Sales Enablement Roundup: May 2016’s Best Articles
We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read:
Written by Mindy Murphy, The Center for Sales Strategy Blog
Talent Analyst, Mindy Murphy makes an interesting comparison between the way caddies tailor their advice for each golfer and the way sales managers should be personalizing their coaching methods for each individual sales rep. In this article, she discusses the three methods in which managers can become the ultimate sales coach no matter what type of sales rep they are dealing with.
Written by RK Prasad, ATD Sales Enablement Blog
While many organizations are catching on to the idea that content should be tailored for specific buyers based upon their persona or industry, not many consider targeting their content for specific roles within their own organization. Founder and CEO of CommLab India, RK Prasad discusses the three steps in performing a content analysis, to ensure that reps have the specific training content they need to be effective and persuasive in the sales process.
Written by Jeff Shore, jeffshore.com
If you think you can tell your sales reps to forget everything they’ve ever learned, and immediately dive into a new sales technique, you’ll find yourself sorely disappointed. Buying the Experience author Jeff Shore outlines the five steps sales managers should take in order to implement change in their sales team’s behavior.
Written by Jill Konrath, jillkonrath.com
Does silence make your skin crawl? Does a moment lapse in the conversation make you blurt out the first thing that comes to your mind? For many sales reps this is a real problem that could be costing them business. Agile Selling author Jill Konrath makes a compelling argument for the power of silence during sales calls in this post.
Written by Dave Mattson, Sandler Training Blog
Sales tools are constantly evolving, and in this post, CEO and President of Sandler Training, Dave Mattson discusses the symbiotic relationship between technology and sales processes. He outlines four key areas in which the sales process can be dramatically enhanced with the use of current technology leading to improved productivity and effectiveness.