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Conference Archives

Keynote: Research Insights on B2B Sales Planning Practices Full members only

13 October 2015

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Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Sales managers’ planning efforts must encompass a wide range of disciplines, from forecasting and budgeting to establishing objectives at multiple organizational levels. This presentation details findings from a recently concluded Sales Management Association research...Read more
Webcast

Research Update: Sales Operations Practices Full members only

1 October 2015

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"Sales operations" is the corporate function focused on sales force effectiveness. This webcast offers the first look at our recently-concluded research on sales operations' emerging practices, challenges, and trends. The research reveals core practices among sales operations departments, identifies leadership's most important sales ops priorities for the coming year, and...Read more
Webcast

Implementing Sales Process: Informatica Case Study Full members only

25 September 2015

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Disciplined processes are the hallmark of highly-productive sales organizations. But salespeople don't follow sales process guidelines unless they're effectively implemented and well supported. This webcast details Informatica's experience implementing a new sales methodology and their successful efforts to drive sales process adoption. Presented by Informatica's Julie Rhodes, Director of Sales...Read more
Research

Research Brief: Leading the Social Sales Force Full members only

2 September 2015

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Social media can be used by companies and their sales organizations for an array of purposes, from strategic (building brand image) to tactical (generating leads) to organizational support (identifying job candidates). Whether gathering information on markets and competitors or sharing information on products and promotions, social media expand a company's...Read more
Webcast

Enabling the Complex Sale: JDA Software Case Study Full members only

31 August 2015

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Complex sales take longer, involve more sophisticated solutions, and demand more highly-tuned support resources than typical sales. This complexity can easily overwhelm sales enablement initiatives intended to improve sales rep effectiveness. This webcast describes JDA Software's highly successful approach to taming sales process clutter at JDA Software, the leading supplier...Read more
Webcast

Selling to Customers Who Keep You at Arm’s Length: Relationship Strategies that Work Full members only

28 August 2015

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Building customer relationships is increasingly difficult for salespeople. Face time with buyers is dwindling, while the rise of electronic auctions, RFPs, managed procurement, and third-party buying influences make it tougher than ever to demonstrate value and differentiate offerings. In this panel discussion, we examine strategies for building valuable customer relationships,...Read more
Blog Post

Critical Checkpoints On the Path to Quota

17 August 2015

Your sales team has an end goal in sight quotabut do they know how to get there? It is a long way from prospecting a new account to making a final sale. There are lots of twists, turns and decisions sellers have to make along the way to closing a...Read more

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