Have you ever heard that Eskimos have multiple words for "snow?" That’s because it’s so much a part of their world and the different types of snow may have different consequences for them. In Sales Enablement, we have the opposite problem with "content." We toss around the word "content" a lot, but it means different things to different people. And yes, there are multiple types of content, each of which has a different potential impact on sales performance. Why not maximize them all?  

What worked for so many years when compensating sales professionals is no longer sufficient. Given today’s tight labor pool and a rush by entrepreneurial types to start their own businesses, putting a comprehensive package of pay, benefits and extra perks together has never been more important. SMM's Focus Report on sales compensation looks at how to get compensation right and hold on to your best salespeople. Articles address: Why a competitive salary is merely table stakes 4 shifts in sales compensation How to combat the Great Resignation Why gaining insight on what drives reps nuts will help you keep your team intact

Just about every business professional is on LinkedIn, but few truly understand the power of the platform and how to make it work for them. Ted Prodromou will show you how.  

Depending upon where you are in the world, you may be back in the office or gearing back up to facilitate in-person classes. Or, you may be getting ready to deliver hybrid classes - which have a mixture of in-person and online audiences.

Sales hunters proactively look for business opportunities. They start every day ready to pound the virtual pavement and convert prospects. They’re effective and difficult to find. Too often, business leaders think they’re hiring a stellar hunter. A few months later, they realized the candidate’s greatest sales skill was selling themselves.  

Work as we know it has changed. Forever. In order to thrive, organizations must re-invent themselves and embrace the new normal. A Top 200 Global Thought Leader to Watch in 2021 and author of the newly released book, Remote 101: The Secret to Engaging Virtual Workers, Jill understands how organizations operate, and what they need to do to attract, retain, and engage employees. Are remote workers incredibly productive? Yes, but they also say they feel unsupported and disconnected. The companies that will come out on top are the ones which create and execute a strategy to effectively manage remote workers, and the new hybrid work environment.   

Be in on the discussion as The Bob Pike Group and companies all around the world prepare for a return to classroom F2F training. We’ve heard from clients and brainstormed our own solutions to make classrooms safe and attendees comfortable. This is your chance to grab tested ideas and also share what people expect in your workplace or industry as we all figure new normal out together.

Sales is not just a numbers game, it's an intelligence game. B2B buyers expect sellers to know their business and consistently bring relevant ideas for improving it. Remarkably, HALF of U.S. salespeople don’t even look at the prospect’s website before making their first call. When salespeople take just a few minutes to do pre-call preparation using this framework, they stand apart from their competition.

Some aspect of meeting virtually is here to stay, but B2B sales and marketing professionals are eager to return to trade show environments and live marketing events. In-person events produce stronger leads, present opportunities for unplanned encounters and provide a means to build trust in a way that cannot be duplicated virtually. This Focus Report explores why businesses are ready to return to exhibit halls and what these events in a post-pandemic world will look like. With an understanding that hybrid is here to stay, we learn from experts how to make it work with trade show and marketing efforts.

As companies calibrate the balance between remote and in-office work, company cultures may be facing their greatest challenge in generations.  

Do you want 2022 to be your best year yet? It may feel counterintuitive, with 2021 still barreling toward a close, but if you haven’t already started, this is the time to be planning.

Leveraging existing connections to gain access to targeted stakeholders is one of the most powerful tools LinkedIn offers. Through targeted LinkedIn searches, participants will learn how to find out who in your network can make introductions to ideal clients and referral partners and proven outreach strategies to start meaningful conversations.

"Work" and "fun" have historically been considered polar opposites. It was thought that you can work or you can have fun, but you can't do both at the same time--or in the same place. Work is what you do for your paycheck and fun is what you do on the weekend. Most of us must work to earn money to live, and sometimes enjoying the work we do seems like a luxury we can't afford. Or can we? Download this article from some recommendations.

As we enter the post-pandemic era, most of us will find the workplace has changed. Remote work, which had been a dream for many workers, became a reality over the past year, as at least 42 percent of the U.S. workforce shifted to working virtually full-time from home. Now that the pandemic is subsiding, the Conference Board reports that 40 percent of employers are planning to have workers return to the office, but 61 percent of white-collar employees say they would like their company to let them continue to work remotely indefinitely, and of that number, almost 30 percent of working professionals indicate they will quit if they are told to return to the office. Download this artcile for some best practices recommended by Dr. Bob Nelson.

As companies continue to grapple with the best way forward in navigating a Hybrid Workforce, one of the beliefs driving many companies to require that all employees return to the office is "company culture," that is the shared beliefs, values, norms and practices that uniquely distinguish one company from another. It's assumed by many executives that an organization's culture can only be learned over time by a culmination of in-person interactions conducted exclusively onsite in central office locations. For example, Goldman Sachs CEO, David Solomon, who has called remote work an "aberration" and not conducive to productivity, sent employees an email which in part stated: "We know from experience that our culture of collaboration, innovation and apprenticeship thrives when our people come together, and we look forward to having more of our colleagues back in the office so that they can experience that once again on a regular basis." Download below to learn more.

All variations of the hybrid workforce are emerging as employees head back to the office--or not. Many high-tech companies have granted flexibility for workers to continue to work remotely. For example, Twitter and Facebook have announced that employees can continue to work remotely forever, while Google has proposed that "around 60 percent of employees come to the office a few days a week, while another 20 percent will work in new office locations and 20 percent will work remotely. Download below to learn the options companies are offering and lessons they're learning.

94% of buying executives expect salespeople to have business impact discussions with them, but only 25% of salespeople are effective at this.

Poor data visualization leads to overly complicated charts that take too long to understand and steal valuable time from your audiences. Worse, a careless approach to charting can lead to misinterpretation of your messaging.  

Today, there are lots of ways to get hybrid sales training and enablement wrong.  But fear not! 

Did you know that only 1 in 4 North Americans views salespeople as credible in what they say and do? Almost every sales organization attempts to qualify prospects, but they should be giving equal consideration to how buyers qualify (or disqualify) them. It's much more than just price and product.

Let’s be frank: After all these years, PowerPoint still frustrates us left and right as we try to create engaging and effective slides. This session will address the most common problems and failings in the industry standard presentation program and provide practical solutions and workarounds to save you hours of wasted time and trips to Google asking, "Can PowerPoint do this…"

Competencies are often talked about in HR and talent circles, but less commonly in sales. In fact, competencies seem kind of nerdy and confusing to many sales leaders. Should we be teaching sales methodology aligned with sales process, or should we focus on the sales competencies?

Ever wonder How am I doing? Don’t wait for the evals or boss to tell you something’s wrong. Instead, join Becky for a fast-paced hour focused on a diagnostic you can use to assess your virtual training programs. Your learners thank you in advance!  

The foundation of Customer Success is an effective process for customer onboarding, implementation and launch. This reduces the time it takes for customers to see value from their purchase, known as Time to First Value (or TTFV). But what exactly is TTFV, why is it so important, and how can you minimize it? In this whitepaper, we explore the concept of Time to First Value, which is just one aspect of Imparta’s Customer Success & Renewals program, and describe the 7 techniques you can use to reduce TTFV to benefit your customers, and your own organization.