January 25, 2017
Prior to joining Brainshark, I had the good fortune to launch and run the sales enablement practice at research/advisory firm SiriusDecisions. Unlike other functions (such as marketing and finance) that have been around for decades, the sales enablement function is relatively new and still...
January 23, 2017
How can seasoned sales reps use their experience to hone more distinct messages while keeping the conversation fresh? After all – the same old statistic, slide and conversation can feel old after a while. Although it might be true, sometimes it needs a fresh angle to make it more engaging. Dr....
January 20, 2017
With new generations, technologies and philosophies, the business landscape is always changing. For sales organizations, new or reinvented approaches and methodologies come along all the time. Millennials are starting to dominate the sales workforce, bringing their own perspectives to the table....
January 18, 2017
We hear a lot about the need for sales and marketing alignment. While you won’t hear me disagreeing that this is important, there’s another alignment and partnership opportunity that gets a lot less airplay yet has equal potential to drive sales results: the alignment and partnership between...
January 16, 2017
If sales training isn’t a mission-critical initiative at your company, this story may persuade you to reconsider. WIRED headline: Car Dealers Are Dangerously Uneducated About New Safety Features The headline would be more accurate if it read “Untrained Car Dealers Put Customers in Danger.” If...
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