B2B buyers are going online and relying on social media to seek out information before making contact with a potential supplier.Jill Rowley, Oracle’s social selling evangelist, recently described such trends shaping B2B sales during her presentation at the recent Inside Sales Virtual Summit.
http://www.astd.org/Publications/Blogs/Sales-Enablement-Blog/2013/08/The-Abcs-of-Social-Selling
ASTD Recognizes MetLife’s Sales Coaching Program with a 2011 Excellence in Practice Award
http://www.astd.org/Publications/Blogs/Sales-Enablement-Blog/2012/06/Metlife-Sales-Coaching-Award
Research finds that sales reps are left to learn material on their own, which is a risky business move.
http://www.astd.org/Publications/Magazines/TD/TD-Archive/2013/08/Intelligence-Sales-Training-Needed-for-New-Product-Launches
Learning and development serves as rudder and oar in turbulent times.
http://www.astd.org/Publications/Magazines/TD/TD-Archive/2013/08/Riding-the-Waves-of-Change-at-HP
To help bank branches improve struggling customer portfolios, a new training program focuses on the importance of action plans and follow-up.
http://www.astd.org/Publications/Magazines/TD/TD-Archive/2013/08/Action-Plan-for-Sales-Success
Perhaps you are thinking, “I don’t have time to train a whole selling system!” If so, you have arrived at the right blog post. Here are the top three training modules, in terms of importance for your team.
http://www.astd.org/Publications/Blogs/Sales-Enablement-Blog/2013/08/My-Favorite-Sales-Training-Complaint
If you’re just tuning in, this series started with a post on Key Gaps in Our Sales Performance Ecosystem.
http://www.astd.org/Publications/Blogs/Sales-Enablement-Blog/2013/08/How-to-Select-and-Prioritize-Sales-Enablement-Initiatives-Part-2
In my post in June about Key Gaps in Our Sales Performance Ecosystem, I wrote about the progress we’ve made, the challenge of our powerful yet confusing ecosystem, and shared two issues that I see.
http://www.astd.org/Publications/Blogs/Sales-Enablement-Blog/2013/07/How-to-Select-and-Prioritize-Sales-Enablement-Initiatives-Part-1
I’m in Ho Chi Minh City, Vietnam, to do sales training for a global organization, and while in my hotel I have a most unusual moment.
It’s breakfast in the lounge and at a table next to me a well-dressed businessman is Skyping his wife. I’m half-listening to the dialogue when her voice suddenly gets loud and she says, “Oh, honey—I was kind of in a hurry today. So I took the helicopter.”
http://www.astd.org/Publications/Blogs/Sales-Enablement-Blog/2013/07/What-Makes-World-Class-Sales-Pros-World-Class
Of all the things that are happening in your business’s market this year one thing is very clear: Simply doing what you’ve always done is more than a bad strategy. In these times of lasting change and tough competition, it’s suicidal.
http://www.astd.org/Publications/Blogs/Sales-Enablement-Blog/2013/07/A-Different-Kind-of-Sales-Call-Strategy-Think-Overserved