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

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

  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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Webcast

Webcast • Strategy & Planning, Sales Compensation

Exploring New Territory - the Geography of Compensation Planning

March 20, 2015

  Successful territory mapping can help create focus and accountability, especially when synchronized with well-designed incentive compensation. Do your territory assignments help guide your reps to do their best or just box them in? Join Clinton Gott and Per Torgersen, principals

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Webcast

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

Research Update: Sales Forecasting Effectiveness

February 27, 2015

  This research update 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 will identify core practices, processes, and resources considered essential to forecasting; reveal fact

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Webcast

Webcast • Strategy & Planning

US Job Market – Economic Update For Sales Leadership

January 29, 2015

  What better way for sales leaders to ring in the New Year than taking a nice look back on 2014’s job market. In this webinar, we will shed light on the employment market as it applies to sales organizations.    We will be taking a deeper look at the economic tre

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Webcast

Webcast • Strategy & Planning

Sales Leadership’s Guide to Sales and Marketing Alignment

January 26, 2015

  There’s lots of talk about aligning sales and marketing. But the truth is, sales and marketing may always butt heads. It’s the natural consequence of competing agendas in resource-constrained corporate environments. This webcast presents effective strategies for sales leade

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Webcast

Webcast • Strategy & Planning, Sales Force Roles, Selling Effectiveness, Sales Performance Management, Territory Management

Organizing the Sales Force to Grow Existing Accounts

January 16, 2015

  We are well-aware of the need for new business, but how often are sales forces leaving money on the table with existing accounts? In this webcast, we will offer insights for enabling the sales force to identify potential, strengthen relationships, and grow opportunities within establis

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