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Webcast

Sales Leadership’s Guide to Sales and Marketing Alignment

26 January 2015

There's lots of talk about aligning sales and marketing. But the truth is, sales and marketing may always butt heads. It's the natural consequence of competing agendas in resource-constrained corporate environments. This webcast presents effective strategies for sales leadership in resolving the inevitable with marketing. Topics include: Common points of...Read more

Webcast

Three Steps to Make Sales Manager Training Stick

23 January 2015

Why is it that just weeks after a sales manager training, everything goes back to the way it was, as if the training never took place? When this happens, a company may conclude that sales training is a waste of time and money, but you know that the problem isn't...Read more

Webcast

Organizing The Sales Force to Grow Existing Accounts

16 January 2015

We are well-aware of the need for new business, but how often are sales forces leaving money on the table with existing accounts? In this webcast, we will offer insights for enabling the sales force to identify potential, strengthen relationships, and grow opportunities within established accounts. Specifically, we will address...Read more

Webcast

Linking Sales Training to Business Results: The Three C’s of Success

9 January 2015

For years, the Holy Grail of training has been the ability to go beyond information delivery and simple skills assessment to identify a direct, positive impact on business results. Sales managers in particular are frequent victims, frustrated by their inability to associate training investments to sales performance and new revenue...Read more

Blog Post

A Guaranteed Way to Doom Your Sales Manager Training

8 January 2015

Does sales manager training fail to deliver expected results at your organization? Perhaps change happens for a brief period of time, but before long, things go back to the way they were before the training. If this sounds like your organization, you are not alone. In fact, disappointing sales manager...Read more

Blog Post

Measuring Doesn’t Always Equal Managing

22 December 2014

As a sales manager, you are responsible for a lot of metricsâ€”really important metrics, in fact, including revenue growth, customer retention, product mix, and dozens of other performance metrics. But these metrics are more than numbers to you and your sales force because they define your forceâ€™s performance. Whether you...Read more

Webcast

Process vs. Technology – The Battle for Sales Productivity in 2015

18 December 2014

Less than a third of companies didn't see ROI from their sales technology investments in 2014, according to a research study conducted with the Sales Management Association. Meanwhile, 54 percent of high-performing sales teams have a clear, well-defined process. These two statistics illustrate what could be the most important question...Read more

Webcast

Improving Your Sales Team’s Closing Skills and Win Rates

15 December 2014

Top-performing sales organizations understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed. Winning or losing the sale often is a direct reflection of how much insight and help sellers add to buyers’ decision-making...Read more

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