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