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Webcast

Getting More from Marketing: Strategies for Sales Leadership

27 March 2014

Aligning the sales and marketing function is a long-standing challenge. But it’s taken on greater urgency of late, as disruptive technology has changed what buyers expect from salespeople. In response, firms are re-thinking how best to sell and market, even restructuring responsibilities between sales and marketing departments, and implementing...Read more

Webcast

Refocusing Sales Management’s Coaching Impact

14 March 2014

Lots of companies consider sales coaching a priority – but few invest in it. Most sales managers consider themselves coaches – but few find time to truly coach salespeople. Why do these disparities persist, and what are their root causes? This webcast examines the real reasons managers don’t coach....Read more

Webcast

Course Correcting the Sales Plan

14 March 2014

You started the year with a bulletproof sales plan – one that aligned resources with opportunity, calibrated achievable performance targets, and offered clear direction to the sales force. But as Q1 closes, troubling issues are emerging – issues that may disrupt sales productivity and threaten results. These can include...Read more

Blog Post

Sing a Song at Your Next Sales Call

13 March 2014

Close your eyes and think about one of the following songs: Michael Jacksonâ€™s ABC, Queenâ€™s Bohemian Rhapsody, or Neal Diamondâ€™s Sweet Caroline. Can you hear the beat in your head? Do you remember the chorus? How about the lyrics? Does it evoke a certain emotion? Music is amazing in the...Read more

Webcast

The Next Level of Transparency: Improving Sales Leadership’s Performance Insights

6 March 2014

There is no status quo in sales, only constant evolution. Too often, the speed of change facing sales leaders forces them to make decisions without data - or worse, with data that isn't trusted. What's needed are data gathering and reporting platforms that keep pace with business changes, and...Read more

Blog Post

Sales Dashboards – New Research and Free Toolkit

2 March 2014

What makes a great sales dashboard? It’s more than just clever visual design or the latest technology. In fact, sales reporting standards are evolving quickly with innovations in data accessibility, technology, and analytics. We’re hoping to capture a few new insights into business-to-business sales organizations’ reporting practices through our latest...Read more

Webcast

Fire Your Coaching Model

21 February 2014

Many firms consider sales coaching important, but remain unsatisfied with their coaching model. In fact, basic approaches to sales coaching have often been in place for decades, despite their lackluster impact. Management training reinforces poor-performing coaching approaches, guaranteeing the same poor outcomes. Breaking this cycle of failure must start with...Read more

Webcast

Lead to Money: Aligning Finance with Sales and Marketing Processes

14 February 2014

We all agree that sales and marketing alignment is critical. Companies that have the two teams working together reap the rewards. But the "lead-to-money" process isn't fully optimized without integrating Finance’s involvement. This webcast outlines how an optimized lead-to-money processes combines the coordinated involvement of the Sales, Sales Operations, Marketing,...Read more

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Getting More from Marketing: Strategies for Sales Leadership

Refocusing Sales Management’s Coaching Impact

Course Correcting the Sales Plan

Sing a Song at Your Next Sales Call

The Next Level of Transparency: Improving Sales Leadership’s Performance Insights

Sales Dashboards – New Research and Free Toolkit

Fire Your Coaching Model

Lead to Money: Aligning Finance with Sales and Marketing Processes

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