Comments on: Effective B2B Sales Coaching Via Situational Fluency https://marketinginsidergroup.com/content-marketing/b2b-sales-coaching/ Fri, 15 Nov 2024 20:40:25 +0000 hourly 1 https://wordpress.org/?v=6.9.4 By: Michael Harris https://marketinginsidergroup.com/content-marketing/b2b-sales-coaching/#comment-13465 Mon, 20 Jun 2016 18:53:34 +0000 https://marketinginsidergroup.com/uncategorized/b2b-sales-coaching/#comment-13465 Great post Jim. I feel customers today are drowning in information so they want a wise salesperson to guide them through the buying process and I believe that requires situational fluency- where salespeople add customer knowledge to product knowledge and gain what I call sales wisdom. One set of tools I really like that you mention is Video Role Play. I think it can really help managers coach their salespeople to better articulate value. https://www.linkedin.com/pulse/how-video-role-play-can-help-salespeople-articulate-value-harris

]]> By: Mike Kunkle https://marketinginsidergroup.com/content-marketing/b2b-sales-coaching/#comment-13462 Sat, 18 Jun 2016 21:34:47 +0000 https://marketinginsidergroup.com/uncategorized/b2b-sales-coaching/#comment-13462 Jim,

Great post! So on target. There are so many good people supporting these efforts now.

Thanks, btw, for the mention of Brainshark. Our Brainshark for Coaching platform is really taking off, as part of our total Train | Coach |Engage solution set, to support both effective learning systems and effective selling systems.

In a small world moment, I also worked for Ed, who runs SpearFysh (years ago, at PlanSoft), and my buddy Steve Richard is running a similar “game film” review company, over at ExecVision.io.

Such an exciting time in the space, to see more and more tools emerging to support sales coaching. I often joke that if I had a dollar to spend on training and enablement, I’d spend 75 cents on sales managers, and we’re starting to see more focus here, where it’s deserved and can have such a great impact.

Stay the course.

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