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Why Information Sharing is Critical for Client-Facing Teams
Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Have you ever eaten at the Cheesecake Factory? The restaurant’s 21-page menu lists more than 250 items. It’s huge! Many people get stuck turning page after page, trying to find an entree. A good waiter can make all the difference by asking what you like and helping you find the best things. Most people will reward them with a nice tip for streamlining and customizing the ordering process. The world of financial services can seem similarly overwhelming for the average investor.... Continue Reading
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Forrester Q&A: The Bar is High for Modern Sales Enablement
There are over 11,000 open jobs on LinkedIn with the term “sales enablement” in the description. What’s going on? “Sales enablement as function and as a profession is having a moment. It’s more crucial than it’s ever been before,” said Forrester Principal Analyst Mary Shea. Shea serves B2B marketing and sales professionals with a focus on how business leaders must adapt to the empowered buyer. Not only is Mary an expert researcher with deep ties to the sales tech ecosystem, she’s also a practitioner with a lengthy career heading up successful sales... Continue Reading
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Maintaining Sales Productivity and Employee Health in the Face of Coronavirus
The handshake is often viewed as a universal symbol for sales success. However, in a world where contact can lead to illness, those kinds of handshakes are increasingly rare. How can companies keep sales going without the relationship building and collaboration that happen face to face? Business travelers are facing new restrictions and cancellations as health concerns grow in the wake of the coronavirus. Companies around the world are rethinking travel, conferences, and even their employees’ daily commutes. Every day, we see another company encouraging employees to work from home if they’re... Continue Reading
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How to Measure the Impact of Your Sales Training [Infographic]
Why do companies care about training their salespeople? To maximize every revenue opportunity in a way that aligns with the company’s positioning and values. The best sales teams receive regular training and development. From their first days with the company, reps learn product information, practice with pitch decks, stay up to date with industry trends and share competitive intel. It’s a big investment of time and resources. Sales enablement solutions improve sales learning, but you need to quantify value to justify the expense. Check out our infographic to see how you can... Continue Reading