Sales Knowledge Management is the How
NASHUA, N.H. – April 10, 2008 – Kadient announced that Jim Dickie from CSO Insights and Jeff Ernst from Kadient are presenting a webinar entitled “Sales Knowledge Management: The ‘How’ of Selling”. The webinar, part of the Kadient Sales Effectiveness Webinar Series, takes place on Wednesday, April 16, 2008 from 1:00-2:00 pm ET.
Companies spend a lot of money sending sales people to training and rolling out sales methodologies to teach them the "what" of selling: what they need to do at each stage of the sales process. But all too often we fail to teach them "how" to do those things.
During this webinar, Jim Dickie, Managing Partner of CSO Insights will share some key findings of their 14th annual Sales Performance Optimization study. This survey of over 1,500 companies worldwide found that many companies are under-supporting their sales teams by failing to give them access to the information and insights they need to sell effectively at each stage of the customer’s buying cycle. For example, two-thirds of companies make it difficult for sales people to find information on objection handling, competitive differentiation, best practices, and customer case studies.
Jeff Ernst, VP of Marketing at Kadient, will discuss how leading companies are using sales knowledge management applications to deliver sales coaching on the “how” of selling. These companies are modeling the behaviors of their most successful sales people, and providing playbooks that guide all sales people on the most effective content, messages, and strategies to use to advance and win specific sales opportunities. He will present a clear path to success that companies can follow to achieve increasing levels of maturity in enabling sales people to perform better.
Anyone wishing to attend the webinar can register at www.kadient.com.
About Kadient
Kadient helps companies arm their sales people with the content, messages, and strategies they need to win at every stage of the customer’s buying cycle. Using Kadient’s on-demand sales knowledge application, sales people stand out from the crowd, win more deals, and achieve quota, while marketing teams deliver more value to sales and have measurable impacts on revenue. Industry-leading organizations including Experian, FileNet, and BlueCross BlueShield are among Kadient’s 1,100 customers. To take a test drive, go to www.kadient.com and click on “Free Trial.”
Contact:
Jeff Ernst
Vice President of Marketing
603-249-1419
jernst@kadient.com