SiriusDecisions Summit 2015 is just around the corner, and as in past years, sales enablement is bound to be a hot topic throughout the week.
So which sessions should you circle on your agenda this year? If you’re headed to Nashville and looking to get your “enablement” on, here are three you might want to check out.
(In between these sessions, be sure to swing by the Brainshark booth! You can meet our executive team, get a look at the Brainshark Sales Accelerator for Salesforce.com, and walk away with your own free copy of Sales Enablement for Dummies. Sound good? Good!)
Calculating the True Cost of Content
Thursday, 9:30 a.m. and 4:35 p.m. (Erin Provey and Ona Koehler)
While not part of the official “Sales” track, this session could be a good one for both sales enablement pros and marketers who are less-than-satisfied with their current content strategies. When people think of the “cost of content”, their minds typically go to the creation process. Then again, content creation isn’t always a problem for companies – many are creating a ton. But is it the right content? Is it making an impact? Do buyers find it valuable? Do reps? It’ll be interesting to hear what Provey and Koehler have to say.
Sales Onboarding Programs of the Year
Thursday, 11:45 a.m. and 4:35 p.m. (Sharon Little)
You can’t talk about sales enablement without talking about training, and effective onboarding is certainly a big challenge at a lot of places. It should be interesting to hear some onboarding success stories from those who are doing it well (I’ve heard Oracle Marketing Cloud and PTC will be among the brands featured), and see what kind of takeaways can be gained.
Activity-Based Enablement: Helping Reps How and Where They Work
Thursday, 2:20 p.m. (Jim Ninivaggi and Steve Silver)
Late last year, Jim Ninivaggi wrote a blog post that touched on the difference between “opportunity-based enablement” and “activity-based enablement”, so it makes sense that he’d be speaking more on the topic here. The idea (as I interpret it) is to increase adoption of key sales resources by providing them to reps within the context of actual real-life sales activities. The concept of “context” is certainly a hot one in sales enablement right now – it will be interesting to hear Jim and Steve’s own thoughts on how it ties into sales productivity.
The Summit agenda isn’t exactly chock-full of details, but these three certainly caught my eye. For more on SiriusDecisions Summit 2015, check out the event page, and don’t forget to stop by the Brainshark booth to say hello!