Sales Enablement Ideas Blog | Brainshark

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Ideas Blog

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

June 27, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
The state of sales manager enablement is perhaps best illustrated by this unfortunate truth: a whopping 20% of companies provide no formal training to first-line managers, according to CSO Insights, while another 40% spend less than $500 annually on sales manager training and development. Even...
Brainshark account development team lead Johnny Occean shares sales tips for ADRs.
June 26, 2018
Johnny Occean | @JOccean | Account Executive, Brainshark
Every type of account development role is challenging, and there are thousands of blog posts and articles suggesting which activities, traits and attributes will make account development reps (ADRs) successful. After a while, those sales tips become repetitive, and I find it hard to believe most...
Learn from embarrassing sales stories shared by several sales experts.
June 22, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
The goal of any salesperson is to project confidence, expertise and business savvy when engaging buyers. Unfortunately, sales reps’ interactions with customers and prospects don’t always play out as smoothly as they hope. Even the best have had to endure awkward and humbling situations, whether...
When it comes to sales coaching, there is huge potential for AI to make an impact.
June 21, 2018
Lauren Boutwell | @LBoutwell88 | Senior Content & Programs Manager, Brainshark
Companies across industries have started to adopt artificial intelligence (AI) to supplement and augment the work of humans. The technology is being used for everything from predicting the winner of the 2018 World Cup to communicating with customers at TGI Friday’s restaurants to scanning resumes...
New sales methodology adoption requires a sales enablement team to change selling habits over the long-term.
June 18, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
Adopting a new sales methodology is, in the words of Brainshark Chief Readiness Officer Jim Ninivaggi, akin to trying a new diet. How? Like diets, most selling strategies are built around the same basic principles, with relatively subtle differences setting one apart from the next. And just as...
June 14, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
Although there’s wide acknowledgement of sales coaching's importance, excuses for a lack of coaching – such as time constraints or the absence of a formal coaching strategy – are just as common across businesses. It’s a challenge that has plagued sales teams for years and continues to do so...
Team dashboards help sales managers track their team’s sales readiness progress.
June 12, 2018
Carlie Lawrenson | Product Marketing Manager, Brainshark
Is your sales team truly ready? It’s one of the questions at the core of the Brainshark platform, and confidently knowing the answer is vital to any organization. Today, we are excited to announce the launch of our new team dashboards, which provide managers a visual representation of their team...
Sales enablement leaders need C-suite sponsorship when establishing a formal program or function.
June 11, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
Even as the case for sales enablement becomes increasingly compelling, new sales enablement leaders are likely to encounter executives and other company decision-makers who fail to grasp its purpose – or its benefits. Maybe that’s why 40% of companies still lack a dedicated sales enablement...
AI-powered Machine Analysis builds on Brainshark’s award-winning sales coaching solution.
June 05, 2018
Carlie Lawrenson | Product Marketing Manager, Brainshark
Sales enablement leaders and Brainshark customers – are you ready to take video coaching to the next level? Today we’re excited to announce the launch of Machine Analysis, our new, artificial intelligence (AI)-powered engine for sales coaching and readiness. Machine Analysis builds on Brainshark...
Reactive sales readiness is equipping sales reps to manage unexpected situations, like breaking news.
May 31, 2018
Jim Ninivaggi | @jninivaggi | Chief Readiness Officer, Brainshark
This post originally appeared in Forbes on May 1, 2018. Imagine being a sales leader and waking up to a bevy of Google Alerts declaring that your company is the target of a hostile takeover attempt. The media is all over the story, your team has multiple deals waiting to close and your...
Improving sales onboarding programs is a top priority of B2B sales enablement leaders, including those at Brainshark.
May 30, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
We all know employee turnover hurts the bottom line, and that’s especially true when it comes to the sales organization. Quotas need to be hit. Revenue goals need to be met. But how can that happen if underprepared reps are manning the phones? This reality has made shortening sales onboarding...
Sales enablement experts share tips and advice to help leaders elevate their own strategies.
May 15, 2018
Alec Shirkey | @Alec_Shirkey | Content Marketing Manager, Brainshark
Great sales enablement leaders understand the need to clearly define what success looks like – both for themselves and their salespeople – before putting a strategy in place. That’s easier said than done, especially for sales enablement rookies. But here’s the good news: unless you’re aiming to...