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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

Learning Cycles: A Structure for Sales Training

Posted by Paul Ironside
10/15/15 9:28 AM

In a followup to Part 1 – a profile of efficiency vs. efficacy in sales training – we suggested a framework to help bring structure to sales training.

Here, I’ll share that framework, and answer a key question: “how do you make sales training stick?” Given the ever-growing complexities across the buyer landscape, the question remains a perennial challenge and arguably the key issue facing sales leadership today.

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Topics: Sales Enablement, Onboarding, Sales Leadership, Upskilling

Approach Sales Kickoff with a Goal in Mind

Posted by Gavin Matthews
10/13/15 2:42 PM

We recently surveyed a number of our enterprise clients on a topic familiar to every sales leader in the last quarter: Sales Kickoff. The question was simple – what is the value of your Sales Kickoff? The responses fell into three buckets: 

  1. Culture – the event drives enthusiasm, cohesion, and employee retention
  2. Recognition – an opportunity to acknowledge those that are contributing to the organization’s success
  3. Learning – ability to create alignment on the commercial plan from communicating go-to-market strategy to what the team needs to know to win
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Topics: Sales Leadership, Upskilling

Your New Strategy for Sales Kickoff: Certify to Fly

Posted by Gavin Matthews
10/8/15 10:50 AM

Sales Kickoff challenges are enormous, and unfortunately all too common. We all struggle to coordinate reps onsite and verify that they review the new skills, messages, and behaviors we want them to learn. We make herculean investments in content, travel, and entertainment that can rival the spend on a new product itself. Yet, few benefits seem to extend beyond the event.

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Topics: Sales Enablement, Upskilling

Ascent Update for CommercialTribe rep2rep for Salesforce

Posted by Gavin Matthews
10/6/15 2:46 PM

Following the launch of CommercialTribe Ascent, a completely rebuilt CommercialTribe designed for ease of use and mobile practice, we are now excited to share the a full update of our Salesforce.com app, rep2rep! Here are the big changes made to the approach, and how they help your sales reps learn and apply more of your messages and skills. 

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Topics: Upskilling

The New Hardest Job in Sales – Reflections from Dreamforce Expo 2015

Posted by Jonathan Palay
9/21/15 8:24 AM

"Welcome to the world’s largest cloud ecosystem. At the Cloud Expos, you’ll find unlimited ways to transform your business…So take a deep breath and get ready to learn, learn, and learn some more." These were the words that graced the opening page of the Dreamforce Cloud Expos pamphlet.  

Benioff and company have thought of just about everything – meals, transportation, accommodations – and this year, there was even the Dreamboat – a luxury cruise ship to accommodate 1,100 of the now 150,000 strong that came to San Francisco this year. But if you ask me, they missed the couple of Xanax that should have come with this pamphlet!

 

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Topics: Sales Leadership, Upskilling

Join Us at the 2015 Corporate Visions Conversations that Win Conference

Posted by Gavin Matthews
9/16/15 11:38 AM

On Sept. 21st, Corporate Visions is bringing their insight-based Conversations that Win conference back, one of the most important events of the year for sales and messaging.

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Topics: Sales Leadership, Upskilling

5 Must-See Sessions at Dreamforce 2015

Posted by Gavin Matthews
8/31/15 11:29 AM

Dreamforce 2015 is a behemoth, with over 140,000 visitors expected in San Francisco and more than 400 vendors at the Cloud Expo. Without a game plan in mind, it is easy to get lost and miss out on great sessions.

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Topics: Sales Leadership, Upskilling

Defining Sales Enablement with Thierry van Herwijnen

Posted by Gavin Matthews
8/10/15 11:34 AM

Sales Enablement is a critical role that can make or break a company’s success, guiding how sales teams think about training, coaching, and measurable growth. Undergoing a tremendous evolution in past decades, the field has become highly methodical, helping link sales practice to performance.

Thierry van Herwijnen, Director Sales Enablement, Global Head Sales Knowledge Management at Wipro and host of Sales Enablement Lab podcast, is a progressive leader in the sales enablement space. We spoke with Thierry about sales enablement planning and execution and how to track success and performance. 

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Topics: Sales Enablement, Interviews, Upskilling

Three Characteristics of an Enterprise Sales Enablement Solution

Posted by Nathan Smalley
8/5/15 9:45 AM

Just about every week, someone asks me: “What does enterprise-ready mean to this market?”

 

Every industry has unique requirements that evolve with market demands. By recognizing what is unique to this industry, we can establish a set of characteristics that shape successful enterprise-level services in this market. Through our 2014 and 2015 learnings, we have identified three characteristics that a sales training platform must have to be enterprise-ready.

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Topics: Sales Enablement, Upskilling


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