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Blog

Your Sales Tech Shopping Spree - A Buyer’s Guide for 2019

December 10, 2018 / by David Bloom posted in Sales Enablement Best Practices, Sales Enablement Technology, Sales Ongoing Training, Sales Enablement & Readiness


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Why Customer Personas and Enablement Matter for Reps

August 15, 2018 / by Melissa Madian posted in Sales Ongoing Training, Sales Enablement & Readiness, Sales Enablement Best Practices

Let me take you way, way back to a time when I was a quota-carrying sales rep. The meeting room was filled with everyone from our sales team.

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How to Diagnose Gaps in Your Sales Team and Prescribe Ongoing Training

June 19, 2018 / by Melissa Madian posted in Sales Ongoing Training, Sales Enablement & Readiness, Sales Enablement Best Practices

Over the past few months, I’ve sat with many new sales enablement professionals to coach them on how to structure the function within the sales organization. What is common across these new sales enablers is an uncontrollable panic: Why would a tenured sales organization listen to them?

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The Scientific Approach To Shaping Memory and Onboarding Sales Reps

June 14, 2018 / by Daniel Hebert posted in Sales Onboarding, Sales Enablement & Readiness, Sales Ongoing Training

Think about your first job.

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Why Sales Enablement Needs to Add Context to Selling

June 5, 2018 / by Melissa Madian posted in Sales Onboarding, Sales Enablement & Readiness, Sales Enablement Best Practices, Sales Ongoing Training

My very first sales job was during the summer between my first and second year of university. My dad had a close friend who owned his own company, and because his friend was a decent guy, he took me on as his paid intern for the summer.

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Defining The Sales Role Path for SDRs

March 14, 2018 / by Melissa Madian posted in Sales Ongoing Training, Sales Enablement Best Practices, Sales Enablement & Readiness

It’s remarkable how when you’re in line at a coffee shop, everyone in line goes out of their way to not look at each other.

You’re all there for the same reason: ridiculously overpriced espresso drinks served by disinterested hipsters. You would think the common interest would be grounds for light conversation as you waited. Yet, you go out of your way to look at your phone, or stare at the floor, or silently peruse the pastry display internally debating whether to get that cake pop or not. I mean, it’s only 120 calories! I’m probably burning that many just standing here in line.

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