Webcast

Webcast

Reducing Stalled Opportunities in the Sales Pipeline

January 16, 2018

 

Sales opportunities stalled due to “no decision” wreak havoc on growth-focused sales forces. Over time, these stalled opportunities pile up, obscuring more actionable opportunities. Eventually, management finds these "sclerotic" pipelines of little use at all.

 

Now new research indicates why so many opportunities fall victim to “no decision,” and how sales organizations can dramatically diminish pipeline clogs. Drawing on recently completed research, Corporate Visions Tim Riesterer details root causes of buyer indecision, and proven approaches for crafting persuasive sales messages that compel action.

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Webcast

Webcast

Empowering the Sales Organization with Analytics - Last In a Three Part Sales Planning Series

December 13, 2017

 

Sales leaders often have more data than they know what to do with. This webcast helps sales leaders sort out the metrics that matter most to driving sales force performance. The last in our three part sales planning series, this session features approaches to coordinating key performance metrics across functions and sales teams to inform and empower sales productivity.

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Webcast

Webcast

Building a Sales Enablement Charter for 2018: Lessons from HubSpot

December 11, 2017

 

Running headlong into the world of sales enablement? You’re not alone. According to new research from CSO Insights, 59% of organizations surveyed now have a dedicated sales enablement function, a YOY increase of more than 26%. Another 8.5% cited plans to add this function in the next 12 months.

 

In this busy planning season, there’s perhaps no better sustenance than hearing from a practitioner who has “been there, done that,” and has the results to show for it. If you’re striving to define and implement a sales enablement strategy that’s scalable, measurable, and aligned to your organization’s most important business goals, this session is for you.

 

In our live interactive webcast, Ben Cotton, Senior Enablement Manager with HubSpot, shares:

  • The key components of a successful sales enablement program
  • The business mandate for sales enablement to share common goals, as well as revenue responsibility
  • HubSpots’s own model for sales enablement success in a high-growth company
  • A step-by-step approach for building a 2018 sales enablement program plan

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Webcast

Webcast

Implementing Incentive Compensation Changes - Part Two of a Three Part Sales Planning Series

December 01, 2017

 

Though not all firms radically redesign incentive compensation plans each year, many make changes intended to drive significant behavior changes and shifts in sales force focus. This session, the second in a three part series on sales planning, details how to ensure incentive compensation plan changes align with business goals, incentivize the right behavior, and are implemented effectively.

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Webcast

Webcast

Sales Forecasting Fundamentals - Part One of a Three Part Sales Planning Series

November 20, 2017

 

Many sales effectiveness leaders prepare new sales plans for the coming year. This webcast reviews the essential elements of sales forecasting, and is the first of a three part series on sales planning best practices. Topics addressed include establishing consistent practices that ensure year-round forecasting and pipeline management effectiveness.

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Webcast

Webcast

Four Ways to Improve Sales Force Selling Time

November 06, 2017

 

Burdening the sales force with administrative responsibilities comes at a high cost. Displacing time that could be spent selling, low-value administrative tasks distract salespeople from more productive activity, and result in missed opportunity. This webcast presents practical approaches for minimizing the sales organization’s administrative activities, and getting back to the work that drives revenue. Topics include:

  • Evaluating and improving sales process
  • Replacing paper intensive process with digital process
  • Speeding up closing with automated proposal, contracts, approvals, and signatures
  • Establishing a culture of automation

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Webcast

Webcast

How Will AI Change the Sales Force?

October 30, 2017

 

The buzz surrounding artificial intelligence (AI) and its potential impact on sales organizations includes predictions of massive job losses and obsolescence for traditional sales roles. Are these claims over-hyping AI’s potential, or do they reflect the inevitable consequence of continued technological progress? How should sales leadership anticipate a future that includes AI? Join us for a web panel featuring sales technology experts who discuss how AI will (or won’t) change the sales force.

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Webcast

Webcast

Why Your Sales Onboarding Process Is Broken & How to Fix It

October 25, 2017

 

Many of us are familiar with the “10,000 Hours” rule popularized by Malcolm Gladwell in his book, Outliers. The theory goes that for anyone to reach the “tipping point” of greatness, they must study or practice a specific skill for 10,000 hours. In the years since, the theory has been largely debunked, replaced in many circles and supported with research, by the idea that greatness is not based on quantity, but rather on the quality of “deliberate practice,” or the process of mastering a skill by focusing very deliberately on the sub-skills that comprise it.

 

The first, and perhaps most important learning activity for your sales team is their initial onboarding period, yet most companies fail to focus on the importance of what happens after boot camp, or how to activate learning in the field. Becoming a high-performing sales rep requires each individual to master any number of sub-skills – ranging from prospecting and discovery, to active listening, to negotiation and closing – all of which can benefit from deliberate practice.

 

In this webinar, our speakers discuss how to apply the theory of deliberate practice to the development of your sales reps, particularly during their critical onboarding period, including:

  • Understanding the knowledge and skills of your top performers, and establishing specific competencies or sub-skills that must be mastered for success
  • Mapping your onboarding program to your sales process, as well as your customer’s path to purchase, with specific behavioral criteria for each
  • The role of sales managers in creating a continuous feedback loop of coaching and proactive intervention
  • The benefit of mobile applications to reinforce and incentivize continuous, deliberate practice, long after boot camp is complete

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Webcast

Webcast

Sales Operations’ Impact on Sales Talent Management

October 06, 2017

 

Smart sales organizations capitalize on every available opportunities to improve sales talent management. One often under recognized contributor is sales operations. Sales ops departments contribute mightily to salesperson effectiveness, job satisfaction, and sense of engagement. This webcast explores approaches for maximizing salesperson success and satisfaction through sales operations' contributions.

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Webcast

Webcast

Supercharge Sales Performance with Data

September 29, 2017

We want actionable information, not data challenges. In the age of big data how can sales leaders avoid being caught up in information overload? Having access to so much information can sometimes feel as if we’re swimming in it. As a sales leader, you want to make the most educated decisions that will bring in revenue for your organization and drive performance amongst your teams. In this webinar, Supercharge Sales Performance with Data, we highlight:

  • Five metrics all sales management professionals should be measuring and analyzing
  • How predictive analytics can help you unearth trends in your organization
  • Why data-driven sales leaders build results driven teams

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