Yes, we are using digital sales rooms. It has allowed us to improve collaboration and communication with our buyer team, personalize content, measure engagement, and have a single source of truth for communication.

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What about the idea of being a sales rep that comes in with a bit more of a perspective?

Peer Insights Business Applications People & Leadership

Cori HartjeDirector of Sales Enablement at Mitel in Telecommunicationa month ago

There is an element of the call where the rep has to add value, and depending on the context of the call, the value needs to come at certain parts of the conversation. For example, if someone doesn’t know what you do and ...read more

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316 views1 Upvote3 Comments

How do you balance scalability with personalization when creating sales enablement content?

Customer Engagement Scalability

Cori HartjeDirector of Sales Enablement at Mitel in Telecommunication2 months ago

I think there are a minimum of pivots for content. What languages does the organization officially support? Then by role to make it relevant. A channel manager is going to have a different content need than a BDR. Those ...read more

240 views2 Upvotes1 Comment

Referrals from customers are gold in sales. Do you have any suggestions for consistently getting them from customers? Anything that has worked well for your sales org?

Customer Engagement

Cori HartjeDirector of Sales Enablement at Mitel in Telecommunication3 months ago

Create a framework that has multiple opportunities to ask for referrals.

1. At closed won
2. Successful milestone (s)
3. Customer surveys
4. Customer newsletter
5. Community events

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296 views2 Upvotes5 Comments

How would you encourage a new college graduate today to pursue a career in B2B sales?

Customer Engagement Talent Sourcing & Hiring

Cori HartjeDirector of Sales Enablement at Mitel in Telecommunication5 months ago

There are a few universities and colleges that have a sales program, a major or a minor. That is a great way to get the path started. Take at least one sales course in college if it is available. Then go into sales in ...read more

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How is the best way for a sales team to be educated, coached and mentored? What is the cadence? And who are the educators (are the educators from outside the company or employees)?

Mentoring & Coaching

Cori HartjeDirector of Sales Enablement at Mitel in Telecommunication6 months ago

Educated: Mostly done best by skilled facilitators who have carried a bag. You need the credibility to connect to sellers.

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How are you reinventing your post-sale customer support to fit into this new sales reality and drive renewals and upsell opportunities?

Cori HartjeDirector of Sales Enablement at Mitel in Telecommunication6 months ago

Our biggest competitor is often our own legacy and installed products. The notion of self-service is something we're grappling with as we want our customers to move off legacy products for a variety of reasons, such as supportability, ...read more