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, Sales Process Management, Sales Operations, Selling Effectiveness, Analytics

Research Update: Sales Forecasting Effectiveness

August 30, 2016

  A study of emerging trends and best practices for sales leadership. This research examined sales forecasting in business-to-business organizations. Research questions identified core practices, processes, and resources considered essential to forecasting; revealed factors that contribu

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Webcast

Webcast • Strategy & Planning, Coaching, Leadership Development

The Art and Science of Proposal Content Management

June 29, 2016

  In any given year, a proposal manager can be responsible for impacting tens to hundreds of millions in business via sales proposals. But what makes a good proposal? What does great look like?  RFP responses and unsolicited sales proposals are critical elements in driving business,

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Webcast

Webcast • Strategy & Planning, Leadership Development

Building a Better Sales Manager

June 14, 2016

  Upgrading the sales force? Your first stop should be first-line sales managers. No single role in the firm has a bigger impact on sales performance. Join us for an expert web panel exploring how firms are meeting manager development challenges. Panelists will also address audience-subm

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research

Research • Strategy & Planning, Sales Process Management

Research Brief: Sales Planning Practices

April 05, 2016

  Sales organizations demand a daunting breadth of planning expertise: from prioritizing high-level objectives to align with firm strategy, to allocating limited resources to adequately cover opportunities, to establishing tactical performance goals at multiple levels within the organiza

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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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