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

Webcast

Webcast • Strategy & Planning, Selling Effectiveness

Three Milestones for the Learning Sales Organization

February 12, 2016

Building a "learning sales organization" - a sales force that values continuous development, responds quickly to market changes, and adapts to changing priorities - doesn't happen overnight. It requires a careful capability building, and significant culture change for many organi

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Webcast

Webcast • Strategy & Planning, Sales Process Management

Research Update: Sales Planning Practices

February 05, 2016

Join us for our latest research insights on Sales Planning Practices. Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Planning required of sales management encompasses a wide range of disciplines, from forecasting and

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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

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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

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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 • 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 • Strategy & Planning, Selling Effectiveness

Closing Forecasting Gaps

July 30, 2015

Closing Forecasting Gaps

  With the recent quarter close, sales leaders are preparing reports on last quarter’s wins, forecasting next quarter’s outcomes, and identifying gaps to solve for this quarter. This webcast addresses common forecasting challenges, focusing on how leaders can fine tune foreca

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Webcast

Webcast • Strategy & Planning, Sales Technology, Sales Performance Management

Show Me the Money – The Power of Sales Analytics

May 26, 2015

  In this webinar, you will see how sales analytics and dashboards become part of the sales team daily routine. The focus will be on dashboards that sales leverage to manage their time, measure performance, collaborate globally, strategically target territories, and more! Tableau Sales V

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Webcast

Webcast • Strategy & Planning, Selling Effectiveness

Flipping the Sales Force

May 11, 2015

  Teaching and selling share common challenges. That glazed look in a reluctant prospect’s eyes? It’s surely familiar to teachers, who, like salespeople, too often lecture instead of interacting. Bueller?    Just as sales forces are rethinking how to engage

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research

Research • Strategy & Planning, Sales Process Management, Sales Operations, Analytics

Research Brief: Sales Forecasting Effectiveness

April 08, 2015

  This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that con

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