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Webcast

Three Best Practices for Modernizing Lead-to-Money Processes

22 August 2014

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

Blog Post

Is Sales Enablement Making Salespeople Stupid?

21 August 2014

Sales Enablement software has a solid foothold in many sales organizations. Better than the knowledge management platforms it replaces, Sales Enablement solves a common sales force “distribution” problem; that is, the problem of distributing marketing content to, and through, the sales force. Sales Enablement’s oft-stated purpose is to provide the...Read more

Webcast

Aligning Strategy and Sales

20 August 2014

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

Webcast

Managing Unfair Competition: Sales Organizations and the Law

18 August 2014

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

Blog Post

Don’t Forget About Quotas!

15 August 2014

By the end of the fiscal year, most sales compensation leaders are feeling good about where they are in the next year's sales incentive plan design process (we hope). The management team is finalizing the design, developing the rollout plan and expressing confidence that the plan is aligned with the...Read more

Webcast

Research Update: Automating Sales Processes

7 August 2014

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

Blog Post

Why CRM Will Never Be a Strategic Advantage

4 August 2014

CRM and Sales Force Automation have been with us for several decades now, and most companies have gone through many iterations of the constantly improving technology. From basic contact management to advanced data analytics, Rolodexes and spreadsheets have been replaced by sophisticated technology platforms that are increasingly easy to deploy...Read more

Blog Post

When Good Salespeople Go Bad

25 July 2014

Why do Slumps happen, and how to can we coach reps through them Salespeople have at least one thing in common with pro baseball players: Slumps. All major leaguers ? even all-stars ? go through extended periods where they can’t get a hit. Pressure builds. Confidence erodes. After a while...Read more

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Three Best Practices for Modernizing Lead-to-Money Processes

Is Sales Enablement Making Salespeople Stupid?

Aligning Strategy and Sales

Managing Unfair Competition: Sales Organizations and the Law

Don’t Forget About Quotas!

Research Update: Automating Sales Processes

Why CRM Will Never Be a Strategic Advantage

When Good Salespeople Go Bad

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