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

Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Sales Enablement, Configure-Price-Quote

Moving Proposals Online: Emerging Trends, Key Outcomes, and Best Practices

December 19, 2013

Proposals are a challenge for managers, customers and salespeople, our recent research suggests. Managers can’t get data on proposal activity, such as the number of proposals outstanding, and their status. Customers can’t understand overly-complex proposal documents, and salespeople c

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Webcast

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

Leveraging CRM Data for Next Level Insights

December 12, 2013

CRM and other automation systems have contributed to many sales organizations’ success, yet there is untapped potential in the data they contain. With innovative business analytics and mobile tools, companies can use data to expose sales trends, answer crucial client questions, and allow re

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Enablement, Mobility

Mobile Sales Enablement: Intelligence, Policies and Tools For an Agile Sales Force

December 04, 2013

Mobile technology can drive revenue growth, productivity and effectiveness in the sales organization. This webinar examines best practices in mobile sales enablement and management frameworks for aligning mobility investment for maximum ROI. Topics include gaining mobile salesperson acceptance th

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Webcast

Webcast • Sales Technology, Selling Effectiveness, Sales Enablement

Improving Sales Productivity: an End-to-End Approach

November 03, 2013

Sales leaders are challenged to drive profitable sales growth in the face of a continually changing buying environment. In doing so they must align their firms' selling activities with the way customers buy; they must insure the sales force communicates value; and must make sure deals and opp

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Webcast

Webcast • Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management, Territory Management

Territory and Quota Planning Checklist: Preparing for 2014

September 13, 2013

It’s planning season for sales operations departments, the time of year when territory assignments, quotas, and compensation plan changes are considered for the coming year.   Effective quota and territory planning starts with the right mix of standardized practices and field p

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Webcast

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

Making Sales Forecasts a Reality

September 05, 2013

Achieving the sales forecast requires fact-based decision-making and resource allocation. Successful sales organizations that routinely achieve their sales goals, address the following preliminary questions in developing their execution plan:   How many resources do we have and w

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Webcast

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

Leveraging Data to Drive Sales at LinkedIn

August 29, 2013

Like many companies experiencing hyper-growth, LinkedIn struggled to meet its sales teams’ reporting demands. Conventional business intelligence tools proved inadequate for team members, who were expected to make their own data-driven decisions. After recasting its analytics strat

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Webcast

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

Using Sales Data and Analytics: Insights for Leadership

August 22, 2013

Sales Performance Management (SPM) combines disparate information sources into essential intelligence for sales leaders. This webcast describes how sales organization can identify new profit sources and enable growth strategies through SPM. By integrating data from product, marketing, finance, an

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Webcast

Webcast • Sales Technology, Sales Operations, Selling Effectiveness

Research Update: Sales Proposal Effectiveness

August 16, 2013

Communicating a formal offering to prospective customers represents a pivotal sales process stage. This research initiative examines current proposal management practices in business-to-business sales organizations. Research objectives include assessing what high-performing sales organizations do

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Webcast

Webcast • Sales Process Management, Sales Technology, Selling Effectiveness, Sales Training

Research Update: Enabling Sales Methodology through Technology

August 09, 2013

Deploying a consistent selling approach is an important priority for many sales organizations. Technology represents a potentially valuable tool for communicating, reinforcing, and driving adoption of sales methodology. This Sales Management Association Research Initiative investigates how compan

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