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Why an Inadequate Sales Training Program is Hurting Your Goals

Posted by Gavin Matthews
12/16/14 9:56 AM

As you drive toward revenue goals, sales training is one of the tools that helps to reinforce the right behaviors, enabling reps with the tools needed to win in the marketplace.

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Topics: Message Adoption, Sales Leadership, Upskilling

Why Should Messaging Be the Centerpiece of Your Certification?

Posted by Gavin Matthews
11/21/14 12:10 PM

Certification is used by many sales organizations as a critical tool in developing sales skills and passing along product knowledge. Despite many companies talking about it, though, few do it well. At the center of any effective certification program is the message – what reps actually say in front of customers and what’s often referred to as “the moment of truth."

Unfortunately, messaging is typically defined as a marketing exercise, developed between sales and marketing leadership and passed to reps through static content. Reps are then expected to internalize the message on their own time. 

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Topics: Sales Enablement, Message Adoption

[Guide] The State of Sales Training

Posted by Gavin Matthews
11/18/14 2:46 PM

The new CommercialTribe guide, The State of Sales Training, by CommercialTribe CEO Paul Ironside, is a systematic look at how we approach sales training today, the flaws in the process, and what we can do to make it better.

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Topics: Sales Enablement, Message Adoption

Why the 2014 Dreamforce Expo is the Modern Roman Forum

Posted by Jonathan Palay
10/20/14 2:39 AM

CommercialTribe Visits Dreamforce 2014


The Giants may have been in the NLCS last week, but you would have hardly realized it because their supporters were severely dwarfed by Benioff’s Army, which occupied the entire city of San Francisco. This year’s Dreamforce had a little something different for each of the 130,000 people, with keynotes, product introductions, sessions, parties, and a even a wild Beach Boys sighting.

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Topics: Message Adoption, Sales Leadership

Free Scripts for Latent Opportunity Segmentation in Q4

Posted by Gavin Matthews
10/14/14 3:20 AM

Part of optimizing your Q4 schedule ahead of time means truly taking the time to qualify new and old opportunities. With limited time – few total business days in Q4 - focusing on the segmentation of the right prospects at the right time can make hitting the number a more methodical process.

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Topics: Sales Enablement, Message Adoption

Is Your Sales Team Practicing 6.5 Times? Build a Sales Practice Environment

Posted by Jonathan Palay
10/1/14 11:21 AM

Rehearsing makes sales conversations far more effective, yet few sales reps ever get the chance to do it. Here’s how to use the latest principles in social learning technology to make them want to learn.

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Topics: Sales Enablement, Message Adoption, Sales Leadership

Sales 2.0 Las Vegas Takeaways: Three Age-old Problems That We Need to Solve

Posted by Jonathan Palay
9/22/14 4:24 AM

Sales is changing - fast. At the Sales 2.0 Conference in Las Vegas, sales and marketing leaders talked about how sales is changing at a faster pace and intensity than we’ve ever witnessed before.

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Topics: Message Adoption, Sales Leadership


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