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

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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research

Research • Sales Technology, Selling Effectiveness

Research Brief: Leading the Social Sales Force

June 15, 2016

  Social media can be used by companies and their sales organizations for an array of purposes, from strategic (building brand image) to tactical (generating leads) to organizational support (identifying job candidates). Whether gathering information on markets and competitors or sharing

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Webcast

Webcast • Sales Technology, Selling Effectiveness

Research Update: Assessing Sales Tools

May 27, 2016

  Join us for our latest research insights on assessing sales tools. Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and n

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research

Research • Sales Technology, Selling Effectiveness

Research Brief: Assessing Sales Tools

May 04, 2016

  Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up

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Webcast

Webcast • Sales Technology, Selling Effectiveness, Social Media

Research Update: Leading the Social Sales Force

February 11, 2016

Join us for our latest research insights on leading the social sales force. Social media is among the many technologies refashioning business-to-business buying and selling. “Social selling” – the systematic use of social media to enable salespeople – offers promi

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Webcast

Webcast • Sales Technology, Selling Effectiveness

How Concur Created a Data-Driven Sales Culture

November 12, 2015

How do you satisfy a data-hungry fast-paced sales force, while maintaining accuracy and confidence? How do you efficiently provide sales leadership with high-level insights while also accommodating requests for customized inquiries, and quick drill-down capabilities? How can you best utilize t

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Webcast

Webcast • Sales Technology, Selling Effectiveness

Implementing Sales Process: Informatica Case Study

September 25, 2015

  Disciplined processes are the hallmark of highly-productive sales organizations. But salespeople don't follow sales process guidelines unless they're effectively implemented and well supported. This webcast details Informatica's experience implementing a new sales methodolo

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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 • Sales Technology, Selling Effectiveness

How to Build Business Awareness and Drive Sales Productivity

May 01, 2015

  If you’re a sales leader, you understand how vital it is to improve sales productivity. Listen to this webinar in which Joe Galvin, Chief Research Officer of the MHI Research Institute, shares the latest data on productivity drivers that support sales leaders in making decisions

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