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: 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

Webcast

Webcast • Strategy & Planning, Selling Effectiveness

Research Update: Path to Profitable Growth

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

Register to Read More of this article

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

Register to Read More of this article

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

Register to Read More of this article

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

Register to Read More of this article

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.

Register to Read More of this article

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

Register to Read More of this article