I’m Ken Cross, Director of Sales Enablement Technology, working with our innovation team to bring the most advanced sales enablement solutions to our clients. What are some of the biggest changes in sales? Some of the biggest changes that we’re seeing is usage of data and data analytics usage to not only make the organization […]
Welcome to the future of Sales Enablement! We are proud to announce the release of our new SPI-SmartApp builder, which extends the functionality of the already robust SPI-Sales Process Playbooks application. This new functionality is simply the best job aid/tool/template/form configurator on the market. This new functionality allow us to build and configure an unlimited […]
This video will provide some examples of how managers are leveraging SPI’s Sales Process Playbooks to inspect the pipeline and specific opportunities. Let’s get started. When you first log into Sales Process Playbooks, one of the various data visuals you may want to leverage is the deal trends. This will allow you to very quickly […]
CRM systems have come a long way since the early, nightmarish days when project failure rates were between 50 and 80 percent. According to a recent study by Capterra, now over 70 percent of users of CRM systems are satisfied with their software. However, organizations still face some significant challenges to get implementation right. Some […]
More than a few of our clients have asked us to help them fix failed Customer Relationship Management (CRM) initiatives. When we investigate what went wrong, we often find that the CRM project team was incomplete. CRM systems touch many stakeholders in an organization, both within and outside of the sales function. Unfortunately, many organizations […]
Launching any new sales improvement initiative is no small undertaking. Tinkering with the revenue engine of your company always entails some degree of risk. Introducing anything new to your sales team requires forethought and planning to ensure that all goes smoothly. We have observed that many of our clients misunderstand and underestimate how changes in […]
In most classroom environments, there is little intention to show students how they would apply their learning in real world situations – nor do the training materials (text books) show how it is applied to day to day life. Not surprisingly, your sellers often feel the same way, after exiting training. If sellers find it difficult to apply learning to real-world scenarios, the value of the learning retention is diminished. We call this the gap between learning (training) and execution (real-life application).
Instead, sellers need the following to bridge this gap between learning and execution – automated, seller journeys and contextual learning.
Currently, in the CRM industry, there are a myriad of potential solutions to pick from (this isn’t a 5 Guy’s style menu, where you can have anything that you want, as long as it is burger or a hot dog); instead there are many options in this crowded and commoditized market. Therefore, you may want to ensure that your search is focused on several key concepts that we will explore