MindTickle
MindTickle
Blog Post
  • Sales enablement is a hot topic today. It’s difficult to not run across it, especially if you’re looking for ways to improve the performance of your salesforce. There are many definitions of this popular term, most of which are quite similar. CSO Insights defines sales enablement as, “a strategic cross-functional discipline designed to increase sales […] The post Building a completely integrated s...

MindTickle
MindTickle
Blog Post
  • In our last article we discussed value-based selling and its benefits. If you missed it, you can read it by going here. As promised, we will be talking about how to make this transition. When making changes to your sales approach or processes, you want to be sure you achieve your desired outcomes. With a […] The post How to change from feature-based selling to value-based selling appeared first on...

MindTickle
MindTickle
Blog Post
  • Artificial intelligence (AI) is here to stay. While there’s been a lot of hype about AI we’re yet to see it’s true value – but I don’t believe we’ll have to wait much longer. In fact, AI technology can be found in some sales software already. AI has the potential to have a profound impact […] The post The impact of AI on your sales strategies appeared first on MindTickle.

MindTickle
MindTickle
Blog Post
  • Organizations are always looking for ways to improve salesforce performance. It used to be sufficient to sell using features and benefits. Today’s buyers are more informed. They expect salespeople to understand their business and guide them to solutions for their specific challenges. The best way to do this is by focusing on value, not simply […] The post Elevate Sales Performance by Transforming ...

MindTickle
MindTickle
Blog Post
  • Sales isn’t about lectures and powerpoint decks – it’s about helping your customer find a solution to a problem. The answer to helping your reps achieve this doesn’t sit between reams of notes, it’s in data. New technologies don’t just allow you to automate tasks and work smarter, they also collect data for you. This […] The post How data-driven sales strategies will evolve this year appeared firs...

MindTickle
MindTickle
Blog Post
  • Pat Lynch has seen the evolution of sales enablement from several perspectives – in large companies like Xerox and FedEx and in research firm CSO Insights, to name a few. Now as Vice President of Enablement Excellence and Innovation at MindTickle, Pat’s responsible for driving better outcomes for sales organizations through innovation and world-class enablement. […] The post [Podcast] How sales e...

MindTickle
MindTickle
Blog Post
  • CSO Insights defines sales force enablement as, “A strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction.” And, Aberdeen Research found that “All-in” sales enablement practitioners experienced 56% greater annual re...

MindTickle
MindTickle
Blog Post
  • Products, customer behaviors, and industry dynamics change quickly in today’s sales environment. This means that even the most seasoned sales reps require ongoing knowledge and skill development. Every rep in your sales force has a different background, skills set, knowledge, and experience. Because of these variables, one size does not fit all when it comes […] The post How to Personalize Sales T...

MindTickle
MindTickle
Blog Post
  • Sales organizations today are being challenged to do more with less. With ever-rising quotas and a continuously changing marketplace, it’s important to communicate clear expectations. A sales competency framework facilitates this. It states what skills, knowledge, and behaviors are expected for each position. This simplifies hiring, training, and performance measurement. Such a useful asset is […]...

MindTickle
MindTickle
Blog Post
  • In the past year, MindTickle’s growth has been rapid – expanding our team and technology innovations. We’re proud to share that recently MindTickle was recognized for that growth by SaaS 1000 as one of the Top 100 fast-growing SaaS companies. The SaaS 1000 list highlights the top high-growth SaaS companies based on hiring trends and […] The post MindTickle Recognized as Top 100 Growing SaaS compan...

MindTickle
MindTickle
Blog Post
  • Buyers today have changed. They don’t want traditional ‘sellers’; they want trusted guides. To do this successfully, modern sales reps need on-demand access to content and training in one place so they can be ready for any buyer conversation. True sales readiness today means that training content and customer content are linked at the hip. […] The post The Enablement Power Team: Content + Training...

MindTickle
MindTickle
Blog Post
  • It used to be that training and coaching were time-consuming and infrequent. As a result, less knowledge was retained, skill development was slow, and behavioral change with minimal. Now, companies are getting great results by using gamification. Gamification is the application of the look and feel of games to engage people, motivate action, and promote […] The post Leverage gamification in sales ...

MindTickle
MindTickle
Blog Post
  • Any form of change is challenging for organizations to manage, but sales teams are particularly sensitive to change. They don’t want anything to take them out of the field or negatively affect their results even for one day. This can make introducing new sales readiness tools particularly difficult. Mendix, a platform-as-a-service company that helps organizations make […] The post Managing change ...

MindTickle
MindTickle
Blog Post
  • More and more companies are transitioning from traditional training methods like classroom training and webinars. They’re recognizing the need for a change and transitioning from traditional training to enablement and readiness instead. According to CSO Insights, 59.2% of surveyed companies currently have a sales enablement program. Another 8.5% plan to start one this year.  Let’s […] The post Why...

MindTickle
MindTickle
Blog Post
  • Modern sales technologies have the potential to positively impact sales organizations with increased efficiencies and productivity while boosting results. In fact, according to Aberdeen Research, companies with a sales enablement tool had a 13% revenue growth rate, 3x that of companies without this technology. The challenge businesses face when implementing these tools, is how to […] The post Best...

MindTickle
MindTickle
Blog Post
  • Not all that long ago, in-person classroom training was how corporations prepared their sales force to engage in selling activities. They’d provide instructor-led classes that took reps out of their work environments for days at a time. Cumbersome paper binders and manuals were used for reference, being updated maybe one or twice a year, if […] The post 8 Empowering Benefits of Digitized Learning ...

MindTickle
MindTickle
Blog Post
  • With 20 years of experience in sales enablement both as a practitioner at companies such as IBM and as a Senior Analyst for Forrester, Steven Wright has seen a lot of change. In this day and age, change is the new normal and how we sell is transforming bringing with it new challenges, particularly with […] The post [Podcast] The future of Sales Enablement with Steven Wright – Episode 27 appeared f...

MindTickle
MindTickle
Blog Post
  • “An investment in knowledge always pays the best interest.”―Benjamin Franklin The role of Chief Learning Officer (CLO) has been around for several years. CLOs are responsible for driving the strategic direction of an organization’s learning. In the past, some have mistaken the role of a CLO to simply be populating the Learning Management System, but […] The post The future of the Chief Learning Of...

MindTickle
MindTickle
Blog Post
  • As a sales manager, you have a big impact on the success of each member of your team, and your team knows it. Research has shown that 69% of salespeople who exceed quota rate their sales manager as ‘excellent’ or ‘above average’. While it’s great to be recognized, ultimate sales leaders don’t do it for […] The post Are you an Ultimate Sales Leader yet? appeared first on MindTickle.

MindTickle
MindTickle
Blog Post
  • Coaching is on the top of everyone’s minds at the moment – for good reason. A good coach can help more salespeople achieve quota by up to 10% and when you combine training and coaching, sales productivity also increases. With these results, it’s no surprise that everyone is jumping on the coaching bandwagon, but not […] The post It’s the year of the coach appeared first on MindTickle.

MindTickle
MindTickle
Blog Post
  • One of the main goals of training and coaching is behavioral change. So often these activities, alone, don’t produce the desired improvements. Research by Hermann Ebbinghaus shows that training without reinforcement results in 80-90% of information being forgotten within just one month. A systemic approach to continuous coaching and training is necessary to really prepare […] The post Drive Behavi...

MindTickle
MindTickle
Blog Post
  • As a sales manager, one of your many challenges is continuously developing different sales reps. The needs of reps who are relatively new to the job are very different to that of seasoned reps, as is their attitude to development. While your newbies may be thirsty for knowledge and ideas, it can be harder to […] The post Sales Managers guide to bridging the training gap between mavens and rookies ...

MindTickle
MindTickle
Blog Post
  • As a manager, there is so much to do and never enough time. Research has found that sales managers spend just 32% of their time managing their team and only part of that is spent coaching. To make the most of your time prioritization is key – and the top priority for any salesperson is […] The post 6 ways Sales Managers can make time for coaching appeared first on MindTickle.

MindTickle
MindTickle
Blog Post
  • “Whatever type of sales team you have, the larger it gets the more important the sales enablement and sales operations role becomes. If you have 100 guys, and you save them all 5% of their time, that’s hiring five guys for free,” exclaims Steve Benson. Steve began his career in software sales and has worked […] The post [Podcast] How focus can increase your sales team performance – Episode 26 appe...

MindTickle
MindTickle
Blog Post
  • Being a sales manager today is less about managing and more about developing, inspiring and growing the skills of your team. This is not easy and can leave a lot of sales managers chasing their tails trying to work out how to improve the performance of their team. Some focus in on performance appraisals, which […] The post Understanding the importance of coaching for sales managers appeared first ...

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