Sales Enablement Ideas Blog

April 19, 2018

Video Coaching: How to Get Sales Reps On Board with Assessments

Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark

Unless you happen to be a seasoned news anchor, actor or YouTube personality, chances are you don’t love the idea of someone grading your work on camera. Most sales reps are no different when it comes to video coaching assessments. Sales organizations should be ensuring that reps possess the...

April 11, 2018

3 Ways To Help New B2B Sales Reps Avoid Early Collapse

Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark

Data rules the world. A phrase you’ve surely heard 1,000 times remains just as true in 2018: We track everything from plane ticket prices to calorie consumption and even how much sleep we’re getting. The reality is no different in B2B sales, where sales managers can track which reps make the...

April 06, 2018

Are First-Line Sales Managers In Danger Of Extinction?

Jim Ninivaggi | @jninivaggi | Chief Readiness Officer, Brainshark

This post was originally published on Forbes on March 7, 2018. The sales landscape has changed dramatically over the past decade as modern and empowered buyers, new technologies and competitive pressures forge new realities. This confluence of factors has imperiled various sales roles, creating...

March 28, 2018

What Makes a Great Modern-Day B2B Sales Leader? Q&A with Colleen Honan

Lauren Brousell | @LBrousell | Senior Content & Programs Manager, Brainshark

With over 20 years of experience at companies like Avention and SiriusDecisions, Brainshark’s Chief Sales Officer, Colleen Honan, is no stranger to leading sales teams. We spoke with her about the biggest changes she sees impacting B2B sales today and the best leadership tactics to overcome them...

March 22, 2018

What Is Sales Readiness? And Why Should You Care?

Jim Ninivaggi | @jninivaggi | Chief Readiness Officer, Brainshark

This post originally appeared on Forbes on February 20, 2018. In business and in our lives, change is often hard, especially when we’re not ready. Six years ago, I was brought in to consult at a Fortune 500 software company that hadn’t adequately prepared its sales team for change. Business was...