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 ...
September 03, 2015 08:58 AM
Just because reps THINK they’re ready to have the types of conversations that move deals forward, doesn’t mean it’s true. In fact, there is a real and universal struggle at many organizations to get sales reps prepared to sell efficiently, effectively, and productively. Consider these stats:
SiriusDecisions has found that 38% of companies lack a formalized sales onboarding program.
According to The TAS Group, as many as 67% of sales reps fail to reach quota ev...
August 31, 2015 08:56 AM
In response to his article, Perfect the Elements of Your Selling that You Control, I asked Andy Paul, a leading sales acceleration author, speaker and coach, a series of questions of questions on sales training and continuous learning. Here’s Part 4 of that series.
What is one piece of advice you have for sales leaders/managers that they can use to make their reps more productive?
AP: If you want to make your reps more productive, focus on time.
Unfortunately, the term productiv...