughout the buyer’s journey, regardless of the stage that sales reps become a part of it. Clearly it’s an important skill, but can all reps be good at it with practice? Are there inhibitors to insight selling? I asked exactly that…
What would you say is the biggest inhibitor that keeps sales reps from effective...
June 29, 2015 09:03 AM
Here’s a stat for you: 63% of CRM initiatives fail.
Now, normally this is where I’d expand on the data and try to provide a little more context, but… yikes. 63 percent? That is HIGH.
OK – maybe we should back up just a little. Obviously, the definition of “failure” is somewhat subjective, and this particular stat comes from a single 2013 survey. But still, the fact that any study would return such a high number is pretty disturbing.
CRMs (like Salesf...