sales enablement

Funnels Take Time

Funnels Take Time

In sales and in marketing, we imagine this magical funnel, where once a prospect enters your company's ecosystem (through social media or a blog post, for example) they'll eventually be spit out as a paying customer.

The funny part about this metaphor is it rarely works out that way. 

We're All Selling With Social

We're All Selling With Social

Social media is like the Force: it connects us, binds us, and holds our (relative) universes together. No matter how we use it, though, we're selling. Whether it's to craft the "perfect" life,  hire new talent, or promote our companies, social media is the new form of the cold call. 

Creatively called "social selling," the practice rapidly blurs the lines between sales and marketing. Traditional reps scoff and say, "Twitter? That's not my job!"

Guess what? It is.

Understanding a Day In the Life of a Sales Rep

Understanding a Day In the Life of a Sales Rep

Have you ever asked someone, "What do you do every day?"

It's a daunting question to ask and to receive. It exposes gaps of productivity, illuminates the blurring of days together. It's a scary one, but one my team and I asked 35 sales reps over the course of months of calls.

Being in sales enablement, we often don't truly understand the mind of a sales rep. We have an idea in our heads--an antiquated Alec Baldwin meme of Always Be Selling--but not what it really means to be in sales in the 21st century. It was time to get to know our audience.