Designing Effective Sales Knowledge Transfer Programs
Sales reps are a primary point of contact with b-to-b buyers, but buyers report that sales reps often lack the knowledge required to maximize these interactions
B-to-b organizations tend to transfer knowledge to sales reps in ad hoc ways that don’t work for sellers or cannot be scaled and repeated
Portfolio marketing and sales enablement leaders must collaborate closely to develop sales knowledge transfer programs informed by reps’ needs
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