How Marketers Can Help Reps Use Sales Content Effectively
13 October 2020
Research Brief
Dynamic Sales Forecasting Method For Increased Accuracy 
8 October 2020
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Forecasting is a necessary and efficient tool that can give a company plenty of competitive advantage. Traditional methods of sales forecasting focused primarily on roll up of committed sales deals display intrinsic weakness due to their monotony of strategy across agreed sales period. This tends to produce inaccuracy in sales...Read more
Webcast
Sales Kick-Off Best Practices for Remote Organizations
7 October 2020
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Annual kick-off meetings are a mainstay for sales organizations. They set the tone for the coming year, help boost morale, build team trust and rapport, and ensure that the entire organization understands the priorities and roadmap for the year ahead. With the threat of COVID-19 still looming, most organizations will...Read more
Leading “4D” Selling Networks
7 October 2020
How To Build A Winning Sales Management Process
7 October 2020
Webcast
Research First Look: Adapting Sales Learning Investments Post COVID-19
29 September 2020
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The COVID-19 pandemic forced most sales organizations to stand up alternatives to classroom training and in person events. In so doing, many are rethinking their overall training strategy, accelerating changes that had been underway since the emergence of virtual, on-demand, and web-enabled training tools over the past decade. In this...Read more
Research Brief
Implementing Account-Based Selling (ABS) Strategy
17 September 2020
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Critical challenges that confront B2B companies in their efforts to obtain and retain large enterprise accounts and increase their profitability can be addressed by properly defined Account-Based Selling (ABS) strategies. However, inherent difficulties exist in implementing this model. Systemic changes brought by ABS, as well as the increasingly analytical nature...Read more
Full Research Report
Research Report: Companies with Happy Sales Teams Experience Better Business Outcomes
14 September 2020
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"Happy" sales culture is an uncommon goal for most sales organizations, who are more apt to focus on short term performance objectives. But this Harvard Business Review Analytic Services report suggests sales happiness is a leading indicator of sales team performance. According to this research, the differentiating characteristics of happy...Read more
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