Displaying articles, webcast archives, and management tools for the category "Selling Effectiveness". Click here to see upcoming events for this category.
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
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
Webcast • Selling EffectivenessThe 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.
January 19, 2016
Join us for our latest research insights on the path to profitable growth. Sales organizations allocate investments (resources, people, technology, collateral, tools) across a portfolio of growth opportunities. Driving growth from new customers is different than developing revenue from
December 30, 2015
In this session we'll look at how you can use data form Salesforce.com, embedded right into Tableau, to empower your entire sales force with information that can help them be more productive. This session will cover: Use cases in marketing, sales, and customer support f
Webcast • Selling EffectivenessResearch Update: Content Investments and Sales Effectiveness
December 29, 2015
Join us for our latest research insights on content investments and sales effectiveness. 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
December 29, 2015
Performance data are essential to managing sales organizations; without accurate data, management’s decision-making effectiveness is crippled. This research examines when, where, and how managers consume performance data, and quantifies performance information’s impact on m
December 18, 2015
Join us with a panel of experts as we explore 2016 sales predictions: what will happen, who will be affected, and why potential changes may be important.
November 12, 2015
How do you satisfy a data-hungry fast-paced sales force, while maintaining accuracy and confidence? How do you efficiently provide sales leadership with high-level insights while also accommodating requests for customized inquiries, and quick drill-down capabilities? How can you best u
Webcast • Selling EffectivenessContent Automation Trends: Is Your Sales Content Keeping Pace?
November 09, 2015
As buyers demand more and better insights from supplier partners, the importance of content-based sales and marketing approaches has intensified. This webcast reveals emerging practices in sales organizations’ use of content, and trends defining how effective organizations realiz