January 19, 2015 09:05 AM
An organization’s culture can’t be fabricated. The individuals within it, and the values that they choose to embrace, usually help define and mold a culture into what it is. But for true cultural change to occur, the support of top management is critical. And the development of a culture of learning is no exception.
In a recent Forrester Research report, Create a Learning Culture to Jumpstart Employee Development, Claire Schooley writes that many learning efforts today are &ld...
January 15, 2015 09:13 AM
We’ve defined it. Discussed challenges around it. Offered tips to succeed at it. We’ve even recommended blogs about it.
That “it”, of course, is sales enablement. And despite all the attention it has received, sales enablement is still not fully understood by many – particularly sales leaders.
A recent eBook, Secrets of a Sales Enablement Expert: Tips and Techniques to Supercharge Sales Professionals, addresses this issue and offers suggestions for sales en...
January 14, 2015 08:40 AM
The other day, my LinkedIn Pulse revealed the first article in a 26-week blog series that Marketo CMO Sanjay Dholakia is writing on “a new era of engagement marketing” in collaboration with the Economist. He interviews John Hagel, co-chairman of Deloitte’s Center for the Edge, who shares some changes that marketers need to be prepared to embrace, lest they be displaced. One that stuck out to me in particular was the shift from “Push to Pull.”
I had heard thi...
January 12, 2015 09:07 AM
Take an in-depth look at the role content plays in the sales enablement process in this exclusive new (and free!) report, Solving the Sales Productivity Problem.
Increasing sales productivity is about more than just driving revenue. It’s about enabling reps to sell better, faster and more efficiently.
Is content the key? It can be.
Today, the best B2B content strategies not only generate leads, but also enable sales reps to make the most of those opportunities with valuable custome...
January 08, 2015 09:16 AM
Sales reps always default to what is easiest. They’re not lazy—but they do have a demanding job. And any way that you can make it easier for them is much appreciated. That’s the role of sales enablement.
Picture water running down a mountain weaving around the obstacles. Sales enablement is pushing boulders out of the way to give the water a clear path.
So what the heck does that mean? Here are some examples:
Suppose that you’ve just created a great piece of m...