Why Invest in a 3rd Party Sales Message?

More companies today are realizing the value of great messaging. What reps say at the moment of truth has always been considered more art than science. The need is heightened when you must navigate a complex sales process with multiple products and services to win. If your reps are more often consultants than “order takers” and…

59% of Companies Never Ask Their Reps to Practice

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… In the survey, conducted…

How to Upskill Your Top, Middle, and Bottom Performers

Defining upskilling as a process isn’t the hard part, the trick comes in execution. To define your upskilling process, take your existing sales team and segment it to strengthen and develop new capabilities. The goals are typically better win rates and faster sales cycles. The trick comes in execution: when completed effectively, the entire bell…

The Recipe for a World-Class Onboarding Program

Is your onboarding program setting your new sales reps up for success? At 2015’s SiriusDecisions Summit, Sharon Little, Research Director, Sales Enablemen Strategies at SiriusDecisions, led a breakout session on the “Sales Onboarding Programs of the Year.” Pairing with top SiriusDecisions clients – Oracle Marketing Cloud, PTC, Zebra Technologies, and PrimePay – Sharon was able…