Sales Enablement Ideas Blog | Brainshark

Ideas Blog

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

February 03, 2017
PJ Carter | @PJCarter25 | Influencer Relations Manager, Brainshark
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
Jim Ninivaggi | @jninivaggi | Senior Vice President, Business Development, Brainshark
“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
Mike Kunkle | @mike_kunkle | Sales Readiness Consultant, Brainshark
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
Lauren Brousell | @LBrousell | Marketing Programs Manager, Brainshark
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...
January 25, 2017
Jim Ninivaggi | @jninivaggi | Senior Vice President, Business Development, Brainshark
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...
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