Brainshark Premier - Sales Enablement Solution – New Version

Company: Brainshark, Waltham, MA
Entry Submitted By: Three Rings
Company Description: Brainshark's sales readiness software equips businesses with the training, coaching and content creation tools they need to prepare salespeople when, where and how they work. Thousands of companies, including more than half of the Fortune 100, rely on Brainshark to improve sales effectiveness and productivity, and close more deals faster.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Sales Enablement Solution – New Version

Nomination Title: Brainshark Premier

Which will you submit for your nomination in this category, a video of up to five (5) minutes in length, explaining the features, functions, benefits, and results to date of the nominated new or new-version product or service, OR a written essay of up to 650 words describing the same? (Choose one): An essay/case study of up to 650 words

Sales representatives have a dizzying amount of information to stay abreast of– as their companies introduce new products, market to new roles, undergo mergers/acquisitions, face shifting regulations, etc. Despite the information overload, reps must be primed to provide deep, accurate, on-message and prospect-specific information to move deals forward.

Data indicates they’re not performing effectively– with executive buyers saying 81% of sales meetings they take are a waste of time (Forrester Research).

ENTER: BRAINSHARK

With its Brainshark Premier software (updated in 2019), Brainshark helps thousands of companies buck this trend– preparing reps with the knowledge/skills to maximize every buyer interaction. Brainshark Premier equips businesses with thecontent,training,coachingandanalyticsthey need, to prepare salespeople when, where and how they work.

Content– Brainshark makes it easy to turn static documents (e.g., PowerPoints, PDFs) and screen recordings into sales learning videos and rich-media learning content, typically accessed through a URL. Users can add interactivity, update content dynamically and share it– for access also via the Brainshark content portal, mobile app or systems reps use daily (CRM, email).

Training– Sales organizations deliver that content as formal and informal training through Brainshark’s on-demand learning environment– assigning courses/resources, and tracking progress/completion/certifications/etc. It’s also easy to make “bite-sized,” just-in-time learning videos.

Coaching– Brainshark helps organizations improve readiness through on-demand practice, reinforcement and assessments. Coaches/managers issue assignments (“How would you describe Product X to this persona?”), and reps submit a video or written response through Brainshark’s system for feedback.

Analytics– Brainshark provides a 360-degree view of content/training/coaching activities, with analytics/features that monitor progress and validate mastery.

BRAINSHARK PREMIER ADDITIONS(since July 2018)

Many recent additions enhance the coaching portion (see above) of Brainshark Premier. New offerings/capabilities include:

Machine Analysis– Many companies struggle with scaling their coaching initiatives and providing consistent, objective and timely feedback. Studying how to apply artificial intelligence (AI) to address this, Brainshark introduced a first-of-its-kind, AI-powered engine that streamlines/improves sales coaching– providing impartial feedback on intangible qualities that often influence buyers’ perceptions. Machine Analysis processes/analyzes videos that reps submit through Brainshark’s sales coaching/practice system (pitching a product, responding to common objections, etc.)– generating automated insights on reps’:

-Ability to stay on-message(did they include key phrases/their variants?)
-Emotions/personality traits exuded(e.g., 95% happiness, 2% sadness, 3% contempt within a submission)
-Use of filler words
-Rate of speech
-And more(including grade level at which reps speak)

Machine Analysis generates a score for each submission – allowing managers to quickly identify which reps need the most help and prioritize coaching. Since its June 2018 launch, Machine Analysis has won six awards.Per Jim Dickie, co-founder of sales research firm CSO Insights: “Technologies like Machine Analysis make sales professionals and managers even better in their roles– enabling managers to mentor in a more individualized way than ever.”Lisa Mauri Thomas, national sales trainer at Tactile Medical, similarly noted: “I have not found anything other than Brainshark that does this so well.”

Sales Coaching Practice Field– When reps upload videos of themselves in response to manager assignments, they now can practice/master their messages in a “safe” environment. Video “takes” are automatically saved, and reps choose their best work to submit for manager, peer and Machine Analysis review.

Text-Based Coaching Activities– In October 2019, Brainshark updated its sales coaching solution (previously only video-based) to enable reps to demonstrate, receive feedback on and sharpen theirwrittencommunication skills (another important part of buyer communications!).

Team Dashboards– Sales managers/leaders get a single view showing whether their reps are ready for buyer engagements, with data at per-rep and per-team levels.

Training Progress Tracker– Reps monitor their learning paths– tracking activities/due dates/next steps from an action-oriented display.