February 25, 2015 09:29 AM
Everyone wants to increase sales productivity – but how exactly are organizations going about it this year? That’s one of the questions the MHI Research Institute looked to answer in a recent study around sales performance and productivity.
In a recent post, MHI research director and guru on all-things sales enablement Tamara Schenk shared some pretty interesting insights from the study. Asking participants, “Where have you or do you plan to invest to improve sales pro...
February 18, 2015 09:26 AM
Sales enablement has started to become a key responsibility for B2B content marketers. Sales reps rely on the right content to engage buyers and support their sales conversations, and it’s often up to marketers to deliver those resources for them.
Of course, that doesn’t mean marketers always do a particularly great job at it.
In the short video below, Brainshark’s Brendan Cournoyer outlines 3 things marketers should avoid when delivering content for sales enablement.
February 12, 2015 09:10 AM
“More social?!” you’re exclaiming at your computer. “How the heck can sales reps get any more social?”
Relax. Let’s be real. Sales reps are often the social butterflies of your company. No need to hone their communication skills (unless there is, and then there’s a different blog post you should be reading). But now that I’ve gotten your attention, I can clarify: social media.
Sales reps can always up their social media game. No matter who...
February 11, 2015 09:16 AM
Marketing and sales are a one-two punch for B2Bs; neither one has the same impact without the other. Sales needs marketing to develop content and resources that will help them win more business, and marketing needs to sales to be the eyes and the ears of the organization’s customers and prospects so they know what messages to drive home. Together, they’re a powerhouse. But they don’t always harness that power to optimize their messages.
We recently highlighted executive ...
February 04, 2015 09:06 AM
What can content bring to sales enablement? If you’re being collaborative, strategic, and smart about your content creation, the answer is a lot. But don’t take my word for it. Thought leaders far and wide are talking about how content and sales enablement are becoming a quintessential combination for B2B success. Here are some of our favorite quotes about the dynamic duo from around the web.
#1. “Content marketing is all about sales, and B2B organizations are begin...