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

Webcast

Webcast • Selling Effectiveness, Sales Performance Management

Embedding Salesforce Data for Sales Success

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

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Webcast

Webcast • Selling Effectiveness

Research 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

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research

Research • Channel Management, Selling Effectiveness, Sales Performance Management

Research Brief: Sales Performance Data’s Impact on Manager Decision Quality

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

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Webcast

Webcast • Strategy & Planning, Selling Effectiveness

Web Panel: Top Sales Trends for 2016

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.

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Webcast

Webcast • Sales Technology, Selling Effectiveness

How Concur Created a Data-Driven Sales Culture

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 utilize t

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Webcast

Webcast • Selling Effectiveness

Content 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

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Webcast

Webcast • Selling Effectiveness

Building a Better Sales and Marketing Team

November 05, 2015

Sales teams are learning to shape the sales process to follow the “buyer’s journey.” Along the way, many organizations realize their sales and marketing efforts are poorly aligned not only to buyers’ expectations, but poorly aligned with one another. Exposing these gaps

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Webcast

Webcast • Selling Effectiveness

Making More Than the Number: a Navigational Approach to Sales Forecasting

October 29, 2015

Sales forecasting should establish more than “the number” that represents the sales force’s commitment.It should also deliver an inventory of known risks, contingent plans for course correction, a prioritized set of tactical objectives, and a road map of potential management

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Webcast

Webcast • Coaching, Selling Effectiveness

Research Update: Supporting Sales Coaching

October 28, 2015

  Coaching is time and resource intensive. Done right it can create a big impact. However, without the right organizational support,coaching’s impact can be easily undermined by competing priorities,inconsistent practice, and ineffective delivery. This webinar takes a first look at

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Webcast

Webcast • Selling Effectiveness, Sales Training, Sales Performance Management

Learn-ablement, a New Approach to Sales Training

October 27, 2015

  In this webcast, SPI’s Directorsof Learning and Enablement will present a new approach for effective sales training that merges these previously disparate management practices into one unified – and more effective – way to train and enable sales professionals. Along w

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