sales enablement
Why sales enablement must look to the past to find its future
Mike Kunkle, VP of Sales Transformation Services for Digital Transformation, Inc. (a new division of Fast Lane), is well known in the industry for his systems approach to sales transformation.
Takeaways from the 2017 Sales Enablement Society Conference
Late last year, I wrote about something which happened in Palm Beach, FL when the Sales Enablement Society was officially formed. 100 of us arrived at the Breakers, not knowing exactly what to expect, but knowing there were looming problems requiring our collective attention.
5 reasons you should dump your old CRM
More and more organizations are coming to terms with the fact that traditional CRM has simply not lived up to its promises. Touted as a powerful sales performance tool, in many organizations it has turned out to be an unwieldy tracking and reporting tool, a glorified Rolodex that salespeople resent while sales managers wrangle to get them to use it at all.
Is your sales enablement enabling the right things?
Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study, 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations.
Here are three reasons organizations are abandoning their old CRMs
Before I began the work that would eventually become Membrain, I was a part of, and built, sales organizations. I became intimately familiar with the unwieldy nature of most CRM implementations, including the industry-leading Salesforce CRM. I experienced firsthand the results of poor user adoption rates and low technology ROI–resulting in graveyards of information, instead of guidance for salespeople.
Sales leaders are confused about what content can do
Sales content is a hot topic right now, with companies like Hubspot preaching the value of being able to organize, track, and measure content designed to support salespeople.
