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Think about this. Twitter did not exist 8 years ago. No one was on Facebook 10 years ago, and the iPad is only 4! The connected world has changed dramatically, and so too has the role of the salesperson. 

In the last 5 years B2B salespeople, sales managers and company executives have seen the role of the salesperson change dramatically. Here are 5 things that have changed dramatically for salespeople in the last 5 years.

Topics: mobile sales enablement, mobile technology for sales

In the 90s the legendary rap duo of Dr. Dre and Flavor Flav sang “Don't Believe the Hype”, and I think as salespeople we need to take these lyrics to heart. 

There is a tremendous amount of “Hype” around Sales 2.0, social selling, or sales without the phone. All of it suggesting that to succeed in sales you no longer have to make calls or work your butt off, you just need to tweet, spend time on LinkedIn and make sure you update Facebook on a regular basis. The premise is that the massive move in social media somehow absolves the salesperson of having to do their job. Just create content, put it out in the world and your customers will come to you. 

Topics: sales enablement, customer engagement

It’s that time of year again. Sales Kick-off! You bring the team together. Sales, Marketing, Services. Everyone is pumped to talk about how this year is going to be the best ever. How things will be different, and how all of the new plans are going to change everyone’s destiny. It’s a great time. 

But despite the rhetoric and flashy presentations, the reality is that year after year companies suffer from a gap between what the market team produces and what the sales team sells. 

Topics: customer engagement, Adaptive Sales Enablement, sales enablement platforms, content management solutions

It’s 7 AM, do you know where your sales team is?

Or more accurately, do you know what they are saying, selling and showing to your customers? Like it or not, most salespeople work on an island where they get to choose how they interact with customers and as a result, most organizations have a big problem.

Topics: sales enablement, effective salespeople, meaningful content, real sales enablement