Sales Enablement Ideas Blog | Brainshark

Ideas Blog

Tips and ideas for sales enablement, training, marketing, and more.

January 06, 2017
Andy Paul | @ZeroTimeSelling | Author, Zero-Time Selling
Too often front-line sales managers (and a lot of senior managers) try to “manage” sales professionals to improved performance or out of dry spells, instead of coaching them. They mistakenly believe that all sales performance problems are solvable by focusing on the mechanics, process and...
January 05, 2017
Molly Buccini | @mollybuccini | Content Marketing Manager, Brainshark
If you’re entering a new market in 2017, you’ve got a lot to think about. On top of assessing new competitors, new vernaculars, new cultures and new decision-making processes (to name a few) – you need your sales team to be ready to have meaningful interactions with a brand new audience. Sales...
January 04, 2017
Mike Kunkle | @mike_kunkle | Sales Readiness Consultant, Brainshark
I don’t believe in “silver bullets” in sales, but the ability to create value when selling is as close as we may come to a silver bullet for our profession. Mack Hanan first published his landmark work, Consultative Selling, in 1970. While this is greatly oversimplified, the essence of Mack's...
December 28, 2016
PJ Carter | @PJCarter25 | Influencer Relations Manager, Brainshark
2016 marked a steadfast improvement for B2B organizations looking to beef up their sales results. The 2016 Sales Enablement Optimization Study conducted by CSO Insights shows that 32.7% of B2B organizations had sales enablement functions in 2016, a significant jump from 19.3% in 2013. It also...
December 27, 2016
Jim Ninivaggi | @jninivaggi | Senior Vice President, Business Development, Brainshark
This column was originally published on on December 13, 2016 A new employee is a new employee and talent development is talent development. It’s all HR’s domain, right? Wrong, at least when it comes to sales. Whether you’re starting, growing or running your business, treating...
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