Get two or more sales enablement professionals in a room, and soon the talk will turn to metrics – specifically, how to measure the success and impact of their programs. Sales organizations aren’t lacking data. In fact, the total amount can be overwhelming for sales leaders. Traditional metrics such as course completion, quota attainment and revenue earned, while all important, don’t seem to tell the whole story.
Buyers are overwhelmed by information and messages. The key to cutting through the noise? Dr. Carmen Simon says it comes down to being memorable.
When prospect training doesn’t happen – or isn’t successful – your result is what I’m sharing today: five prospecting approaches we wish we saw less.
How will Microsoft's acquisition of LinkedIn affect social selling, buyer research, and professional relationship management? We spoke with Mike Kunkle for answers.
“Content has got to be used to build credibility and open up a rich and meaningful customer conversation.” ...
According to SiriusDecisions, B2B content strategy is overly focused on assets, and often based on the decisions and skills of individ
Sometimes an outsider’s perspective is all you need to see things differently—to look at something through a new lens and gain clarity that you wouldn’t have otherwise had. That’s exactly what Daniel...