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sales enablement

The New Sales Enablement

Matt Cohen
Written by Matt Cohen May 15, 2018

While you can trace the roots to the dawn of the digital age in the 1970’s, the term sales enablement was born in 2008. Forrester researched the topic and defined it as a “strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right…

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2 Ways to Prepare for Sales Kickoff Meetings

2 Ways to Prepare for Sales Kickoff Meetings

Matt Ellis
Written by Matt Ellis December 1, 2017

The end of the year is a natural time to begin thinking about what went right and what could have been improved upon this year. Those reflections are important not only for taking stock of how the year played out, but also for helping to shape the coming year. The culmination of the reflection and…

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3 Steps for a Successful Sales Enablement Implementation

3 Steps for a Successful Sales Enablement Implementation

Matt Ellis
Written by Matt Ellis May 10, 2017

Sales enablement is typically discussed in grand, sweeping terms. The effects of implementing a solution are said to be revolutionary and game-changing. Marketing will be able to create better content faster. Sales will be able to improve their outreaches with personalized content and gain deeper insights with engagement analytics. Sales and Marketing will align, and…

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Sales Enablement: Aligning Sales Training to Corporate Objectives

Alyssa Drury
Written by Alyssa Drury November 16, 2016

This Friday, November 18, the Sales Enablement Society will be having its first national meeting in Palm Beach, Florida. The Society was created by sales enablement practitioners to elevate the role and process of enablement to a more strategic level, and over the past few months has gained considerable traction with multiple local meet-ups and…

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3 Ways Sales Technology Enhances B2B Sales Coaching

3 Ways Sales Technology Enhances B2B Sales Coaching

Alyssa Drury
Written by Alyssa Drury April 11, 2016

Think back to the first time you played a team sport. If you were like me, you were around four years old, dressed in an oversized neon t-shirt, stiff shin guards and spiky shoes. You had no business—or interest in, for that matter—dribbling a soccer ball, but the weedy flowers in the grass sure were…

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What Can Salespeople Learn from Marathons?

What Can Salespeople Learn from Marathons?

Alyssa Drury
Written by Alyssa Drury April 21, 2015

Yesterday I had the opportunity to attend the Boston Marathon, the 119th for the city and the sixth that I’ve spectated. While I’m sure there’s no feeling quite like crossing the finish line on Boylston Street after months of training (especially in the winter we’ve experienced here in Boston), being in the crowd along the race…

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How Sales Enablement Teams Can Add Value to Onboarding

How Sales Enablement Teams Can Add Value to Onboarding

Blake Grubbs
Written by Blake Grubbs April 13, 2015

Hiring salespeople is not always an easy process. Companies ideally want to bring on talented reps with relevant industry experience and a track record of success. These are the people who can hit the ground running and start contributing as soon as possible. While bringing on the right people is extremely important, the truth is,…

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Sales Training and Onboarding Tips from the Pros

Sales Training and Onboarding Tips from the Pros

Alyssa Drury
Written by Alyssa Drury March 23, 2015

Training can be one of the biggest challenges for sales leaders. Getting all of your sales reps onboarded and to a quota-carrying capacity as quickly as possible is an ongoing struggle. According to the Aberdeen Group, 37% of enterprise level companies identify “focusing on getting new sales reps productive more quickly” as being most important…

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