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Incentivize sales to update the CRM by showing them the ROI with Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion

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Show Notes:

00:40 – 3:30 – Chris’ story at Transunion

03:55 – 05:45 – How the sales team space has evolved in the past 10 years

06:27 – 11:22 – How to build relationships between operations, enablement, and sales teams

11:38 – 12:50 – Breaking down silos between go-to-market teams

13:13 – 16:10 – How to turn data into insights that empower sales teams

16:25 – 18:41 – The process for identifying what data you need, and how to use the insights from it

19:17 – 22:51 – How to simplify your CRM so sellers want to use it 

23:32 – 26:11- How to build a CRM sales reps want to use

26:55 – 30:02 – How Transunion are training and retaining sales reps

30:10 – 33:34 – Why digital selling is both an opportunity and a challenge

33:50 – 35:10 – Why digital selling and in-person selling will continue to live side-by-side

35:30 – 38:38 – Chris’ book recommendations – Cal Newport’s Be so good they can’t ignore you and Jonah Berger’s Invisible Influence

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