It has been a year of exceptional growth here at Kiite.  Kiite — the product, has developed quickly with new helpful integrations such as Salesforce, Dropbox, Google Drive, Confluence and more. Our talented team doubled in size and we are excited to announce more game-changing product updates, coming in early 2019.

We’ve enjoyed sharing our insights and experiences on the Kiite blog through sales-related topics like Knowledge Sharing, Microcontent, Conversational AI and interviews with top sales experts.

Another 2018 highlight includes launching Sales Leader Spotlight, a podcast where we uncovered powerful sales techniques from amazing leaders such as Gary Swart, Kelli Lampkin & Mark Smith.

To the Kiite blog readers, we hope you have benefited from the material we have released this year, and look forward to producing even more useful content to help you scale your sales organizations.

Below is a collection of some of the top content pieces we released on the Kiite blog in 2018.

Enjoy!

 

Podcast

Sales Leader Spotlight: Mark Bergen on navigating growth and nurturing the sales culture through celebrating merchant success stories

In this episode of Sales Leader Spotlight, Joseph Fung and Mark Bergen chat about navigating large growth within the Shopify Plus sales organization and the importance of nurturing the sales culture through celebrating merchant’s success stories.  Mark Bergen is Head of Revenue at Shopify Plus.  

Born out of Shopify — the world’s fastest growing commerce platform, which is home to over 500,000 merchants, Shopify Plus powers over 3,600 high-growth merchants across the globe giving them a customizable solution without the need for large investments.  

 

Sales Leader Spotlight: Why the Auvik BDR team reports to marketing, their sales success metrics, and the tools they use to achieve clean data

In this episode, we have a special double-feature with Jacqui Murphy, Vice President of Marketing and Mercedes Geimer, Director of Business Development at Auvik Networks and we will dive into why the Auvik BDR team reports to marketing, their sales success metrics, and the tools they use to achieve clean data!

"The other thing that is there's a real culture of caring about each other, and I think that shouldn't be understated. When you truly care about the people that you work with, I think people are motivated to put in that extra effort."

 

Faces of Sales

How Revenue Operations Keeps Customers Coming Back – A Q&A with Jason Reichl, CEO of Go Nimbly

“It's all based on the idea of operationalizing your customer experience. Revenue operations creates a unified team of operational generalists who have autonomy to deliver against the customer experience and are measured on one thing, which is revenue impact. It takes both your go-to-market team and the revenue operations team, much like the unison between an actor and a director, to deliver the customer experience.”

Read the interview here. 

 

Knowledge Sharing

Your company knowledge is wasting your reps’ time. Here’s why, and what you can do about it.

Does looking through multiple repositories and systems sound familiar? If so, you’re not alone. 61% of knowledge workers use four or more systems for the information they need to do their jobs, says a 2014 IDC study. 13% of those folks are accessing 11 or more systems. Even more shocking, they find the information they’re looking for just over half the time. In 44% of cases, they return empty-handed. Yikes.

Part of the problem is where we keep our knowledge. Too often, it’s held in the usual places: scattered across different systems, documents, and websites – and sometimes locked inside of reps’ heads.

Read the full article here. 

 

Knowledge is for everybody. So why are you keeping it in silos?

Good decisions require good data.

With so much data-tracking technology available today, we should be making better and better calls, right?

It’s not quite that simple. While we certainly have more ways to collect and analyze data (by some estimates, there are more than 700 tech providers in the sales industry alone), there’s one behemoth that stands in our way of truly understanding what that data is telling us:

Knowledge silos.

Read the full article here. 

 

Sales Enablement & Microcontent

Why No One Reads Your 17-Page PDF (And What They Need Instead)

Here’s what your salespeople need: words, phrases, sentences, ideas, and paragraphs they can use during their conversations with prospects and leads. Here’s what they usually get: long PDFs, presentations, pre-built and generalized marketing, and complex documents.

That’s a problem, say Cory Bray and Hilmon Sorey, authors of The Sales Enablement Playbook. “Often we don’t realize the salesperson has three to five minutes, and within those three to five minutes, if they’re not saying the right thing that uncovers the pain that that persona or role or individual that you’re talking to is actually dealing with on a regular basis, you’re not going to get to that next meeting.”

The answer isn’t to scrap your long-form content and documentation, but rather to break it down into bite-size chunks that can be used for multiple purposes.

In other words: microcontent.

Click here to read the full article. 

 

Forget Sales vs. Product Training. Here’s Why You Should Start With Discovery.

“A great discovery is a perfect marriage between product and sales knowledge. Reps need to know how to look for problems, ask the right questions, listen to the answers, and find a solution that fits. You need both to make that happen.

But finding that balance is hard. Too much focus on the sales stuff, and we won’t be able to explain our products effectively. Too much focus on product, and we lose touch with the customer and what’s important to them.”

Click here to read the full article.

 

Our eBooks

10 Top Slack Apps for Sales + 38 More We Love (The Ultimate List of Slack Apps for Sales)

If you’ve read our blogs before, you’ll know we’re huge fans of Slack.

There are thousands of apps out there, from document management and CRM integrations to high fives and birthday reminders. How do you choose which are best for your sales team?

We’ve done the legwork for you in our Ultimate List of Slack Apps for Sales.

Click here to get your copy.

 

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