June 15, 2015 08:58 AM
When Apple released the original iPad in April 2010, I immediately became addicted. I thought I had finally found a lightweight business tool that would help me be more productive during my extensive travel schedule – and finally release me from the burden of dragging my 10 lbs. laptop across the country (after one rotator cuff surgery, my shoulder was especially thankful).
Unfortunately, I quickly became frustrated with the lack of full support for PowerPoint on the ...
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...