Sales Enablement Ideas Blog | Brainshark

Ideas Blog

Tips and ideas for sales enablement, training, marketing, and more.

October 15, 2018
Jim Ninivaggi | @jninivaggi | Chief Readiness Officer, Brainshark
The following article originally appeared in Forbes on Sept. 13, 2018. If you’ve been in sales readiness or corporate learning for any significant time, you’re no doubt familiar with the “forgetting curve.” The forgetting curve emphasizes that without immediate and ongoing reinforcement,...
October 11, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
Nobody likes being told “no.” But for anyone in the sales profession, handling buyer objections is a fact of life. Sales objections come in many different forms. Buyers all have distinct challenges, business needs and long-term goals, which means sellers must adapt to their questions, concerns...
October 09, 2018
Johnny Occean | @JOccean | Account Executive, Brainshark
As a player-coach on a sales development team, you often feel like you’re dialed in all the time; you know what numbers you have to achieve and what your teammates are responsible for. But there’s more to being a successful player-coach than hitting your number and helping them reach theirs. In...
October 04, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
Readying your sales team for every situation probably seems daunting. But to succeed today, it’s crucial that sales enablement leaders consider the readiness of their organizations from all angles. Case in point: reacting to the unexpected. When there’s breaking news that involves your company...
October 01, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
It’s every salesperson’s worst nightmare: you worked for days, weeks or even months to secure a meeting with a key prospect, only to ruin your shot by saying the wrong thing at the wrong time. Sales mistakes like these can haunt reps for a long time. Buyers are more informed and have higher...
September 28, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
Hundreds of thousands of business pros converged upon San Francisco this week to attend Dreamforce 2018. And while the annual mega-conference blew everyone away once again, it was the Sales Enablement Soiree that surely stole the show for anyone in sales enablement. The day-long Soiree featured...
September 25, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
We all know Q4 is a critical and often stressful time for sales teams. Many companies close a large portion of their new business opportunities between October and December. Prospects are typically easier to reach – and more inclined to buy – than during the slow summer months. And sales reps...
September 21, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
The 2018 Sales Enablement Society Annual Conference wrapped up this week after an exciting three days of discussion in Denver. As practitioners, knowledge-seekers and thought-leaders boarded their flights home, we couldn’t help but wonder: what did attendees take away from the event? After all,...
September 19, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
Anyone working in sales enablement knows just how quickly the function has been growing. At Brainshark, we know that keeping up with the changing landscape can feel pretty daunting for busy practitioners. That’s why we’re launching a Q&A series to help you do just that, by spotlighting...
September 18, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
Even as a budding discipline, sales enablement has evolved quite a bit in just the past few years. Keeping up with that change – and ensuring your strategy is geared toward long-term success – is no easy feat. That’s where research-driven statistics are great at putting all the moving parts in...
September 14, 2018
Jenn Haskell | Director of Sales Enablement, Brainshark
How important is your sales kickoff? Consider this: you might only get one chance all year to gather reps, managers and sales leadership under one roof. Sales enablement teams that make the most of this opportunity will motivate their teams to achieve the goals they’ve set for the upcoming year...
sales transformation, business transformation
September 11, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
“Transformation” is one of the most overused words in business, and its popularity has left us with definitions that don’t always align with each other. This is especially true of “sales transformation.” What is sales transformation? We define it as a wholesale change in go-to-market strategy...