Viewing posts in the Best Practices Sharing category
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How To Replicate Your Top Sales Reps [Infographic]
When a pothole-induced flat tire threatens a salesperson’s ability to make an important sales call, she risks missing the meeting if she can’t act quickly. Fortunately, she can watch a user-generated flat-tire repair video on YouTube, replace the tire, and get back on track to make the meeting on time. That’s how agile, easily accessible content can help us in our everyday lives. If that same rep runs into a virtual pothole during a sales cycle–say, a new evaluator or competitor puts a wrench in the process–there’s a lot more at stake... Continue Reading
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How to Improve Sales Team Agility with Competitive Battlecards
Today’s post is by Emily Dumas, Emily is the Marketing Manager at Crayon, a market and competitive intelligence platform that helps businesses track, analyze, and act on everything happening outside their four walls. At Crayon, Emily is responsible for content marketing and SEO initiatives, and has grown the Crayon competitive intelligence blog 10x in less than two years. Prior to working at Crayon, Emily held a number of roles building out content and blogging strategies for a wide range of industries. To achieve sales team success, your team needs to be agile... Continue Reading
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5 Ways to Boost the ROI of Your Sales Training
Every organization seeks a healthy return on its investments, but when it comes to boosting or even measuring the ROI of sales training, things can get tricky. For one thing, it’s not easy to predictively align activities such as training exercises and learning retention with tangible outcomes such as productivity and revenue. Even when this is accomplished, it can be difficult to prove causation instead of mere correlation – e.g., that a newly taught objection-handling response is responsible for closing more deals, rather just the innate talent of your latest batch of... Continue Reading
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Subject Matter Experts, Get Agile!
As a subject matter expert (SME), you have knowledge that the sales force needs to access, but the challenge is sharing information with the sales force that’s both timely and relevant. When things change–market conditions, competitive pressures, regulatory changes, etc.–a long treatise will go unread, and a professionally produced document or video will take too long to make. Agile content–typically short, to-the-point videos (think YouTube, not Hollywood)–will often get the information out the most quickly and engage your audience most effectively. But how do you create and share agile video content the... Continue Reading