Content Doesn’t Sell. People Do.

Using Brain Science to Improve Your Sales Enablement

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Content

Enterprises have more than 6 content repositories66%

of a seller’s time is spent looking for content1/3

Hours per week spent by sales reps re-creating content

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less revenue when marketing content is not aligned to sales training & strategy

25%efox@tripwire.comefox@tripwire.com

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And It’s Harder Than Ever Before

6.8Average number of buyers involved in a B2B buying decision

- CEB, 2016

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Are We Aiming High Enough?

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Content Doesn’t Sell.People Do!

Your sales are dependent on the PEOPLE that deliver your assets and messages

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The Sales Performance Bell Curve Problem

40% of all sellers miss quota

How to get more reps performing at a higher level?

80% of sellers

#1 reason for lost sales is because sellers can’t articulate value

Low performers Average performers High performers

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Creating a Robust Sales Enablement Process

Content Knowledge / Skills

Coaching

$$$$

Marketing

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By combining customer-facing content with skills training:

• 5% lift in skills adoption

• 75% increase in deal size

Aligned ContentSkills Only

Real Sales Impact

Source: Corporate Visions

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Backed By Brain Science

• Salespeople engage when it’s useful

• Motivation, curiosity and immediate application increase knowledge retention significantly!

Curiosity increases activity in hippocampus and reward circuit for optimum learning and retention. Source: Neuron 2014 DOI

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Brain Science Implications to Sales Enablement

Learning builds on prior knowledge

Practice leads to stronger connections in the brain

The type of practice you do directly impacts what

you learn

Your working memory has limits

Sleep impacts learning and memory

http://college.usatoday.com/2015/06/19/5-way-your-brain-learns/

Build reinforcement training that builds on core material

Require your reps to practice

Interactive, real-life practice

Keep it short and digestible. In the moment memory boosters and

coaching

Pre-school style nap time?????

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Keys to Improving Sales Performance Above and Beyond Content

1. Deliver content AND coaching/knowledge together

2. Contextually relevant, in the moment and on demand

3. Deliver it in their work flow

4. Deliver memory boosters and coaching but keep them short and digestible

5. Coach and practice regularly

Invest in Your People!

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Thank you

www.veeloinc.com

@fravelb @veeloinc