Displaying articles, webcast archives, and management tools for the category "Selling Effectiveness". Click here to see upcoming events for this category.

research

Research • Selling Effectiveness

Research Brief: Assessment of Sales Opportunities

April 05, 2016

  Accurately assessing opportunity is an essential competency for sales organizations. It underpins critical resource allocation decisions, such as how and where to deploy salespeople, and it determines how essential work is prioritized within the sales force. Opportunity assessment invo

Register to Read More of this article

Webcast

Webcast • Sales Operations, Selling Effectiveness

Solving Sales Operations Biggest Challenges in 2016

March 24, 2016

  Sales operations leaders play a crucial role in translating firm objectives into actionable sales force plans and programs and ultimately achieving sales growth. In fact, recent research from the SMA  shows that sales operations’ responsibilities are expanding, and that sale

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness

Managing the Sales Organization through Mergers and Acquisitions

March 10, 2016

M&A activity is running at all-time highs, surpassing 4.5 trillion dollars in 2015. Cheap financing and the need to grow quickly helped drive this trend. Yet more than half of these transactions fail to deliver on promised returns. Optimizing the combined sales organizations resulting from

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness

Research Update: Assessment of Sales Opportunities

March 01, 2016

  Join us for our latest research insights on Assessment of Sales Opportunities. This initiative investigates how accurate sales predictions are and what can be done to improve them. To best allocate resources and effort, sales management assesses opportunities in the pipeline. Bias can

Register to Read More of this article

Webcast

Webcast • Strategy & Planning, Selling Effectiveness

Three Milestones for the Learning Sales Organization

February 12, 2016

Building a "learning sales organization" - a sales force that values continuous development, responds quickly to market changes, and adapts to changing priorities - doesn't happen overnight. It requires a careful capability building, and significant culture change for many organi

Register to Read More of this article

Webcast

Webcast • Sales Technology, Selling Effectiveness, Social Media

Research Update: Leading the Social Sales Force

February 11, 2016

Join us for our latest research insights on leading the social sales force. Social media is among the many technologies refashioning business-to-business buying and selling. “Social selling” – the systematic use of social media to enable salespeople – offers promi

Register to Read More of this article

research

Research • Selling Effectiveness

Research Brief: Content Investments and Sales Effectiveness

February 01, 2016

  Sales and marketing organizations make a wide range of investments in content, collateral, presentation aides, and other tools to support effective selling. This research provides a survey of these various investments, quantifies their effectiveness, and identifies management’s b

Register to Read More of this article

Webcast

Webcast • Strategy & Planning, Selling Effectiveness

Research Brief: Path to Profitable Growth

February 01, 2016

  Sales organizations allocate investments across a varied portfolio of growth opportunities. Given finite resources, sales management’s challenge is to calibrate these investments (in personnel, technology, collateral, tools) such that profitable firm sales are optimized. These so

Register to Read More of this article

Webcast

Webcast • Sales Operations, Selling Effectiveness, Analytics

Five Places Sales Operations is Focusing for Productivity

January 28, 2016

  Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this webcast from MHI Research Institute’s To

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness

The Hybrid Sales Channel, Bridging the Gap Between Direct and Indirect Sales

January 22, 2016

  End customers are changing how they buy. As a result, they create a market mandate for vendors to change the way they sell, and to reflect an "outside-in" approach to structuring sales coverage, all the way down to the direct territory and partner sales rep level.  

Register to Read More of this article