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Viewing posts in the Message Consistency category

Know Your Prospect and Speak to Their Concerns

Know_Sales_Prospect
We’re pleased to feature this guest blog by our partner, Campaign Stars. In this article, they discuss the importance of ensuring sales teams effectively articulate the right messaging and ABM strategy throughout the sales cycle. For more on this topic, and some great examples in action, register here for their upcoming webinar “Eliminate mediocre sales call -boost Sales & ABM results with better customer conversations”.   Last month, we discussed “Data and the Future-Proof Marketing Machine,” and how finding the right buyer reliably and repeatedly can feel like a full-time job. We laid... Continue Reading

Abbott Laboratories Drives Higher Engagement using Allego

As the old saying goes, “If it ain’t broke, don’t fix it.” There’s no denying that this makes sense at times, but some things don’t look broken until after they’re fixed. This is a story with which Travis Hecker, Senior Manager of Global Sales Training at Abbott Laboratories, Chronic Pain Therapy Division, is very familiar. Fighting the ‘Sunk Cost Fallacy’ “We’re really good at basic onboarding and other course-driven learning, but then we trail off,” said Hecker at the recent LTEN webinar, Using Modern Sales Learning Tools to Maintain a Competitive Edge: Insights... Continue Reading

Modern Sales Onboarding Bridges the Gap Between Training and the Field

Bridging the gap
Here are two pretty important facts about B2B sales:  You need to train your new reps to enable their success, and training isn’t over when your new reps start selling.   If you’re looking at how you can improve your onboarding approach, you should consider what modern sales onboarding looks like. Modern Sales Onboarding Sales organizations always want their onboarding processes to be effective at creating productive reps, but also efficient at getting them out into the field quickly. The challenge is that traditional training methods–concentrated events packed with lengthy content and... Continue Reading

To Boost Adoption of Modern Sales Learning Tech, Follow the ‘7 C’s of High Engagement’

One mistake often made by early adopters of new technology is that they assume everyone will automatically embrace their favorite new technology, product, or service. “How can they not fall in love with this?” they think. “The benefits speak for themselves!” Unfortunately, the benefits of even the most revolutionary products aren’t always self-evident. According to Business Insider, for example, the man who introduced the umbrella to Britain’s streets in the 1750s (Jonas Hanway) was pelted with garbage and insults by his fellow pedestrians. Don’t Take Engagement for Granted To our knowledge, no... Continue Reading