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Kent Potts

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Business 2 Community: #1 Trend of 2015 - Mobile Sales Enablement

Posted by Kent Potts on Feb 12, 2015 3:30:00 PM

The New Year has arrived and it’s time to round up the hottest trends in sales and marketing for 2015. This year, sales reps and marketers will gain the benefits of establishing deeper connections with customers through the following 4 trends:

  1. Mobile Sales Enablement is going to change the way organizations do business

Sales Call remains to be the most traditional way of engaging with customers; this is why Mobile Sales Enablement adoption is growing at a rapid rate. Purchases made by tablets rose 48% year over year in the second quarter to $8 billion, which is three times faster than purchases made at a desktop computer, according to Business Insider. 2015 will see this number continue to rise as sales reps realize that Mobile Sales Enablement provides the best way to present solutions to customers. To stay on top of this trend, sales execs will have to adopt tablets if they want to increase sales team performance.

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Topics: mobile sales enablement, closed loop marketing

Business 2 Community: Ensure Sales Reps Become Successful Out in the Field

Posted by Kent Potts on Feb 9, 2015 3:27:00 PM

Recent IDC research found that companies spend $5 billion annually to drive best practices into the organization through sales training. The disappointing result of that weighty investment is that more than 80 percent of the salesforce failed to retain what it learned after 30 days." 

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Topics: sales process

SKURA is listed on the Oracle Cloud Marketplace

Posted by Kent Potts on Aug 8, 2014 10:29:00 AM

We are thrilled to be part of the Oracle Cloud Marketplace. If you are looking to improve your customer interactions by taking your sales team mobile? We are the #1 solution that will improve your business results.

View our listing here:

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Why Reps Can’t Sell. It’s the (Selling) System, Stupid!

Posted by Kent Potts on Apr 22, 2014 9:55:00 AM

Article by  on April 17, 2014 Editor's Pick 2 Comments

Two words for sales reps trying to get time with Pete Sattler, CIO of International Flavors & Fragrances: Lotsa Luck. You’ll need it, because you won’t get past his defenses aimed at avoiding time-wasting reps that pitch “feature bingo.”

During his two decades of experience with sales reps, he’s also seen all the tricks designed to get past gatekeepers. So don’t bother calling after 5 p.m., sending him half a gift (the other half to be delivered when he meets with you), or anything else.

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Topics: sales content management, sales enablement, marketing automation, sales empowerment

Beyond Customer Feedback: How to Know What Your Customers Really Want (and Give it to Them!)

Posted by Kent Potts on Apr 17, 2014 5:30:00 PM

April 17, 2014 -- By 

The following is a guest contributed post from Loren Padelford, Skura‘s Executive Vice President of Sales.

Today, the B2B buying process begins when prospects access a company’s website, mobile app, blog, whitepaper, or attends a hosted webinar. Technology adoption among consumers has picked up pace and because of this, marketers have had to adjust their lead generation and engagement tactics to target the buyer earlier on in the sales process.

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Topics: customer engagement, Adaptive Sales Enablement, enable sales and marketing

Content Is The Currency Of The Social Selling Professional

Posted by Kent Potts on Apr 17, 2014 12:07:00 PM

TUESDAY, 08 APRIL 2014 10:42

Social selling is the new way to work for many sales people. As they tap into social networks to interact with potential and current clients and extend their personal brand, B2B marketers are beginning to navigate this new selling approach and determine the best strategy to support the efforts.

“It is really an opportunity for marketing to empower and enable the sales force to leverage content as their currency,” said Jill Rowley. Rowley recently started her own social selling consultancy, #SocialSelling, after heading up Oracle’s social selling initiative. “What social selling is doing is creating an army of mini marketers where everyone in the company is sharing and creating content.”

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Topics: sales enablement platform, engaging customers, engagement with prospects

Beyond Customer Feedback: The Keys to Knowing What Your Customer Really Wants

Posted by Kent Potts on Apr 16, 2014 5:50:00 PM



Today’s enterprise sales and marketing teams face some very unique challenges. The advancement of technology, the expectation of marketing materials to be readily available online and the expanding social ecosystem that provides insight and clues into prospective customers make the role of these departments more multi-faceted than ever before. The importance of cohesion amongst these teams cannot and should not be underestimated when developing lead generation strategies and there are a few key steps your company must take to truly know — and appropriately respond to — the customers’ needs. 

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Topics: customer engagement, Adaptive Sales Enablement, channel sales enablement, content marketing

Skura Upgrades Sales Enablement Platform For Greater Visibility

Posted by Kent Potts on Apr 14, 2014 4:56:00 PM

Sales enablement provider Skura Corp. enhanced its Skura SFX technology platform to provide greater levels of insight, visibility and auditability throughout the entire sales process.

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Topics: sales enablement platform, customer engagement, Adaptive Sales Enablement

Sales Enablement at GlaxoSmithKline

Posted by Kent Potts on Mar 31, 2014 11:14:00 AM







SKURA is a proud sponsor of Demand Metric's premiere Sales Enablement Virtual Summit on April 3rd, 2014.

On Wednesday April 3rd at 11:30am PDT | 2:30pm EDT , there is a special 30 minute presentation hosted by Jerry Rackley, Chief Analyst at Demand Metric and David Ross, Global Head of Sales Force Effectiveness at GlaxoSmithKline (GSK). Learn how David Ross has enabled his sales team at GlaxoSmithKline.

The event is FREE and registration now open. Click here to register.


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Topics: Adaptive Sales Enablement

Skura Introduces Adaptive Sales Enablement Innovation to its Industry-Leading SFX™ Platform

Posted by Kent Potts on Feb 20, 2014 2:50:00 PM

Brings Unprecedented Visibility and Insight Throughout the Sales Process Enabling “the Sales Rep of the Future”

TORONTO, ONTARIO - Feb 12, 2014 - Skura Corporation, the first end-to-end sales enablement provider, today announced it has significantly enhanced its Skura SFX™ technology platform to support the next-generation of sales enablement: adaptive sales enablement.  Adaptive sales enablement provides new levels of insight, visibility and auditability throughout the entire sales process.

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Topics: sales enablement, Adaptive Sales Enablement

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Tips and advice on improving sales performance and delivering an excellent customer experience. Keeping you informed, educated and in-the-know about Sales Enablement and SKURA.


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