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Blog Post

Adoption and Integration of New Technology: The Key to Timely Agreement Administration

30 October 2018

The Sales Management Association’s latest research on studying agreement practices found that most firms take longer than expected to prepare and execute agreements. These delays are perceived as more acute from the sales organization’s point of view than from customers’ — understandable given that sellers are often more anxious to...Read more

17 Traits of Great Sales Managers

29 October 2018

Webcast

Maximize Revenue with AI-Powered Selling

26 October 2018

Empowering sales reps with the tools they need to be more effective, efficient, and intelligent is paramount in creating a better customer experience. Join us to learn how companies are leveraging the simplicity, performance and embedded intelligence of SAP CPQ to increase revenue by offering the right product at the...Read more

Blog Post

Sales Enablement Function: A Necessity for Effective Training and Development

23 October 2018

The Sales Management Association recently concluded a detailed study of the state of training and development within sales organizations of 111 companies, covering over 80,000 salespeople and 15,000 sales managers. The study revealed some concerning details about the woeful state of training and development and shed some light on how...Read more

Webcast

Managing Sales in “Virtual” Environments: How Well Are Your Salespeople Getting Their Story Across?

23 October 2018

According to a recent industry survey, 62% of sales people now conduct at least half of their meetings over the phone or online. It's clear that virtual sales calls are fast becoming the norm, but how can sales teams ensure their virtual selling efforts are as productive as in-person meetings?...Read more

New Research for Creating a Sales Coaching Culture

17 October 2018

Conference Archives

KEYNOTE: How to Sell New-to-the-World Products

16 October 2018

Product or service innovation underlies many companies’ growth efforts. They invest mightily in R&D, or recruit new talent capable of generating the next big idea. These investments sour if new offerings aren’t effectively presented to buyers, and this last step in the process of commercializing innovation proves the trickiest for...Read more

Conference Archives

KEYNOTE – Managing Salespeople: Separating Madness, Myth, and Methodology

16 October 2018

For many managers, aligning the sales force around a consistently practiced sales methodology is a top priority, and a notoriously difficult implementation challenge. Surprising new research suggests that it may also be a fool’s errand. Modern sales forces require more agile salespeople, adaptable to varied buying preferences and fast-changing customers....Read more

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