Sales Enablement Ideas Blog | Brainshark

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Ideas Blog

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

March 05, 2018
Jim Ninivaggi | @jninivaggi | Chief Readiness Officer, Brainshark
This post originally appeared on Forbes.com on February 1, 2018. A dozen years ago, no one had heard of the term sales enablement, but that doesn’t mean the concept didn’t exist. Companies have long sought to improve their sales team’s productivity and results by equipping (or enabling) them to...
March 01, 2018
Colleen Honan | Chief Sales Officer, Brainshark
Let me make one thing perfectly clear: I love working with millennials and can’t get enough of them. But many sales managers I encounter don’t share this opinion and have a bit of a defeatist attitude toward them. Some of the complaints I typically hear are, “They expect to run the place on Day 1...
sales enablement leaders, sales enablement, sales readiness, sales leadership
February 13, 2018
Lauren Boutwell | @LBoutwell88 | Senior Content & Programs Manager, Brainshark
Sales enablement as a function has become far more prevalent over the last few years. In fact, the number of companies with a dedicated sales enablement role has more than tripled since 2013. With so many more companies now appointing dedicated professionals to oversee...
January 29, 2018
Jim Ninivaggi | @jninivaggi | Chief Readiness Officer, Brainshark
This post originally appeared on Sales & Marketing Management on January 12, 2018. Many companies have their annual sales kickoff (SKO) meetings approaching. A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the...
January 23, 2018
Lauren Boutwell | @LBoutwell88 | Senior Content & Programs Manager, Brainshark
As the tides of business change, it’s not always easy to prepare your sales force for what’s coming next. But if you have a plan in place for each occasion -- whether it’s onboarding new sales reps, going through a merger or acquisition or dealing with breaking news – reps will always be ready,...
sales kickoff, sales kickoff mistakes, sales kickoff event, sales enablement, sales kickoff planning
January 16, 2018
Brendan Cournoyer | @brencournoyer | VP, Marketing, Brainshark
It’s sales kickoff (SKO) meeting season – and you’re likely headed to your company’s annual event in the coming weeks. Whether it’s a hit, a miss or something in between often depends on how well-planned and strategic the event is. We were curious how companies are doing with their SKOs, so we...
January 10, 2018
Lauren Shepherd | @_laurenshep | Content Marketing Manager, Brainshark
“The biggest mistake I see organizations make when it comes to managing sales objections is that they lump objections into one big category. And they handle objections as obstacles,” Brainshark’s Chief Readiness Officer, Jim Ninivaggi, says. First, it’s critical that all reps have the same...
January 05, 2018
Barbara Giamanco | @barbaragiamanco | Founder and CEO, Social Centered Selling
Social selling has certainly grown in popularity and in many ways, what social selling can do for you is misunderstood. Many experts have simplified social selling so it sounds like all you need to do is create a great online profile with good keywords, connect with a lot of people, share content...
January 04, 2018
Lauren Shepherd | @_laurenshep | Content Marketing Manager, Brainshark
What is the biggest challenge facing sales reps today? According to Jim Ninivaggi, Brainshark’s Chief Readiness Officer, “a lot of reps have come up without having the benefit of learning the core, basic, fundamental skills [of selling].” On a recent episode of Accelerate!, host Andy Paul and Jim...
December 27, 2017
Lauren Shepherd | @_laurenshep | Content Marketing Manager, Brainshark
So you’ve found the perfect candidate for your open sales position. From the moment they walk in the door they dominate every task and crush every quota. They are consistently at the top of your sales leaderboard. Then one day they step into your office and tell you they’ve accepted an...
December 21, 2017
Lauren Shepherd | @_laurenshep | Content Marketing Manager, Brainshark
How do the best reps prepare for their sales meetings? They plan their work, and work their plan. Having a well-planned and repeatable process helps reps go into their meetings confident by finding out a lot of the answers up front. We spoke to our sales enablement team about common threads of...
December 19, 2017
Lauren Shepherd | @_laurenshep | Content Marketing Manager, Brainshark
At the beginning of each year, your team is assigned sales targets that are bigger and better than ever – and chances are, 2018 is no different. No matter what kind of a year your team had in 2017, it’s time to put it all behind you. Start the new year off on the right foot with these...