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

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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Webcast

Webcast • Sales Technology, Selling Effectiveness

Implementing Sales Process: Informatica Case Study

September 25, 2015

  Disciplined processes are the hallmark of highly-productive sales organizations. But salespeople don't follow sales process guidelines unless they're effectively implemented and well supported. This webcast details Informatica's experience implementing a new sales methodolo

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Webcast

Webcast • Sales Process Management, Selling Effectiveness

Enabling the Complex Sale: JDA Software Case Study

August 31, 2015

  Complex sales take longer, involve more sophisticated solutions, and demand more highly-tuned support resources than typical sales. This complexity can easily overwhelm sales enablement initiatives intended to improve sales rep effectiveness.   This webcast describes JDA S

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Webcast

Webcast • Strategy & Planning, Selling Effectiveness

Selling to Customers Who Keep You at Arm’s Length: Relationship Strategies that Work

August 28, 2015

  Building customer relationships is increasingly difficult for salespeople. Face time with buyers is dwindling, while the rise of electronic auctions, RFPs, managed procurement, and third-party buying influences make it tougher than ever to demonstrate value and differentiate offerings.

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Webcast

Webcast • Sales Process Management, Selling Effectiveness

Research-Based Sales Forecasting Practices Proven to Improve Accuracy

August 07, 2015

  Every company forecasts revenue, but few are happy with the results. Despite highly-focused effort and attention, most sales forecasts are frustratingly inaccurate. So how can this critical activity be improved to yield better outcomes?   Join best-selling author Jason Jor

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