February 06, 2017
Did you know that people forget 90% of content after 2 days when they don't come to that content with the intent to remember? Data like this is why Dr. Carmen Simon suggests we use the principles of cognitive science to reinforce learning and training. Products are becoming more specialized and...
February 03, 2017
I recently listened to a TED talk by Sal Khan, founder of Khan Academy, who advocates for mastery-based learning models. I couldn’t help but apply his reasoning to salespeople’s learning, particularly when Forrester reports that only 22% of salespeople understand executive buyers’ issues and how...
February 01, 2017
“Get to the decision maker.” It’s the rallying cry of every sales manager and sales leader to their reps. But what if, despite their best efforts, the reps can’t get to the decision maker? Take this typical scenario: Your rep has been working a deal for months, cultivating a champion. She is...
January 30, 2017
According to research from CSO Insights, only 56% of sales representatives today meet or exceed quota. Meanwhile, in 61% of companies, reps take seven months or more to ramp up to full productivity. Even then, they spend only about one-third of their time actually selling. These factors conspire...
January 27, 2017
The task of finding the right sales enablement technology in today’s market can be daunting. There are countless features, functionalities and integrations to consider. The best thing you can do before jumping into the technology evaluation process is to focus on the goals you want to achieve and...
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