Removing Barriers Through Sales Enablement: A Case Study with AMD

Rachel Ashkin COO  Brandon Hall Group	Dave Stachura Manager AMD Sales Enablement	Chris Amsellem Product Marketing Manager Kenexa

Thursday, March 29, 2012 1:00 PM - 2:00 PM EDT

According to Brandon Hall Group’s research, 88 percent of buyers and executives expressed the importance of sales professionals needing to have competencies for business knowledge and customer insight.  However, in a recent survey only 35 percent of sales professionals had the ability to identify business metrics most important to their buyers and only 27 percent were able to show a deep understanding of their buyers’ business initiatives. Not surprisingly, only 50% of these same sales professionals reported these competencies being addressed in their learning.  

We all know you need to equip your team with the knowledge and skills they need to close business, but a successful sales enablement strategy also means equipping your team with the tools to sell more effectively. By minimizing the time your sales team spends looking up information, navigating through various sales tools, and trying to find answers the day to day questions that come in from customers and prospects, you are enabling them to do what they do best: SELL!

Join Rachel Ashkin of the Brandon Hall Group and David Stachura of AMD as they present a case study on how AMD found a way to minimize the opportunity costs associated with dispersed tools, information, and learning.

Take-aways from this session include:

• Description of the practical challenges and obstacles to consolidation
• Strategies for organizing content according to the needs of end users
• Tips for adding metrics to content utilization
• Strategies for helping sales create knowledge feeds that put the information they need at their finger tips

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