October 22, 2014 10:05 AM
Every coach has a different style. Some lead by example, others by instruction; some lead by guided practice, others lead by letting their pupils take the reins—trial by fire. When it comes to sales management and coaching, there are certainly a lot of opinions out there.
In a recent article, Jim Keenan, founder and CEO of A Sales Guy, takes an unequivocal stance in favor of results-based management. He writes that sales reps should be given the opportunity to approach their de...
October 20, 2014 09:02 AM
By Karl Tiedemann, Partner, Rosetta
This article originally appeared on the PharmaExecBlog.
Managing the pharma sales force has always been challenging. Reps are spread out geographically, often far from corporate offices, preventing them from taking part in the on-site activities and face-to-face interactions that typically foster a connection to the company. In order to help the sales force achieve their primary goal — educating physicians — they require frequent training ...
October 16, 2014 03:24 PM
Though Dreamforce 2014 came to a close last night, the tweets and social shares are still pouring in, echoing the excitement, innovation, and thought leadership of Salesforce.com’s four-day conference in San Francisco.
On the heels of the launch of our new Sales Accelerator solution earlier this week (check out the shot above of our team representing at booth N1026!), I was eager to see how the overarching sales enablement message was resonating with the greater tech c...
October 14, 2014 09:27 AM
Today, we’re incredibly proud and excited to announce the launch of Brainshark’s newest and most effective Sales Enablement product: the Brainshark Sales Accelerator for Salesforce.com.
We set out to create a solution that helps sales reps win more deals in less time by enabling them to have better sales conversations with their customers and prospects.
By enabling subject-matter experts to create and deliver better training, managers to coach more effectively,...
October 06, 2014 10:36 AM
Presentations are an inevitable and critical part of B2B sales.
While even a great sales presentation won’t always lead to a closed deal, a poor one will stop your sale dead nearly every time. In other words – you can’t mess this up!
Our exclusive eBook, 51 Tips for Delivering a Better Sales Presentation, draws on ideas and suggestions from real sales reps and experts who understand the importance of a polished, engaging, effective presentation. It not only offers pract...