This document provides 22 tips for improving sales readiness. It discusses the importance of formalizing sales onboarding programs, using blended learning approaches that combine in-person and online training, making training content mobile accessible, gamifying training to increase engagement, focusing training on understanding the buyer's perspective and needs, prioritizing selling skills training, providing continuous reinforcement of skills through ongoing training, leveraging social selling and sharing of success stories, tailoring training and messaging for specific buyer personas, using video for engaging and memorable training, providing guidance on conducting value-added conversations, and ensuring training content is easily accessible anytime from any device. The goal is to equip sales reps with the necessary skills, knowledge, and resources to have successful conversations that
Guided Selling 101: What Matters and What to AskVeelo
Guided selling provides salespeople with dynamic, intelligent support and recommendations to improve effectiveness and productivity. It acts like a GPS for sales by tracking outcomes and providing relevant enablement based on factors like role, stage, and interests. Key components to evaluate include ease of use, content management, analytics, and compatibility with CRM and other systems. Examples of guided selling platforms were provided, focusing on differences between B2B and B2C solutions and industry-specific options. A case study demonstrated how one company improved sales productivity and engagement by implementing a guided selling solution to consolidate content and provide real-time support.
Increasing pressure to save money means increased expectations for new sales hires to become productive in a shorter time frame, which can sometimes result in training programs becoming more and more condensed. One-and-done boot camps are rarely effective, with most trainees retaining only 10% of their learning after one month. Successful sales onboarding works best with a continuous approach that involves reinforcement, practical practice and ongoing support. In this webinar, you’ll walk away with inspiration and tips that you can immediately apply to your program including:
* Best onboarding practices: what learning science tells us
* Case study: how NAVEX Global acquired four different companies in the span of six months and went from having no formal sales onboarding program to a robust global process
* How new technologies like Guided Selling help augment onboarding programs for improved knowledge transfer, pipeline velocity and sales results
A Simple Sales Coaching Methodology That Moves the NeedleMike Kunkle
Watch the webinar at: https://www.brighttalk.com/webcast/14877/237023
Everyone knows that sales coaching is needed. Unfortunately, even when sales managers try to coach, they often focus on the wrong things and don't get the results they hoped for. The solution is ROAM, a coaching diagnostic approach, that when combined with simple models for field training and sales coaching, can help sales managers move the needle on the metrics that really matter.
The Updated Building Blocks of Sales Enablement 11-2019Mike Kunkle
This is what I call the building blocks of sales enablement. The advice in this presentation can help you start or evolve a sales enablement practice in your company,
How 4 Sales Systems Can Solve 80% of your Sales Enablement ChallengesMike Kunkle
These are the slides from a webinar delivered on my Sales Transformation Straight Talk channel on SMM Connect in May 2017. These 4 systems address the vast majority of sales enablement challenges and can radically transform an organization's sales results.
Using Top-Producer Analysis to Improve Sales ResultsMike Kunkle
This is a presentation about my methodology for conducting a top-producer analysis. I'm presenting this at the ATD's 2016 annual conference in Denver on Tue 5/24/2016.
Conducting a Top-Producer Analysis:
- Allows you to use the data to construct content and curricula that, when implemented within an effective learning system, will increase organizational sales results and provide payback and return on investment.
- Is the epitome of talent development. It takes best practices to a new level, by using your own, internal top sales talent to help others improve, which accounts for the context and nuances that best practices do not.
- Allows you to isolate the true exemplary performers (some top-producers earn their results, others get lucky or are handed big accounts), determine the differentiating practices between these producers and others, and replicate the behaviors that will drive sales results and lift your middle producers to new levels.
Sales Onboarding SMM Webinar - Mike Kunkle/Brainshark 2016Mike Kunkle
This is the deck I presented for Sales & Marketing Management's webinar, sharing my sales onboarding methods that have yielded such great results for me.
Commit to a Sales Management Cadence to Drive Best-in-Class Sales ResultsMike Kunkle
This is the webinar I did with Matt McDarby, Founder/President of United Sales Resources and author of The Cadence of Excellence: Key Habits of Effective Sales Managers.
Guided Selling 101: What Matters and What to AskVeelo
Guided selling provides salespeople with dynamic, intelligent support and recommendations to improve effectiveness and productivity. It acts like a GPS for sales by tracking outcomes and providing relevant enablement based on factors like role, stage, and interests. Key components to evaluate include ease of use, content management, analytics, and compatibility with CRM and other systems. Examples of guided selling platforms were provided, focusing on differences between B2B and B2C solutions and industry-specific options. A case study demonstrated how one company improved sales productivity and engagement by implementing a guided selling solution to consolidate content and provide real-time support.
Increasing pressure to save money means increased expectations for new sales hires to become productive in a shorter time frame, which can sometimes result in training programs becoming more and more condensed. One-and-done boot camps are rarely effective, with most trainees retaining only 10% of their learning after one month. Successful sales onboarding works best with a continuous approach that involves reinforcement, practical practice and ongoing support. In this webinar, you’ll walk away with inspiration and tips that you can immediately apply to your program including:
* Best onboarding practices: what learning science tells us
* Case study: how NAVEX Global acquired four different companies in the span of six months and went from having no formal sales onboarding program to a robust global process
* How new technologies like Guided Selling help augment onboarding programs for improved knowledge transfer, pipeline velocity and sales results
A Simple Sales Coaching Methodology That Moves the NeedleMike Kunkle
Watch the webinar at: https://www.brighttalk.com/webcast/14877/237023
Everyone knows that sales coaching is needed. Unfortunately, even when sales managers try to coach, they often focus on the wrong things and don't get the results they hoped for. The solution is ROAM, a coaching diagnostic approach, that when combined with simple models for field training and sales coaching, can help sales managers move the needle on the metrics that really matter.
The Updated Building Blocks of Sales Enablement 11-2019Mike Kunkle
This is what I call the building blocks of sales enablement. The advice in this presentation can help you start or evolve a sales enablement practice in your company,
How 4 Sales Systems Can Solve 80% of your Sales Enablement ChallengesMike Kunkle
These are the slides from a webinar delivered on my Sales Transformation Straight Talk channel on SMM Connect in May 2017. These 4 systems address the vast majority of sales enablement challenges and can radically transform an organization's sales results.
Using Top-Producer Analysis to Improve Sales ResultsMike Kunkle
This is a presentation about my methodology for conducting a top-producer analysis. I'm presenting this at the ATD's 2016 annual conference in Denver on Tue 5/24/2016.
Conducting a Top-Producer Analysis:
- Allows you to use the data to construct content and curricula that, when implemented within an effective learning system, will increase organizational sales results and provide payback and return on investment.
- Is the epitome of talent development. It takes best practices to a new level, by using your own, internal top sales talent to help others improve, which accounts for the context and nuances that best practices do not.
- Allows you to isolate the true exemplary performers (some top-producers earn their results, others get lucky or are handed big accounts), determine the differentiating practices between these producers and others, and replicate the behaviors that will drive sales results and lift your middle producers to new levels.
Sales Onboarding SMM Webinar - Mike Kunkle/Brainshark 2016Mike Kunkle
This is the deck I presented for Sales & Marketing Management's webinar, sharing my sales onboarding methods that have yielded such great results for me.
Commit to a Sales Management Cadence to Drive Best-in-Class Sales ResultsMike Kunkle
This is the webinar I did with Matt McDarby, Founder/President of United Sales Resources and author of The Cadence of Excellence: Key Habits of Effective Sales Managers.
Transform Sales Results with a Systems Approach: Docebo Inspire 2017Mike Kunkle
This is the presentation I delivered at Docebo Inspire in September 2017. It explains the application of systems thinking to radically transform sales results.
The Power of Discovery for Increasing Win RatesMike Kunkle
This is the webinar I delivered on 11/08/2017 on how to conduct a highly-effective consultative discovery to improve sales effectiveness and win rates.
The document discusses the state of sales force development and provides an overview of effective learning systems to improve sales performance. It finds that a majority of sales training produces no long-term impact and that sales managers spend little time coaching and developing their teams. The author then outlines key components of effective learning systems, including building content based on top-performing salespeople, engaging managers, and developing a change plan. The focus should be on differentiating high performers, designing manager-focused content and coaching, and executing the plan with discipline.
Stop the Sales Insanity - How 5 Simple Stages Can Transform Your Sales Force Mike Kunkle
Watch the webinar recording at http://bit.ly/EdCastKunkleRecording06272017
These are the slides from the webinar I delivered with EdCast on 6/27/2017. I've seen this simple 5 stage system radically transform sales force behaviors in as little as 3-6 months.
Increase Sales Performance with Modern Learning via ATDMike Kunkle
This is the webinar that Jake Miller from Allego and I did delivered for ATD's webcast series. The webcast recording can be viewed at https://webcasts.td.org/webinar/2528. Slides can be downloaded there or right here.
Sales Onboarding - Accelerating New Hire ProductivityMindTickle
#1 Discuss components of a best-in-class Onboarding Program
#2 Measure and monitor key Performance Indicators of new hires
#3 Use best practices to improve Onboarding Effectiveness
During this session, we team up with CSO Insights to discuss why great coaching is critical for a successful sales organization. We will also examine CSO Insights metrics that show revenue gains enjoyed by organizations with great sales coaches.
The Competitive Intel Playbook for B2B Sales: How to Win a Deal Before It StartsSales Hacker
We all want competitive sales success. But how we get there?
We know that successful organizations must have product-market fit, build trust, and deliver an amazing customer experience. Sounds easy, right? Surprisingly, there are a lot of organizations missing out on using competitive intelligence data to improve their close rates.
From marketing to sales to customer success, competitive intel can shape sales conversations from pre-deal all the way through onboarding.
Join us as we walk you through achieving alignment and strategies to leverage competitive intelligence.
Modern Sales Coaching in 2018: Goodbye Fluff, Hello ProcessesSales Hacker
What You'll Learn:
- How leading companies enable data-driven decision making by their sales forces
- How to isolate the sales activities where coaching will make the biggest impact
- How to create clear linkages between sales coaching, CRM data, and those daily activities
- How to transition from performance gap coaching (like the GROW or GAINS model) to process coaching that enables consistent execution
- How to integrate CRM and other enabling technologies into traditional skill-based coaching
AA-ISP Expert Chat: Finding the right balance between Culture, Coaching, and ...Timothy Harris
How can sales leaders help their teams succeed?
Finding the right balance between Culture, Coaching, and Technology
Coaching, culture, and technology are critical factors in the development of a successful Inside Sales organization. But how do you go about using all three to maximize sales efficiency?
Join Douglas Gibbs, Sr. Inside Sales Manager at Waste Management, Lauren Bailey of Factor 8 and #GirlsClub, and Tim Harris of DialSource as they discuss real-world challenges and opportunities that present themselves at the intersection of culture, coaching, and technology.
Topics covered:
Industry insights and actionable strategies to improve call coaching and sales culture from Lauren Bailey, voted “Top 25 Most Influential Leaders in Inside Sales”
How to prioritize sales enablement for your frontline sellers
How Doug Gibbs instills a coaching culture in Waste Management’s Inside Sales organization
How to leverage sales technology to increase sales efficiency
Speaker Panel:
Lauren Bailey, Factor 8 & #GirlsClub
Douglas Gibbs, Waste Management
Tim Harris, DialSource
Modern Selling + Modern Learning = Sales GrowthMike Kunkle
These are the slides from my 7/17/2019 SMMConnect.com webinar. You can watch the webinar for free at https://www.smmconnect.com/events/1617?gref=mikek for registering (also free) for the SMMConnect.com website.
Five Sales Coaching Best Practices Featuring Sales Management AssociationRevegy, Inc.
Sales training and sales process is great for helping sales teams drive revenue in a consistent manner. However, in order for organizations to realize the maximum benefit from such investments, they must be continuously coaching their reps – making them more effective in the field. This webinar discuss the 5 things you must have for a successful coaching program and how to leverage people, data and technology to increase coaching effectiveness and capability.
4 Ways to Build a Metric-Based Sales Coaching CultureSales Hacker
This document outlines 4 ways to build a metric-based sales coaching culture. It discusses defining key metrics, continually monitoring performance based on those metrics, creating a regular cadence of coaching sessions, and refining the coaching process over time based on data. The document cites research finding that sales coaching leads to significantly higher productivity increases compared to training alone. It emphasizes that coaching salespeople should be a priority for organizations.
Sales Managers & Enablement: Strengthening the ConnectionSales Hacker
- The document discusses how to strengthen the connection between sales managers and sales enablement teams by using data.
- It recommends translating sales quotas into leading indicators of success and using performance and readiness data to diagnose problems and prescribe solutions.
- An example is given of how to use this approach to improve onboarding of new sales reps by mapping their key performance indicators and required skills to an onboarding timeline.
Webinar | Opportunity Management - Mind the Reality GapAltify
Process matters. If you don't follow a solid opportunity management process routinely, you’ll miss important signs that could end up killing deals.
Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter.
Roger White, Sales Operations Manager at Level 3 Communications, EMEA, and our AVP Sales, Tim Foster explain how to surface deal vulnerabilities and wring every drop of value out of your opportunity management process.
The document provides guidance on creating an effective sales playbook. It emphasizes focusing the playbook on a specific aim, such as training new salespeople, rather than trying to cover everything. The playbook should be realistic and address difficult customer objections rather than just safe questions. It also stresses focusing the playbook on one key topic rather than multiple topics, and tailoring it to a specific audience such as salespeople or new hires. Additionally, the playbook should focus on the customer journey and challenges rather than just the product.
This document discusses common sales problems and provides solutions. It identifies seven common problems as ineffective sales leadership, ineffective sales teams, poor marketing and sales cooperation, flawed sales propositions, unclear sales messages, poor sales processes, and poor customer relationships. It then outlines symptoms of each problem and offers a seven-stage process to identify issues, collect data, create an action plan, implement changes, and measure results to fix sales problems. The author, Mike McCormac, provides independent consulting services to help companies analyze problems, recommend solutions, and implement changes.
The document discusses putting agile marketing practices into action. It begins with an introduction to agile principles like collaborative leadership, constant iteration, and customer-focused innovation. It then explains why companies need agile marketing to adapt quickly to constant change. The rest of the document provides guidance on implementing agile marketing, including establishing cross-functional teams, using techniques like sprints and user stories, and focusing on continuous learning and adaptation to meet customer needs.
1) The document discusses implementing a sales playbook program to strengthen a sales team's capabilities and reinforce skills needed for growth. It outlines key barriers sales leaders face around sales conversations, clarifying processes, and developing talent.
2) A sales playbook program goes beyond just producing a playbook - it is a transformational approach using modular content to arm, enable, and develop the sales force through continuous learning and coaching.
3) Implementing an effective sales playbook program depends on three key factors: design and development of compelling content; rollout and reinforcement of the content; and gaining consensus and commitment from stakeholders.
The document discusses the role of learning and development (L&D) professionals in sales enablement. It defines sales enablement as coordinating across functions like sales, marketing, and product development to provide resources and information to help the sales team generate revenue. For L&D professionals to truly support sales enablement, they must break down silos by facilitating collaboration across functions, and focus on improving sales performance rather than just training programs. By adopting this approach, organizations can increase sales productivity, speed time to productivity for new hires, and positively impact the customer experience.
Transform Sales Results with a Systems Approach: Docebo Inspire 2017Mike Kunkle
This is the presentation I delivered at Docebo Inspire in September 2017. It explains the application of systems thinking to radically transform sales results.
The Power of Discovery for Increasing Win RatesMike Kunkle
This is the webinar I delivered on 11/08/2017 on how to conduct a highly-effective consultative discovery to improve sales effectiveness and win rates.
The document discusses the state of sales force development and provides an overview of effective learning systems to improve sales performance. It finds that a majority of sales training produces no long-term impact and that sales managers spend little time coaching and developing their teams. The author then outlines key components of effective learning systems, including building content based on top-performing salespeople, engaging managers, and developing a change plan. The focus should be on differentiating high performers, designing manager-focused content and coaching, and executing the plan with discipline.
Stop the Sales Insanity - How 5 Simple Stages Can Transform Your Sales Force Mike Kunkle
Watch the webinar recording at http://bit.ly/EdCastKunkleRecording06272017
These are the slides from the webinar I delivered with EdCast on 6/27/2017. I've seen this simple 5 stage system radically transform sales force behaviors in as little as 3-6 months.
Increase Sales Performance with Modern Learning via ATDMike Kunkle
This is the webinar that Jake Miller from Allego and I did delivered for ATD's webcast series. The webcast recording can be viewed at https://webcasts.td.org/webinar/2528. Slides can be downloaded there or right here.
Sales Onboarding - Accelerating New Hire ProductivityMindTickle
#1 Discuss components of a best-in-class Onboarding Program
#2 Measure and monitor key Performance Indicators of new hires
#3 Use best practices to improve Onboarding Effectiveness
During this session, we team up with CSO Insights to discuss why great coaching is critical for a successful sales organization. We will also examine CSO Insights metrics that show revenue gains enjoyed by organizations with great sales coaches.
The Competitive Intel Playbook for B2B Sales: How to Win a Deal Before It StartsSales Hacker
We all want competitive sales success. But how we get there?
We know that successful organizations must have product-market fit, build trust, and deliver an amazing customer experience. Sounds easy, right? Surprisingly, there are a lot of organizations missing out on using competitive intelligence data to improve their close rates.
From marketing to sales to customer success, competitive intel can shape sales conversations from pre-deal all the way through onboarding.
Join us as we walk you through achieving alignment and strategies to leverage competitive intelligence.
Modern Sales Coaching in 2018: Goodbye Fluff, Hello ProcessesSales Hacker
What You'll Learn:
- How leading companies enable data-driven decision making by their sales forces
- How to isolate the sales activities where coaching will make the biggest impact
- How to create clear linkages between sales coaching, CRM data, and those daily activities
- How to transition from performance gap coaching (like the GROW or GAINS model) to process coaching that enables consistent execution
- How to integrate CRM and other enabling technologies into traditional skill-based coaching
AA-ISP Expert Chat: Finding the right balance between Culture, Coaching, and ...Timothy Harris
How can sales leaders help their teams succeed?
Finding the right balance between Culture, Coaching, and Technology
Coaching, culture, and technology are critical factors in the development of a successful Inside Sales organization. But how do you go about using all three to maximize sales efficiency?
Join Douglas Gibbs, Sr. Inside Sales Manager at Waste Management, Lauren Bailey of Factor 8 and #GirlsClub, and Tim Harris of DialSource as they discuss real-world challenges and opportunities that present themselves at the intersection of culture, coaching, and technology.
Topics covered:
Industry insights and actionable strategies to improve call coaching and sales culture from Lauren Bailey, voted “Top 25 Most Influential Leaders in Inside Sales”
How to prioritize sales enablement for your frontline sellers
How Doug Gibbs instills a coaching culture in Waste Management’s Inside Sales organization
How to leverage sales technology to increase sales efficiency
Speaker Panel:
Lauren Bailey, Factor 8 & #GirlsClub
Douglas Gibbs, Waste Management
Tim Harris, DialSource
Modern Selling + Modern Learning = Sales GrowthMike Kunkle
These are the slides from my 7/17/2019 SMMConnect.com webinar. You can watch the webinar for free at https://www.smmconnect.com/events/1617?gref=mikek for registering (also free) for the SMMConnect.com website.
Five Sales Coaching Best Practices Featuring Sales Management AssociationRevegy, Inc.
Sales training and sales process is great for helping sales teams drive revenue in a consistent manner. However, in order for organizations to realize the maximum benefit from such investments, they must be continuously coaching their reps – making them more effective in the field. This webinar discuss the 5 things you must have for a successful coaching program and how to leverage people, data and technology to increase coaching effectiveness and capability.
4 Ways to Build a Metric-Based Sales Coaching CultureSales Hacker
This document outlines 4 ways to build a metric-based sales coaching culture. It discusses defining key metrics, continually monitoring performance based on those metrics, creating a regular cadence of coaching sessions, and refining the coaching process over time based on data. The document cites research finding that sales coaching leads to significantly higher productivity increases compared to training alone. It emphasizes that coaching salespeople should be a priority for organizations.
Sales Managers & Enablement: Strengthening the ConnectionSales Hacker
- The document discusses how to strengthen the connection between sales managers and sales enablement teams by using data.
- It recommends translating sales quotas into leading indicators of success and using performance and readiness data to diagnose problems and prescribe solutions.
- An example is given of how to use this approach to improve onboarding of new sales reps by mapping their key performance indicators and required skills to an onboarding timeline.
Webinar | Opportunity Management - Mind the Reality GapAltify
Process matters. If you don't follow a solid opportunity management process routinely, you’ll miss important signs that could end up killing deals.
Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter.
Roger White, Sales Operations Manager at Level 3 Communications, EMEA, and our AVP Sales, Tim Foster explain how to surface deal vulnerabilities and wring every drop of value out of your opportunity management process.
The document provides guidance on creating an effective sales playbook. It emphasizes focusing the playbook on a specific aim, such as training new salespeople, rather than trying to cover everything. The playbook should be realistic and address difficult customer objections rather than just safe questions. It also stresses focusing the playbook on one key topic rather than multiple topics, and tailoring it to a specific audience such as salespeople or new hires. Additionally, the playbook should focus on the customer journey and challenges rather than just the product.
This document discusses common sales problems and provides solutions. It identifies seven common problems as ineffective sales leadership, ineffective sales teams, poor marketing and sales cooperation, flawed sales propositions, unclear sales messages, poor sales processes, and poor customer relationships. It then outlines symptoms of each problem and offers a seven-stage process to identify issues, collect data, create an action plan, implement changes, and measure results to fix sales problems. The author, Mike McCormac, provides independent consulting services to help companies analyze problems, recommend solutions, and implement changes.
The document discusses putting agile marketing practices into action. It begins with an introduction to agile principles like collaborative leadership, constant iteration, and customer-focused innovation. It then explains why companies need agile marketing to adapt quickly to constant change. The rest of the document provides guidance on implementing agile marketing, including establishing cross-functional teams, using techniques like sprints and user stories, and focusing on continuous learning and adaptation to meet customer needs.
1) The document discusses implementing a sales playbook program to strengthen a sales team's capabilities and reinforce skills needed for growth. It outlines key barriers sales leaders face around sales conversations, clarifying processes, and developing talent.
2) A sales playbook program goes beyond just producing a playbook - it is a transformational approach using modular content to arm, enable, and develop the sales force through continuous learning and coaching.
3) Implementing an effective sales playbook program depends on three key factors: design and development of compelling content; rollout and reinforcement of the content; and gaining consensus and commitment from stakeholders.
The document discusses the role of learning and development (L&D) professionals in sales enablement. It defines sales enablement as coordinating across functions like sales, marketing, and product development to provide resources and information to help the sales team generate revenue. For L&D professionals to truly support sales enablement, they must break down silos by facilitating collaboration across functions, and focus on improving sales performance rather than just training programs. By adopting this approach, organizations can increase sales productivity, speed time to productivity for new hires, and positively impact the customer experience.
This document provides information about sales training courses offered by Huthwaite International. It summarizes various 3-day, 2-day, and 1-day course offerings focused on different sales skills like SPIN selling, negotiation, communication skills, and more. For each course, it provides a brief description of what the course covers and teaches participants. It also includes the dates and locations that some of the open enrollment courses will be offered. The document is aimed at providing information to individuals and companies interested in signing up employees for Huthwaite's sales training programs.
This document provides information on sales and negotiation training courses offered by Huthwaite from January to June 2017. It summarizes several 2-3 day courses teaching skills like SPIN selling, negotiation, account strategy, and pitching. The SPIN selling course in particular is described as teaching consultants how to structure conversations around customer needs through the proven SPIN model of asking situation, problem, implication, and need-payoff questions.
This document provides testimonials from financial advisors in Mexico and South Africa who completed a sales training course. The advisors found the practical skills taught in the 5-day intensive course immediately useful for improving their sales techniques and relationships with clients. One advisor saw an 18% increase in business after the training. The course focused on listening to clients, understanding their needs and goals, and providing proper advice rather than just selling products to meet quotas. It taught communication, prospecting, needs analysis, time management, value propositions and other sales skills. The trainer, Maurice Jonker, is an award-winning advisor and accredited facilitator who helps advisors evolve into trusted business partners for their clients.
10 Do's and Don'ts for Developing an Effective Game-based Sales Reinforcement...QstreamInc
It’s one of the dirty little secrets of sales training: Your reps will forget most of the information relayed to them in just a matter of days.
What experienced sales enablement professionals understand is that sales reps must be able to apply that knowledge to fully encode it into memory and drive the necessary behavior changes.
The good news? A new breed of game-based, sales enablement application, optimized for both engagement and long-term knowledge retention, is quickly becoming a must-have for forward-thinking companies.
For anyone considering investing in a reinforcement solution, our latest Qpaper offers a list of must-do’s (and a few don’ts…) to get the optimal benefit for your reps, and your bottom-line.
The key reason traditional sales training fails to deliver superior and sustainable results is management's failure to follow-up. Translation? Don’t pay for piano lessons if you don’t plan to buy a piano. That means that sales managers and sales coaches must spend productive time with their salespeople behind the windshield and in their customers’ shops, offices, and boardrooms. Think about it, the old Russian proverb of “Doveryai no proveryai” (Trust but verify) used by President Reagan during the negotiation of the 1987 INF Treaty is absolutely critical in converting an antecedent (Training) into positive and sustained behavioural changes to compete in the new sales reality. If you believe your folks will take what they have "learned" in sales training and apply it consistently on the phone and on the road, you're in for a rude awakening.
Miller Heiman Crowdsourced Session RecapMiller Heiman
Part of your perks for attending the 2014 Miller Heiman Sales Summit in Denver was to gain access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
Sales training that sticks is a critical component of any successful sales team. Here are five key success factors for any sales training company to keep in mind when creating a winning action plan.
https://www.yatharthmarketing.com/sales-training-that-sticks-key-success-factors/
Elite Training Systems provides sales, communication, and leadership training for businesses through customized workshops and programs. Their training is designed to be effective while minimizing time commitments. Workshops cover topics like personality profiling, objection handling, presentations, and goal setting. Testimonials from clients praise the trainer's ability to engage participants and provide relevant skills that increase sales.
There is a significant skills gap in marketing that is negatively impacting organizations' revenue. To address this issue, organizations must make closing the skills gap a priority. They should get commitment from executive leadership, allocate dedicated funds to skills development, create a long-term education strategy, support role-specific training, and offer multiple channels for skills acquisition. Making these investments in marketers' training and development will help organizations maximize the impact of their marketing activities.
The document discusses how technology and online research has changed buyer behavior, with customers now 57% through the purchasing process before contacting a salesperson. This has increased the value of subject matter experts who can provide insights beyond what customers find online. The document recommends that companies train their salespeople to become subject matter experts by understanding customer buying behaviors, industry trends, and how to identify opportunities to add value. It provides examples of how one financial company significantly increased sales by restructuring their sales team and processes to focus on a consultative, subject matter expert approach.
Personal selling and sales force management- Importance and training methods Antara Rabha
The document discusses Adidas' holistic sales training program developed by DOOR Consulting to address issues like low employee
passion, skills and retention. The multi-pronged program included training store managers through a "Train the Trainer" program
to then coach employees. It aimed to instill passion for Adidas and its products in employees. Modules covered developing
customer engagement skills, understanding different customer types, active listening, criticism and open-ended questioning.
Follow-up "52 Training Pitches" by managers reinforced the knowledge and embedded the learnings long-term to improve sales.
The comprehensive approach addressed both employee development and instilling a bond with Adidas to boost performance.
B2B-Content Marketing – Weg von Selfies, hin zu Blockbuster-Marketing #AFBMCAllFacebook.de
This document provides guidance on effective B2B content marketing. It discusses setting clear goals and metrics, understanding the audience through buyer personas, distributing content through blockbuster pieces and customer journeys, and optimizing through testing. Visuals, short engaging copy, mobile optimization, and leveraging employees are some best practices. The key is to test content to find the most effective approaches and continuously refresh successful creative elements. Overall it emphasizes the importance of understanding the audience, distributing high-quality content, and optimizing through testing to improve performance.
Workfront: 11 Marketing Technologists on Digital TransformationMighty Guides, Inc.
The document discusses strategies for successfully transforming marketing operations through digital transformation. It emphasizes the importance of putting customers at the heart of the transformation, streamlining processes before implementing new technologies, and taking a holistic view of how new technologies will integrate with existing systems. Transformations require eliminating data and team silos, setting short-term goals, testing technologies thoroughly, and gathering ongoing feedback from employees.
Five Quick Tips for Creating Conversations Salespeople Will UseLaunch International
If you’re like most marketers we work with, you’re
probably struggling with the best ways to help your
salespeople have more meaningful conversations
with customers and prospects.
The document provides an overview and instructions for using a marketing playbook created by Engineers Australia. It explains that the playbook aims to promote consistency, coordination, and collaboration across marketing campaigns. It provides guidance on developing effective campaigns, executing them using various channels, reviewing results, and sharing successes. The playbook also includes templates for campaign planning and resources for things like graphic design standards and requesting marketing support.
2014 ISS Presentation - Developing your best assetFrank Certo
The document discusses developing an effective education program for property managers. It recommends hiring the right person, creating a structured training program with orientation and field training, and developing a culture of continued education through staff meetings, industry resources, and competition. The goal is to grow occupancies, revenues, and business value by strengthening managers' skills in sales, marketing, customer service, and general business practices through an ongoing education program.
2. CONTENTS
Introduction
1 . . . . . Formalize Sales Onboarding
2 . . . . . Flip the Classroom
3 . . . . . Go Mobile (Your Reps Already Have)
4 . . . . . Make Readiness a Contest
5 . . . . . Shift Your Product Focus to the Buyer
6 . . . . . Prioritize Selling Skills
7 . . . . . Reinforce, Rinse, Repeat
8 . . . . . Keep It Social
9 . . . . . Know What Your Reps Know
10 . . . Start a Mentoring Program
11 . . . Share Success Stories
12 . . . Know Who You’re Selling To
13 . . . Embrace the Power of Video
14 . . . Fuel the Conversation
15 . . . Provide Easy Content Access
16 . . . Keep Your Reps (& Your Content) in the CRM
17 . . . Put Content in Context
18 . . . Control the Show
19 . . . Use Content (Analytics) as a Proxy
20 . . . Coach the Gap
21 . . . Fill Your Sales Toolkit
22 . . . Assemble Your Support Staff
About Brainshark
3. Able, adjusted, all systems go, apt, equipped, fit, in
order, organized, planned, prepared, primed, qualified,
rehearsed, set.
These are all synonyms for the word ready. The
question is, can you really be sure that these words
apply to your sales team? Is each and every rep ready
to consistently have more successful conversations
with prospects and customers? Are they prepared to
deliver the VALUE that moves deals forward?
After all, just because reps THINK they’re ready,
doesn’t mean it’s true. In fact, there is a real and
universal struggle at many organizations to get
sales reps ready (able, adjusted, equipped…) to sell
efficiently, effectively, and productively.
According to The TAS Group, as many as 67% of sales
reps fail to reach quota every year. Forrester Research
reports that nearly 90% of sales conversations fail to
meet the expectations of executive buyers. Does that
sound like a sales force that’s truly ready (fit, in order,
organized, planned…) to get the job done?
Introduction
Naturally, it all starts with effective training
the moment new reps walk through the door.
But onboarding alone is only one piece of the
sales readiness equation. Being ready (qualified,
rehearsed, set…) to sell also requires continuous
reinforcement of sales knowledge and behavior;
the insight to coach reps with maximum impact;
and more and more, the right content to help reps
prepare for every call, every meeting, and every
conversation.
To help you not only shift the way you think about
sales readiness, but actually take steps towards
ensuring your own sales organization’s readiness,
we have compiled 22 tips to guide you.
Are YOU ready?
4. FORMALIZE
SALES
ONBOARDING
Onboarding might seem obvious, but SiriusDecisions
reports that 38% of companies lack a formalized sales
onboarding program1
– and that’s a BIG problem for
sales readiness. Onboarding is the first line of defense
for ensuring that sales reps have the selling skills,
product knowledge, industry expertise and more to be
successful.
By formalizing this process, not only are you setting
the tone that training is something to be taken
seriously, you are able to ensure comprehension and
completion, and decrease the time it takes to get reps
ramped up and selling productively.
While less structured, informal learning can be great
for continuous reinforcement of skills and messaging
later on, formal training is a must for getting reps off
on the right foot.
1
–Liz Couchon, Director of Sales
Knowledge Management, Brainshark
“If you don’t get your
reps productive quickly,
you’re losing revenue.” 2
5. See how Brainshark
can help
FLIP THE
CLASSROOM
While live and in-person sales training has its place, it’s
not always practical. On-demand, virtual eLearning is
a great way to supplement your live sales training, add
more flexibility for reps, increase engagement, and avoid
scheduling issues.
Ideally, your training should include a blended approach
that provides the best of both worlds. By “flipping
the classroom”, you reverse the typical training
environment by delivering most instruction outside the
classroom, and bringing activities that reinforce that
learning inside the classroom.
Quick Tip
Create an on-demand eLearning environment where
reps can access and complete learning content online,
on their own time. Then, you can use the classroom
time to interact, discuss, and apply sales, product, and
company knowledge through simulations and role-play.
2
6. With mobile technology like
tablets, companies are betting
that quick and more flexible
access to these resources will
encourage sales reps to use these
tools more effectively – and it’s
already paying off.” 3
GO MOBILE
(YOUR REPS
ALREADY HAVE)
Reps live on their mobile devices—so why not make sure
your training content is mobile-ready and accessible
wherever they are? An article from eWeek touts the
growth of tablet adoption for small and mid-sized
business (SMBs), with 97% saying “anytime, anywhere
access to data and applications makes employees more
effective” and 83% indicating that mobile-ready content
“would have a high or medium business impact.”
Quick Tip
For the ever-mobile sales rep, access to resources while
they’re at home or on the road is huge. Whether reps are
taking a formal training course or simply preparing for
a meeting later that day, all your content and resources
should be accessible and optimized for the devices they
use most.
3
“
–Brendan Cournoyer, Director of
Content Marketing, Brainshark
7. MAKE
READINESS
A CONTEST
Harness reps’ competitive spirits by benchmarking against
a standard of performance. Attach points, prizes and public
displays of progress to training to keep sales reps motivated and
engaged.
“Corporate giants such as SAP, Comcast, PayPal, and Stanley
Black & Decker are tapping gamification to inspire sales teams,”
writes Bob Marsh for Inc.com. “Some of the country’s best and
brightest companies have leveraged gamification theory and
produced legitimate business results.”4
Quick Tip
Making learning events a game is one way to approach this. For
example, who does the best corporate pitch? Video tape them,
and share examples of the best reps. A Salesforce blog post
quantifies the impact of these sorts of competitions, reporting
that the majority of surveyed companies saw an increase
in measured sales performance between 11% and 50% after
implementing gamification.5
4
8. SHIFT YOUR
PRODUCT FOCUS
TO THE BUYER
Some sales reps like your products SO much that
they want to talk about them all the time. And if
you’re products are cool, your prospects will listen
– to a point. The thing is, rote memory alone won’t
serve your reps well if they can’t translate it to solve
problems. The challenge is ensuring your reps are
ready to connect the product’s possibility to the
customer’s reality.
Quick Tip
Train reps to focus the conversation on the
customer’s challenges, and reach agreement on
the problem they are trying to solve. Then help
them learn to shift the demo from being a review of
features/functions to an in-context demonstration of
the solution to that problem. Role play, simulations,
and (when you think they’re ready) observed
prospecting calls are great ways to reinforce these
buyer-centric conversation skills.
5
–Tamara Schenk,
Research Director, MHIGlobal
“Value messages have to be focused on
what a product, solution or service
means for the customer’s specific
situation and their desired results and
wins, rather than what a product is and
what it does.” 6
9. PRIORITIZE
SELLING
SKILLS
Are your reps proficient in the basics of selling – or
do you just assume they are? Studies show that reps
spend 19 hours per year on product training, but only
14 hours on actual sales training.7 But just because
reps know a lot about your product, doesn’t mean
they’re ready to sell it.
Quick Tip
Don’t gloss over the cold calling, prospecting
emails, corporate pitch, and face-to-face customer
conversation aspects of your training. Ensure you’ve
adequately covered, practiced, and coached around
prospect engagement, value delivery, and plain old
selling skills.
This “back to basics” approach can go a long way once
reps are out in the field; after all, what good is product
knowledge if you can’t articulate it in a way that moves
deals forward?
6
Cold Calling
Prospecting
Pitch
10. REINFORCE,
RINSE,
REPEAT
Studies show that reps tend to forget 80% of what
they learned within 6 months of their initial training
sessions.8
To keep reps prepared and productive,
training needs to be continuously reinforced long after
they’ve been hired and onboarded.
Quick Tip
This is where self-paced, virtual learning options
can help. By offering reps the flexibility to take a
training course or refresh their memories on their
own – without being forced to block out an entire day
for another in-person training session – the doors are
opened for a more continuous learning strategy. For
example, instead of annual or semi-annual training,
salespeople can keep their skills fresh throughout the
year with short, targeted eLearning modules.
7
“
–Andy Paul, Author,
Zero Time Selling
In most small to medium-sized
enterprises, sales training is treated
as a one-time event. Companies
need to do a better job of providing
a [continuous] structure for
professional development and
learning for sales.” 9
11. KEEP IT
SOCIAL
8
It’s been reported that more than 70% of salespeople
that use social selling these days outperform their
sales peers, and exceed quota 23% more often.10
But
not all reps feel comfortable enough using social
media to make it a staple of their sales process. In fact,
many aren’t even willing to try.
While it’s likely that you already have a few reps
who know their way around Linkedin and Twitter,
if you want the rest of your sales force to use social
effectively, you’ll have to show them how. Start simple
so as not to overwhelm them. Demonstrate the value
so they don’t view it as a waste of time. And at the very
least, make sure they all have professional headshots
for their profiles!
Also, if you’re serious about social and not sure where
to start, remember that many social selling technology
providers also offer training and consulting as part of
their services.
12. KNOW
WHAT YOUR
REPS KNOW
When it comes to providing resources for sales
readiness and training, you don’t want to just send
out content to reps and hope for the best. You need to
be able to actually SEE if reps have completed virtual
training, reviewed product updates, read executive
messages, been briefed on competitive information,
and so on, to ensure they are ready to have the high-
value conversations that are expected of them.
Quick Tip
Content analytics can help keep your finger on the
pulse of sales reps’ level of preparedness without
being face-to-face. At the very least, you should be
able to see which reps have opened and reviewed
content items, while virtual training resources should
make it easy to track comprehension and completion.
See how Brainshark
can help
9
13. START A
MENTORING
PROGRAM
Your “A” reps (top performers) are secret weapons when
it comes to sales readiness. Leveraging the knowledge of
your best salespeople and encouraging them to impart
their wisdom to “B” and “C” level reps is a great way to
increase productivity and preparedness across your
sales force.
You can take peer-to-peer feedback a step further by
establishing a formal mentor program. This creates the
structure for senior, more experienced reps to guide new
hires.
Quick Tip
Reps are typically very independent workers and may
not go for this idea right away. Their quota is their
number one priority, so you may need to incentivize
participation. For example, if their mentee is successful,
find a way for it to trickle down to the mentor rep who
advised them.
10
14. SHARE
SUCCESS
STORIES
As the saying goes, knowledge not shared is knowledge
wasted. Reps should be sharing stories of their wins,
how they approach deals, and even recognize the key
players who helped close them.
Sharing these stories through email or an internal
social network like Salesforce Chatter not only
increases visibility into what reps are doing and the
new customers they bring in, but allows everyone
to learn and benefit from the tactics and strategies
that work.
11
“
–Rachel Clapp Miller, Force Management,
a GrowthPlay Company
Highly effective sales teams have
something in common that merely
adequate teams rarely possess:
a high level of sharing among
salespeople. When individual
performers hoard information and
best practices, it may benefit them
individually in the short term, but it
does nothing for the whole team.” 11
15. A company doesn’t sign the
purchase order; a person within
the company does. Accordingly,
they should be communicated
with—from content to
conversations—as distinct
individuals.” 13
KNOW WHO
YOU’RE SELLING TO
Are your reps prepared to demonstrate industry
and persona acumen for target segments? Are they
ready to have value-added conversation with unique
audiences, and demonstrate that they understand
their business and, more importantly, their
challenges?
As Forrester’s Laura Ramos writes in a recent
report, it’s time to humanize the sales process—and
organizations need to support that transition through
customer-focused sales enablement.
The report cites that 50% of B2B buyers want to
work with suppliers who “understand my business,
culture, and how to help me execute.” 12
Part of
sales readiness involves understanding the unique
challenges of different buyers so you can arm reps
with the messages that will engage and resonate with
them most.
12
“
–Wendy Goeckel, Sales
Enablement Principal, Brainshark
16. EMBRACE
THE POWER
OF VIDEO
Studies show that audiences retain information at
a much higher rate when they can see and hear it. In
fact, when it comes to training retention, one minute
of video is equal to about 1.8 million written words.14
It comes as no surprise then, that on-demand video
has become a preferred format for online training
content.
Not only does it yield higher retention rates for
training, video allows you to communicate more
information in less time and is generally a more
engaging way to present information virtually to reps.
In addition to formal sales onboarding and training,
video is also a great format for quick hit content that
reps can use to prepare for specific deals on-the-go, or
even to share with prospects and customers.
13
See how Brainshark
can help
“
–Greg Flynn, President, Brainshark
Sales reps are the perfect
candidates for video-based
training. Video is engaging enough
to capture their attention and
communicate a lot in a short
amount of time. It’s quick. It’s
easy. It’s on-demand. And it caters
to their on-the-go lifestyle.”
17. If you leave new hires to
try and pick this essential
information up for themselves
through trial-and-error, you’ll
undoubtedly delay the point at
which they can become truly
productive. In fact, you might
end up turning a potential
success into a failed hire.” 15
FUEL THE
CONVERSATION
In order to deliver more value-added conversations
with buyers, organizations should provide guidance
to reps on how to ask a question, listen to the answer,
and use the answer to move the conversation forward
(rather than as a signal for permission to move on to
the next question).
Quick Tip
For example, instead of discovery call question
lists, try providing guidelines to help reps drive
the conversation and capture the customer point
of view. Role-play sessions and sales leader
coaching will help reps use these recommended
talking points effectively. You need more than
great documentation—reps need to be able to
translate documented questions and points into real
conversations with prospects as they uncover their
challenges.
14
“
–Bob Apollo,
Inflexion-Point Strategy Partners
18. PROVIDE EASY
CONTENT ACCESS
Sales reps are notorious just-in-time learners who tend to
only look for information only when the need arises. For
example, Brainshark’s State of
the Sales Rep survey found that 40% of
salespeople prepare for meetings no more than
a day in advance.
The problem is, there are so many places where content
can live – network drives, LMSs, SharePoint, etc. – and
the time it takes to find the right resources is wasted effort
that cuts into their productivity.
Cater to the way reps work by ensuring that the
content and resources they need are easily accessed
and logically organized—don’t make them go
searching for them. Reps should be able to
find exactly what they need, right when
they need it – no matter where they are.
As mentioned previously, it should also be
accessible from any device.
15
19. KEEP YOUR REPS
(& YOUR CONTENT)
IN THE CRM
One way to simplify access to sales content and
training is to house it all in a single, central location.
In this case, why not use a platform your reps are
already familiar with? For example: the CRM.
Companies already invest a lot in platforms like
Salesforce. Integrating content and training
resources with the CRM can make it an even more
valuable solution for teams. This can not only help
ensure reps have access to content they need to
sell more effectively as soon as they get their CRM
logins, but it can also help increase CRM adoption
throughout your organization.
See how Brainshark
can help
16
20. PUT CONTENT
IN CONTEXT
When it comes, to content, access alone isn’t
enough. Studies have shown that reps waste 40%
of their time just looking for the right content to
prepare for meetings and share with buyers.
That’s why it’s important to make it easy for reps
to not only access your content, but find the BEST
content for every selling situation. The concept
of “content in context” means having the right
resources not only available, but prescribed and
served up, in the exact situation at the exact time
that they should be utilized.17
Quick Tip
Try mapping specific content assets by persona,
industry, stage of the sales cycle and more, so
reps can quickly find the best resources for any
scenario, and not waste time looking around or
guessing what
to use.
17
21. CONTROL
THE SHOW
When it’s time to give a presentation, do you know
what slides your reps are showing? Can you tell if
they’re ready to present the message that you want
them to deliver?
A recent SiriusDecisions study found that, of all the
content assets available to reps, sales presentations
still make the biggest impact on B2B buyers’ purchase
decisions.18
(Yes, not all salespeople rely on slides
during meetings – but many still do.) As such,
it’s important to ensure that reps are presenting
approved, up-to-date slides that reflect the right
message. You don’t want reps using some PowerPoint
deck they’ve had since 2008, or worse – creating their
own slides from scratch. This is especially critical
for highly regulated industries, such as finance,
healthcare, and pharmaceuticals, where compliance
is a major concern.
Quick Tip
Keep reps on message with continuous access to the
most up-to-date, approved presentation content so
you can be sure of what they’re presenting, and reps
can present confidently… every time.
18
See how Brainshark
can help
22. USE CONTENT
(ANALYTICS)
AS A PROXY
Do you have a way to correlate sales knowledge and
sales behavior to sales performance? In other words,
can you see how the things reps know (training) and do
(activities) affect their ability to sell? If not, then you
have a blind spot that could be keeping you from ensuring
your reps – all your reps – are as ready as they need to be.
Content can help – or more specifically,
content analytics.
Quick Tip
Managers can’t be in every meeting and on every sales
call – but your sales content can be. You should be able
to track what your reps are using and sharing, what
engages customers most, and what contributes best to
revenue. In this way, your content can provide a window
into what’s really happening during sales interactions, so
you can identify the strategies that work best, and coach
reps accordingly.
19
–Joe Gustafson, CEO,
Brainshark
“Sales conversations are no
longer limited to what
takes place in a meeting room –
they’re happening before,
during and after the actual
meeting. With the right content
and technology, managers get
to be a fly on the wall, while
sales teams have access to
insights about engagement
they’d never otherwise have.” 19
23. COACH
THE GAP
In a recent study, the Aberdeen Group reported that
68% of “best-in-class” companies find applying big
data and analytics to their current sales pipeline
works for coaching reps. The results, measured in
sales turnover and quota attainment, make a clear
case for “fact-based, performance-improving sales
behavior modification.”20
Quick Tip
OK, so what does this mean in plain English?
Basically, any data that points to what’s working (and
what’s not) in your sales process should be used as
the impetus for your coaching conversations. For
example, highlight the areas where underperforming
reps need to improve (or where they lack knowledge),
showcase the strategies that have worked for others,
and provide the support, training and resources they
need to strengthen their own approach.
This is the type of insight required to shrink (if not
close) the sales productivity gap between your top
performers and your B and C reps.
20
“
–Keith Rosen,
CEO, Profit Builders
Build a bridge that takes
your people from where
they are today to where
they need to be.”21
24. FILL YOUR
SALES TOOLKIT
Email templates, discovery call guides, persona
overviews, proposals. These are just a few of the tools
sales reps need in their toolkit. Tools should always
be designed to make it easier for reps to do their job,
whether that means getting ready for a meeting,
responding in a competitive situation, or simply
sending a follow-up email. But just having a sales
toolkit is not enough. Reps need to know why and how
the tools should be used, and just as importantly, when
they should be used.
Quick Tip
As covered in Tip #17, organizations are starting to
focus on delivering content in context for reps to share
with prospects at different points in the sales cycle.
You can take the same approach to delivering your
sales tools, so reps can find them easily, at the exact
time they need them. When you develop a new sales
tool, start by understanding the why, the how, and the
when – that way you will create assets that truly make
your sales reps’ jobs easier.
21
25. ASSEMBLE
SUPPORT
STAFF
22
Most sales reps are not autonomous. In addition to the
material sales tools mentioned in Tip #21, they also
need to be able to rely on internal resources to help
them execute. This includes sales engineers, support
groups and sales managers, to name a few.
Identify the key constituents at your company whose
support reps need to be successful, and ask yourself:
are each of these groups prepared to assess, coach, and
support the sales reps in whatever it is they are getting
ready for?
26. 1. Sirius Decisions, Onboarding: Accelerating Time to Productivity and
Competency, 2014.
2. Brainshark, Sales Onboarding Tips: Navigating Challenges, 2015.
3. Brainshark, Mobile Sales Strategies Reduce Costs, Boost Productivity
[Report], 2013.
4. Inc., 4 Benefits of Sales Gamification, 2014.
5. Salesforce, Gamification and Sales: Is it Working?, 2013.
6. Brainshark, Value Messaging and the Sales Enablement Process with
Tamara Schenk, 2014.
7. HubSpot, 10 Steps to Supercharge Your Sales Onboarding Process, 2014.
8. Brainshark, Solving the Sales Productivity Problem, 2014.
9. Brainshark, The Importance of Putting Sales Skills to the Test: Q&A with
Andy Paul, Part 2, 2015.
10. Triblio, 23 Shocking Social Selling Statistics, 2014.
11. Business2Community, Five Things Your Salespeople Need After Learning A
New Methodology, 2015.
12. Brainshark, The B2B CMO’s New Role in Sales Enablement, 2015
13. Brainshark, Prospects Are People Too: The Person(a) behind the Account
14. Video Brewery, 18 Big Video Marketing Statistics and What They Mean for
Your Business.
15. Brainshark, Prepare Your Sales Force: Ideas for Enabling B2B Reps with More
Effective Onboarding and Training, 2014
16. Firebrick Consulting, Why Sales Doesn’t Use Your Presentation, 2012.
17. Brainshark, What is Content in Context? (and Why It Matters for Sales), 2015.
18. BusinessWire, SiriusDecisions Unveils Results from New Study on B-to-B
Buying, 2015.
19. Brainshark, Brainshark Sales Accelerator Debuts New Analytics – Shining
Light on How Sales Reps’ Knowledge and Behavior Impact Deals, 2015
20. Aberdeen Group, Sheldon Cooper, Sales Whisperer: Applying the Science of
Data to the Art of Selling, 2014.
21. Keith Rosen, 31 Inspirational Sales Coaching Tips, 2013.
Brainshark sales enablement solutions help
organizations harness the power of content to achieve
faster training, better coaching and more successful
sales conversations.
Using Brainshark to simplify content creation and
delivery, companies can ensure salespeople are always
up-to-date with the information and resources they
need – anytime, anywhere and from any device. Tight
integration with Salesforce empowers reps with fast,
easy access to the right content and training for every
selling situation. Brainshark’s detailed analytics also
help companies tie content directly to revenue and
identify the best sales opportunities, while enabling
managers to pinpoint best practices to improve
coaching effectiveness.
Thousands of companies – including half of the Fortune
100 – rely on Brainshark to improve sales productivity
and increase the impact of their sales, marketing and
training communications. Learn more at
www.brainshark.com.
Contact
Brainshark Inc.
(866)-276-7427
info@brainshark.com
About Brainshark