1. Sales Content for Sales Knowledge and Performance Support

        This article is a deeper consideration of some of the questions and answers raised in my article, Marketing and Sales Content — Differences that Matter. A category of sales content I highlighted is Sales Knowledge and Performance Support. Outside of onboarding, periodic training, and informal sharing, this is an area that is largely left up to individuals. When this is the case, sales organizations lose an important sales performance lever — a continuous, collaborative learning and performance support program. Sales (enablement) leaders should foster a culture of learning, which is different than a culture of training. “Knowledge which is related but not identical to information, is exploding at the same rate as information. Doubling every two years.  Even though our knowledge is expanding exponentially, our questions are expanding exponentially fast.  And as mathematicians will tell you, the widening gap between two exponential curves is itself an exponential curve. That gap between questions and...

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