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

Webcast

Webcast • Sales Operations, Sales Training, Sales Enablement

Research Update on Sales Onboarding Practices

December 11, 2014

  Onboarding programs attempt to accelerate new salesperson productivity and new hire success rates. Our recent research examines sales onboarding programs in business-to-business firms. Join us for this webcast, in which we’ll provide preliminary  findings from the research,

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Webcast

Webcast • Sales Enablement

Sales Force Enablement - Best Practices and Emerging Trends

December 05, 2014

  The term “Sales Enablement” is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales productivity and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline th

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Webcast

Webcast • Sales Enablement

Operationalizing Sales Force Enablement

November 16, 2014

  Sales can’t be automated. There are too many variables in complex selling interactions that require sales professionals to be able to adapt in the moment. Instead, an effective enablement strategy must consider how to harness the best practices of your team and ensure these pract

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Webcast

Webcast • Sales Performance Management, Sales Enablement

Refocusing Sales Enablement Investments – On Sales Enablement

October 06, 2014

  Sales enablement solutions – even successfully implemented ones – don’t always improve salesperson effectiveness. Instead, they improve Marketing’s ability to reliably deliver content into the hands of prospects and customers. Along the way, actual selling activ

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Webcast

Webcast • Sales Technology, Sales Operations, First Line Sales Management, Sales Enablement

Managing the Cloud-Enabled Sales Force

May 27, 2014

  Technology is changing how organizations direct and support field salespeople. Nowhere is this more apparent than in the explosion of cloud-based productivity tools. In this webcast, we review strategic trends in cloud-based sales force enablement, and examine case examples and best pr

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Enablement

Streamlining Sales Approval Processes

March 28, 2014

  What’s a sales force’s most expensive asset? Its sales managers’ time. Firms that waste it on low-value activities do so at the enormous cost of lost coaching opportunities and diminished influence on other business outcomes. The trouble is, it’s not always easy

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Webcast

Webcast • Selling Effectiveness, Sales Enablement

Getting More from Marketing: Strategies for Sales Leadership

March 27, 2014

  Aligning the sales and marketing function is a long-standing challenge. But it’s taken on greater urgency of late, as disruptive technology has changed what buyers expect from salespeople. In response, firms are re-thinking how best to sell and market, even restructuring responsi

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Sales Enablement, Configure-Price-Quote

Moving Proposals Online: Emerging Trends, Key Outcomes, and Best Practices

December 19, 2013

Proposals are a challenge for managers, customers and salespeople, our recent research suggests. Managers can’t get data on proposal activity, such as the number of proposals outstanding, and their status. Customers can’t understand overly-complex proposal documents, and salespeople c

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Enablement, Mobility

Mobile Sales Enablement: Intelligence, Policies and Tools For an Agile Sales Force

December 04, 2013

Mobile technology can drive revenue growth, productivity and effectiveness in the sales organization. This webinar examines best practices in mobile sales enablement and management frameworks for aligning mobility investment for maximum ROI. Topics include gaining mobile salesperson acceptance th

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Webcast

Webcast • Sales Technology, Selling Effectiveness, Sales Enablement

Improving Sales Productivity: an End-to-End Approach

November 03, 2013

Sales leaders are challenged to drive profitable sales growth in the face of a continually changing buying environment. In doing so they must align their firms' selling activities with the way customers buy; they must insure the sales force communicates value; and must make sure deals and opp

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