The New Year is an excellent time to reexamine the sales enablement initiatives. This webcast reviews how to craft a coherent sales enablement strategy around practical objectives for 2017, focusing on foundational ideas relevant to firms just starting their enablement journey, as well as best practice approaches for...
This research investigates how salespeople prefer to learn, and the effectiveness of various learning delivery approaches. It examines training modalities such as in-the-field coaching, online courses, and classroom instruction, as well as more specific communication media...
What if not just “what” you sell, but “how” you sell is your most compelling competitive advantage? To answer that question (and many more…) an increasing number of companies are investing in sales enablement talent and technology as a means to increase team productivity...
Sales enablement leaders map content investments to crucial buyer/seller interactions. A comprehensive “content map” helps promote cross-organizational endorsement and aligned objectives. This webcast reviews best practices for taking stock of available content, prioritizing needs, and...
WebcastResearch Update: Enabling Indirect Sales Channels
February 23, 2017
Join us on this webcast for a first look at recent research on sales channel enablement. The research examines support tactics for indirect sales channels – salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect it with investments in content, technology, and training.
Specific questions addressed include:
- What influences indirect sales channels’ effectiveness in delivering a selling firms’ value proposition?
- What indirect channel support investments are most impactful for selling firms?
- What indirect channel management practices drive significant value for selling firms?
- How can selling firms gain higher indirect channel mindshare for their offerings?
WebcastSales Performance Management Series Webcast 5: Aligning HR and Sales with Effective Sales Targets
January 23, 2017
Our five-part sales performance management series continues with a session on targets and incentives. Setting sales targets and performance incentives are complex sales management challenges. Leadership must balance the need to incentivize while minimizing over-payment risk. This webcast offers frameworks and best practices for establishing effective sales objectives and incentives.
WebcastThe Future of Pipeline Generation
January 13, 2017
With a strong enough pipeline, sales teams can consistently hit their numbers. Where should sales leaders invest to ensure a healthy and sustainable pipeline? In this webcast, we help make sense of the dizzying array of pipeline investment alternatives, such as sales development roles, sales communication platforms, and account-based marketing initiatives, while exploring best practices for consistent pipeline generation.
WebcastCase Study: Simplifying Sales Process with Workflows at Siemens
December 19, 2016
Using workflow automation to simplify selling effort and increase efficiency, Siemens realized improvements in customer satisfaction and well as productivity. Join us as Siemens shares there experience with sales workflows and details best practices for automating sales process.
WebcastImproving Sales Growth With Cross-Selling and Up-Selling
December 15, 2016
Improving cross-selling and up-selling existing customers can dramatically impact overall sales growth, and represents highly actionable and profitable opportunity for most sales forces. This webcast explores how aligning sales efforts with customer success can improve cross-selling and up-selling success while also keeping your customers happy.
WebcastSales Performance Management Series Webcast 4: Motivating the Right Behavior with Incentive Compensation
December 15, 2016
Every sales manager needs to strike the right balance between recognizing top performers and incentivizing strong sales growth—all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, there is no single “right answer” for how to set up an incentive program. This webinar will discuss some key tactics to setting the right plans to make a greater impact on the bottom line.
WebcastPNC Bank Case Study: How a Single Dashboard Transformed Sales Management
December 14, 2016
PNC Bank's Lending Business Intelligence team radically reconfigured the management reports it provided sales leadership, streamlining insights into a single, powerful dashboard. In this webcast, they'll review three techniques critical to their efforts, and will demonstrate the Tableau reporting tools used to transform their reporting environment.
WebcastHarnessing Sales Data to Drive Revenue
December 09, 2016
Learn how Tableau uses data to create a culture of accountability and foster a data-driven sales organization that routinely hits targets. Watch sales representatives explain what data drives their behaviors and even see the dashboards that they use most. Learn how to leverage data visualization within your sales organization to increase sales, forecast accurately, manage time, and improve performance.
WebcastSales Performance Management Series Webcast 3: Creating a Comprehensive Approach to Sales Forecasting
December 07, 2016
Our five-part sales performance management series continues with a webcast on sales forecasting. Sales forecasting is an essential sales planning activity, but is too often characterized by guesswork, gamesmanship, and missed targets. This webinar focuses on ways sales leaders can drive transparency and accuracy in the context of a comprehensive approach to sales forecasting.
WebcastEnabling Advanced Pricing Analytics at United Rentals
December 06, 2016
United Rentals has 5000+ contractual agreements with its largest and most valuable customers. These agreements are primarily maintained by the sales team of 2000+ sales professionals who utilize Salesforce.com as the primary CRM platform. In addition to Salesforce.com the sales team is also heavily dependent on internal data that is used to analyze and construct contractual agreements with its customers. The process of adequately analyzing agreements, tracking approval flow and finalizing agreements within the ERP system was lacking and inefficient at best. The difficulties in the legacy process led to reduced productivity, less than adequate analysis, and in some cases loss of revenue and ultimately profitably.