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Learning Cycles and Certify to Fly for Sales Kickoff

Posted by Paul Ironside
10/22/15 10:23 AM

In Part 1, I reviewed the idea of efficiency vs. efficacy in sales training, and many of the situations that challenging rep performance and ability. In Part 2, I covered the idea of the Learning Cycles approach to sales training, and Certify to Fly – a model for ensuring learning sticks before, during, and after your sales kickoff.

If you ask sales leaders what is on their minds in Q4, the answer is nearly universal: “How will we close the quarter?” If you ask them what else is on the horizon, the answer is again ubiquitous: “What’s the plan for sales kickoff?”

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Topics: Sales Enablement, Onboarding, Message Adoption, Product or Service Introduction, Sales Leadership, Upskilling

Efficiency vs Efficacy in Sales Training

Posted by Paul Ironside
9/18/15 9:29 AM

Among the many casualties of the financial crisis of 2008, the economy suffered a loss of jobs. “Do more with less” became the unfortunate mandate from senior management. And you know what? We did. 

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Topics: Sales Enablement, Onboarding, Message Adoption, Product or Service Introduction, Sales Leadership

59% of Companies Never Ask Their Reps to Practice

Posted by Gavin Matthews
7/10/15 3:51 PM

If you ask sales leaders what the single most critical factor to closing deals is, what do you think they would say?

According to recent survey data by Corporate Visions, 85% of companies agree that their sales team’s ability to articulate value messages rises to the top.  But that’s not all…  

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Topics: Product or Service Introduction, Sales Leadership

Marketing Will Help Save the B2B Sales Rep

Posted by Gavin Matthews
5/29/15 1:27 PM

Earlier this month, we covered the SiriusDecisions Summit, a convergence of sales and marketing that introduced new research on the buying process. Whether you focus on Sales or Marketing, the renewed importance of the rep was center stage, with new research by SiriusDecisions dispelling the myth that digital buying behaviors have taken full control of the buying process. 

So how does Marketing fit in?

 

 

 

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Topics: Marketing, Product or Service Introduction, Sales Leadership

The Rep Strikes Back – The 2015 SiriusDecisions Summit

Posted by Jonathan Palay
5/18/15 6:04 AM


The sales rep has taken it on the chin as of late. Conventional wisdom suggests that the role of the rep isn’t quite as important as it used to be.

In this digital age of social media, catchy sound bites like these get amplified. But at the 2015 Summit on Thursday, SiriusDecisions said, "not so fast." Of course, digital buying behaviors are changing the buyer journey, but maybe not in the way you’ve thought.

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Topics: Marketing, Product or Service Introduction, Sales Leadership

Jumpstarting a Stalled Product Launch

Posted by Gavin Matthews
4/13/15 10:54 AM

Recently, we spoke with a company with what appears to be a common problem. Working together, their Sales and Marketing teams designed a new product launch and set realistic expectations and goals for its success. Collateral and messaging reached the sales team, and launch plans were in place for months. Yet, when the new product went to market, the launch didn’t meet expectations.

 

Months later, the company decided to reintroduce the product with a new approach.

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Topics: Marketing, Product or Service Introduction

6 Reasons Your Product Introduction Process is Failing

Posted by Gavin Matthews
4/2/15 2:40 PM

If your growth strategy requires the introduction of new products and services and/or enhancements to existing lines, you need a well thought out product introduction process.  On the surface, it seems simple enough to update the sales team and expect they will effectively deliver the message into the market.

If it's so easy, then why do so many new product launches miss the mark?

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Topics: Marketing, Product or Service Introduction

Rest Easy! Why You Should Not Fear the 2015 Sales Plan

Posted by Gavin Matthews
11/25/14 1:49 PM

It’s a new year, which after a holidays season of family, food, football, and winter weather means the inevitable look forward to 2015. If you’re like most senior sales leaders, here’s the tension you may be feeling: According to CSO Insights, companies are arriving at an average 16%+ year-over-year revenue target increase, yet the percentage of CSOs with some or clear concerns on meeting those targets is greater than 60%

Don’t choke on that dessert!  Here at CommercialTribe, we’re thankful for our friends at Cracking the Sales Management Code and their 3-part framework, which can simplify what’s in front of us all. Get your free copy of the first two chapters, including a much more cohesive breakdown, here

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Topics: Product or Service Introduction, Sales Leadership, Upskilling


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