Resources

Social selling - a trendy, yet ill-defined phrase. How many business-to-business salespeople are actually using social media to sell – and how? In this session we introduce a framework for leveraging social media to improve sales productivity, and share examples of sales organizations who have unlocked the power of social...Read more

Smart devices, cloud platforms, and mobile applications promise productivity increases for sales organizations. By 2020, 450 billion business transactions will take place on the Internet daily, and already mobile device sales are out-pacing those of PCs. But some sales organizations may find themselves scrambling to keep pace with these changes,...Read more

The most crucial connection in an organization seeking to grow is between sales and strategy. US companies, for example, spend more than 3x on sales efforts than they spend on all media advertising and 20x more than the total spent on digital marketing. Yet, research indicates that, on average, companies...Read more

Sales organizations thrive in competitive environments, but how should sales leadership respond when competitors take unfair advantage? This webcast reviews several common competitive scenarios faced by sales management, explains their legal context, and suggests proactive management approaches for avoiding outcomes disadvantageous to your firm. Presented by Elarbee Thompson attorneys Richard...Read more

Automating sales process holds great promise for improving sales force productivity. In this webcast we review findings from our recent research initiative on sales process automation, focused on how, why, and to what extent sales organizations are automating core sales processes. Research focus areas include: Which core processes are most...Read more

Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Join us for this first look at research results and expert commentary from SAP Global Vice President Shawn Robertson. Research topics include: Current approaches in...Read more

Nearly every sales force maintains a sales pipeline - an inventory of opportunities in various stages of realization. Most firms use their pipeline for forecasting, or for other less-impactful purposes. A few sales organizations; however, manage sales pipelines with strategic intent. Recent research conducted by the Sales Management Association and...Read more