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

Webcast

Webcast • Sales Technology, Sales Operations, Selling Effectiveness, Sales Enablement

Calculating the ROI of Your Sales Enablement Programs

March 09, 2017

What if not just “what” you sell, but “how” you sell is your most compelling competitive advantage? To answer that question (and many more…) an increasing number of companies are investing in sales enablement talent and technology as a means to increase team prod

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Training, Sales Enablement

Establishing 2017 Sales Enablement Priorities

March 02, 2017

  The New Year is an excellent time to reexamine the sales enablement initiatives. This webcast reviews how to craft a coherent sales enablement strategy around practical objectives for 2017, focusing on foundational ideas relevant to firms just starting their enablement journey, as well

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Webcast

Webcast • Sales Technology, Sales Operations, Channel Management, Sales Enablement

Research Update: Enabling Indirect Sales Channels

February 23, 2017

This webcast features a first look at recent research on sales channel enablement. The research examines support tactics for indirect sales channels – salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indirect s

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Analytics, Sales Performance Management

The Future of Pipeline Generation

January 13, 2017

With a strong enough pipeline, sales teams can consistently hit their numbers. Where should sales leaders invest to ensure a healthy and sustainable pipeline? In this webcast, we help make sense of the dizzying array of pipeline investment alternatives, such as sales development roles, sales c

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Sales Enablement

Case Study: Simplifying Sales Process with Workflows at Siemens

December 19, 2016

Using workflow automation to simplify selling effort and increase efficiency, Siemens realized improvements in customer satisfaction and well as productivity. Join us as Siemens shares there experience with sales workflows and details best practices for automating sales process.

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Webcast

Webcast • Sales Technology, Sales Operations, Analytics

PNC Bank Case Study: How a Single Dashboard Transformed Sales Management

December 14, 2016

PNC Bank's Lending Business Intelligence team radically reconfigured the management reports it provided sales leadership, streamlining insights into a single, powerful dashboard. In this webcast, they'll review three techniques critical to their efforts, and will demonstrate the Tablea

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Webcast

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

Harnessing Sales Data to Drive Revenue

December 09, 2016

Learn how Tableau uses data to create a culture of accountability and foster a data-driven sales organization that routinely hits targets. Watch sales representatives explain what data drives their behaviors and even see the dashboards that they use most. Learn how to leverage data visualizati

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Webcast

Webcast • Sales Technology, Sales Operations, Analytics, Configure-Price-Quote

Enabling Advanced Pricing Analytics at United Rentals

December 06, 2016

United Rentals has 5000+ contractual agreements with its largest and most valuable customers. These agreements are primarily maintained by the sales team of 2000+ sales professionals who utilize Salesforce.com as the primary CRM platform. In addition to Salesforce.com the sales team is also he

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research

Research • Strategy & Planning, Sales Technology, Sales Operations, First Line Sales Management, Analytics

Research Brief: Sales Force Attitudes on Forecasting

November 17, 2016

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.   It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objec

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Webcast

Webcast • Sales Technology, Sales Performance Management

Sales Performance Management Series Webcast 2: Transitioning From Spreadsheet-Based Territory Management and Sales Capacity Plan

November 10, 2016

  Our five-part sales performance management fundamentals series continues with a session on sales territory planning. Planning sales territories is, in theory, simple: put the right salespeople on the right accounts with the right targets. In practice, however, it requires consolidating

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