August 04, 2015 09:55 AM
Enabling your sales reps to find the right content every time is a great idea, but what’s the “right” content? You need more than anecdotal evidence to determine what content improves your reps’ productivity and drives more business, or you’re likely to make mistakes that will exact a toll in missed opportunities and lost sales.
Sales Accelerator to the rescue
The Brainshark Sales Accelerator is already a great solution for serving content to your rep...
August 03, 2015 08:56 AM
A new study from Salesforce highlights the important role content plays in the present and future of B2B sales – something top-performing organizations are already well aware of.
In June, Salesforce released its 2015 State of Sales report, a detailed study aimed to uncover the top trends that are driving the future of sales. This is the first time Salesforce has released this type of report, and the company polled more than 2,300 sales leaders to examine what currently separates to...
July 29, 2015 09:04 AM
This article was submitted by Julio Viskovich, VP of Marketing at rFactr
Complex sales involve a number of different people. You will find multiple decision makers, buyers, each having a completely different role and need than the next one. As a sales professional, it is up to you to work within the ranges of expertise and knowledge to present your solution in a compelling manner. This is where social selling helps!
Twitter Lists allow you to filter out all the noise and or...
July 27, 2015 08:57 AM
I got a call from a sales rep yesterday. For a few minutes I thought I was on a “20 Questions”-style game show. His agenda was to get through his questions as fast as possible so he could tell me about his product. My answers really weren’t important. And I didn’t win anything.
This is a challenge sales enablement professionals often have.
How can we help sales reps use questions to drive a conversation?
It’s difficult if reps follow a list of questions&md...
July 23, 2015 09:41 AM
Who leads your sales enablement strategy?
If you’re serious about increasing sales productivity, that’s a question you need to answer.
Last year, SiriusDecisions released a report that made the case for a “centralized sales enablement” function within B2Bs. The study showed that the average sales enablement budget doubled between 2012 and 2014, which makes total sense when you consider how the popularity of the term itself has skyrocketed during that same period.