“Characterize people by their actions and you’ll never be fooled by their words.” If the sales process is WHAT to do, a sales methodology is HOW to do it. And in today’s modern sales organization, this investment is no longer nice to have, rather it is table stakes. You may choose to work with a…
CommercialTribe is a SaaS Sales Team Development Platform—Developed by Salespeople for Salespeople. After decades of working his way up the ranks of some of the most well-regarded sales organizations, CommercialTribe’s CEO and founder, Paul Ironside, realized that something wasn’t right in the industry. As a sales leader, Paul had access to all the data one…
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. As the…
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…
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…
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…
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…
The dominant theme to this year’s Conversations that Win Conference was made clear on the main event of Day 2: a trip to Alcatraz and a tour of the infamous prison. The now beautiful historic park, and site of one of the most intolerable places in US history, had an underlying message that Corporate Visions…
First and foremost, congratulations to all May graduates. By the time you put on your cap and gown, the work has been completed, which, in my opinion, makes the actual ceremony a great time for reflection. As I watched one of my good friends walk across the stage this weekend, I couldn’t help but reflect…
Recent research by The Bridge Group and For Entrepreneurs shares an ongoing shift in 2015’s SaaS inside sales organizations, data that together tell a story of declining returns and growth in training. The Bridge Group surveyed 342 B2B SaaS companies to build their report. The numbers tell a stark story: the average rep turnover rate (excluding…