‘Tis the season for must-attend events! Up next is SiriusDecisions Summit 2017. If you’re going to be in Las Vegas for the event, stop by our booth (#623) to say hi! We’ll have a drawing and swag that we know you’ll love and can answer any questions you may have about improving your sales enablement processes.
Speaking of sales enablement, in addition to the top-notch exhibitors, this year’s summit includes several sales enablement sessions that you won’t want to miss. In these sessions, SiriusDecisions analysts offer research-backed guidance to help you accelerate your sales enablement and training programs.
Sales Enablement Functional Design: One Size Never Fits All
Heather Cole and Nancy Maluso from SiriusDecisions will present the evolving function of sales enablement and how it must adhere to ever-changing organizations. No two sales enablement programs are the same, and this session will help you understand how to design a program that’s mapped to your organization’s unique needs.
Sales Enablement: Taking an Audience-Centric Approach
Ian Savage and Don Drury will present on the shift from the typical product-centric go-to-market strategy to a new audience-centric approach, affecting an entire organization’s sales force. They’ll explain the power of moving from a product perspective to an audience perspective for driving more sales and closing deals faster. As more and more organizations focus on the buyer’s journey as part of their sales cycle, this is a timely topic.
Long-Term Competency in a Short-Term World: Building Skills That Last
Between 87% and 93% of traditional learning is forgotten within 30 days unless it’s reinforced or used on a daily basis — that’s a staggering fact that can leave learning and development teams frustrated and sales teams floundering to speak to the right message at the right time with clients. More and more, just-in-time learning is proving to be an effective way to get sales people the info they need when they need it, and sales enablement platforms are an excellent way to deliver this training. Heather Cole and Amanda Jensen of SiriusDecisions will provide practical tips for creating long-term learning programs.
In addition to the track sessions, I find it helpful to check out some of the case study sessions.
On Tuesday, May 16 at 3:45 p.m at The Venetian (Bellini 2103), Tracy Eiler, CMO, and Joe Andrews, VP of Product Marketing at InsideView, will present with Highspot in an event called, “Align Sales and Marketing With Sales Enablement.” Highlights include how to assess your organization’s needs for a sales enablement/asset management solution and what to look for when researching sales enablement vendors.
Immediately following that session, at 4:45 in the same room, join Greg Munster, Sr. Director of Sales Productivity at Red Hat, in “Empowering Sales and Partner Productivity with Sales Enablement” to learn how Red Hat deployed Highspot for easy content discovery, platform integrations, and customer engagement to its global sales and partner force. Learn how to gain field buy-in across your organization and how to go about procuring a sales enablement platform that fits the needs of multiple departments.
We hope to see you in Las Vegas!
Guest blog post written by Olivia Long, Account Development Representative, Highspot