December 17, 2014 08:35 AM
Live training. Mobile training. Video training. Any way you spin it, sales training professionals are facing some serious challenges getting through to reps. So much so that 40% of those we surveyed would rather deal with their computer crashing than a disengaged trainee (woah).
So what’s the solution?
According to our 2014 State of Sales Training report, organizations have experimented with a variety of formats and channels for delivering sales training to reps. While their ...
December 15, 2014 09:28 AM
2014 has been an exciting year for sales enablement—a hot topic both at Brainshark and in the B2B world in general. With buyers that are more informed than ever, there is a deep need for reps to be prepared with the tools and content that will engage prospects in meaningful conversations. Translation: effective sales enablement has never been more critical.
Before we dive headfirst into 2015, we thought we’d take a look back at the top ten sales enablement posts of this year ...
December 10, 2014 08:35 AM
“Is sales enablement making salespeople stupid?”
That’s the topic of a recent two-part blog series from sales enablement thought leader Tamara Schenk, research director at Miller Heiman. Of course, that’s just the headline. The real questions dig a bit deeper.
In part two, she asks, “Has sales enablement led to an inability [for reps] to communicate value messages?” Studies have consistently shown that, for salespeople, the ability to communicate value e...
December 03, 2014 03:37 PM
A recent Forrester Research report demonstrated that when it comes to successful sales meetings, sellers and buyers are not on the same page. While most sales reps believe they’re doing quite well, buyers are less than impressed at the quality of their sales meetings.
In fact, executive buyers consider only 19% of the meetings they have with salespeople to be a valuable use of their time. Meanwhile, salespeople give themselves A’s in their self-assessments for understandin...
December 03, 2014 09:15 AM
The objective of a “Getting Social With…” blog post is to pick the brain of a relevant thought leader in the sales and marketing industries, getting to know them on a personal and professional level. For the first of the series, I decided to conduct a Q & A with Michael Brenner, Head of Strategy for NewsCred. As Brenner is a Forbes Top 40 Social Media Marketer, a Top Content Marketing Influencer and Most Mentioned Marketer on Twitter, he was...