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4 Sessions to Watch at the 2016 ATD Conference

Posted by Gavin Matthews
5/17/16 3:54 PM

ATD’s 2016 conference is taking place at home in Denver on May 22nd-25th. The Association for Talent Development’s annual conference covers all aspects of the learning and training space, with a particular focus on the strategies and technologies that enable sales. As usual, the event is packed with sessions to move enablement forward. 

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Topics: Sales Enablement, Onboarding, Upskilling

Sessions You Cannot Miss at the 2016 SiriusDecisions Summit

Posted by Gavin Matthews
5/13/16 2:22 PM

2016’s SiriusDecisions Summit is right around the corner – May 24-27th in Nashville. This event always serves as one of the most progressive windows into the evolution of the Sales, Marketing, & Enablement ecosystem. Over the past couple of years, the things that we’ve taken away have provided much of our strategic roadmap at CommercialTribe.  

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Topics: Sales Enablement, Onboarding, Sales Leadership, Upskilling

How Many Steph Currys Are on Your Sales Team?

Posted by Mike Fawkes
5/11/16 2:10 PM

 

This is Stephen Curry. For those of you who don’t know, he’s the starting Point Guard for the Golden State Warriors, and more importantly, repeat Most Valuable Player of the NBA. He’s a do-it-all player who is reinventing how to score baskets – absurdly effective at putting the ball in the hoop from virtually everywhere on the floor.

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Topics: Sales Enablement, Upskilling

Three Traits of World-Class Onboarding Programs

Posted by Gavin Matthews
4/1/16 11:33 AM

Part of working with enterprise sales teams is being able to witness the range of approaches to new hire training. With so many different potential avenues to engaging reps early and driving long-term learning, it can become challenging to identify what an organization does right, and what is stunting growth.

Luckily, when you look at the top programs, you can identify three distinct characteristics that make an onboarding approach best-in-class: longevity, cadence, and practice.

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Topics: Sales Enablement, Onboarding

Silo Busting for Sales and Marketing

Posted by Gavin Matthews
3/1/16 9:27 AM

The narrative that team silos form in big organizations is true, but the impact of hidden knowledge reaches even the smallest of teams. No matter the size of the organization, the divides between Product, Marketing, Sales, and any other team can be well established and hard to break. Reinforced on all sides, it takes a tactical, well-thought plan to tear down the walls and increase interaction.

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Topics: Sales Enablement, Sales Leadership

One Trick to Double the Value of Sales Kickoff

Posted by Gavin Matthews
1/12/16 2:59 PM

Sales Kickoff remains one of the best ways to energize the team, check in on performance and progress, and introduce the new strategies on hand for the year. This is when products and messages for most companies meet the road and start to reach your prospects. Adding a simple element to the formula – pre-work – can completely change the impact Kickoff has on your team and goals.

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Topics: Sales Enablement, Sales Leadership, Upskilling

The Power of Cumulative Practice

Posted by Gavin Matthews
12/16/15 11:13 AM

Practice is an incredible tool for sales teams. What reps say is critically important to whether a deal closes or a prospect converts, and the better reps can share the right message, the more likely they are to see a positive outcome.

Yet, practice does not automatically get at what SiriusDecisions calls the #1 reason why reps fail to hit quota: the inability to articulate value.

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Topics: Sales Enablement

Video Alone Will Not Change Enterprise Sales Learning

Posted by Gavin Matthews
12/8/15 12:38 PM

A great recent article in Training Industry – Video Bytes: Just in Time Sales Training – gets at a change happening across the enterprise: video is becoming the best medium for learning initiatives. The benefits of video are rather clear, with reduced travel costs, deep engagement, and reusable content, and the impact is certain to grow through the next decade. 

But there’s a catch: video alone will not meet the needs of the changing enterprise.

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Topics: Sales Enablement, Sales Leadership

What The Sales World Can Be Thankful for This Year

Posted by Gavin Matthews
11/30/15 12:57 PM

In the sales world, Thanksgiving usually means one thing: there is just one month left to close Q4 deals! With the pressure to generate year-end business, the functions surrounding sales generally get little time to give thanks and celebrate a year’s worth of accomplishments.

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Topics: Sales Enablement, Marketing, Sales Leadership

Video-Based Practice: Build or Buy?

Posted by Gavin Matthews
11/17/15 10:30 AM

When evaluating the need for video-based practice in a sales training toolset, today’s market may seem confusing. After all, anyone can record themselves via an iPhone, save that file, upload it to a shared folder, and voila - video! But at some point, the technology reaches a point where your homegrown system has to be compared to a professionally developed platform, which can make all the difference in addressing the problem you are trying to solve.

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Topics: Sales Enablement, Upskilling


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