July 20, 2017
Kevin F. Davis, president of TopLine Leadership and author of The Sales Manager’s Guide to Greatness, recently evaluated a Fortune 500 company’s sales manager job descriptions and found that 85% of the responsibilities were related to sales coaching. But, when he spoke with the sales managers...
July 19, 2017
“If you build it, [they] will come,” right? Well, unfortunately sales is not Field of Dreams and content won’t automatically be utilized by reps if you create it. According to SiriusDecisions, up to 70% of sales content goes unused. B2B sales reps are inundated with information, so how can sales...
July 17, 2017
According to the U.S. Bureau of Labor Statistics, millennials are expected to make up 75% of the workforce by 2025. Given this shift, it’s time for sales organizations to rethink how they’re approaching their sales coaching strategies. Whether your sales reps are Baby Boomers or Generation Y,...
July 14, 2017
In sales, you win some and you lose some, but what many sales organizations don’t know is why. If a rep wins a deal, why did the customer buy your product versus the competitor? Which features were the biggest selling point? If they lost the deal, what did the competitor offer or showcase better...
July 12, 2017
Carlie Lawrenson | Product Marketing Manager, Brainshark
When reflecting on why reps win certain deals and lose others, we often overlook our teams’ ability to present on-screen material. Did reps’ slip-up during the product demo? Did they forget key slides in the presentation? Having reps record their screen as they practice material is essential to...
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