Resources

Many assume salespeople gravitate toward "whales," the largest opportunities available to them. In reality, they often avoid them. A joint US and European research team set out to determine why. Making use of CRM data, survey insights, and experimental data, their research integrates academic theories and a practical sales prospecting...Read more

Change management now represents a critical capability for sales operations departments, as sales forces grapple with increasing disruption and volatility. Sales compensation updates often accompany other organizational changes and represent an especially crucial element of any sales force-impacting change initiative. In this webcast, we examine how sales performance management (SPM)...Read more

COVID’s onset came with dire predictions for B2B sales forces. Among them: sales organizations that depend on face-to-face interactions could expect a nuclear winter of new deals, as buyers pulled back and opportunities to develop new relationships disappeared. Some sales forces simply ignored this memo, and developed new ways of...Read more

The sales pipeline or funnel is a familiar concept in most organizations. It provides a framework for measuring and tracking sales opportunities through a series of gated stages, in a progression from leads to closed customers. Sales organizations use pipeline tracking to forecast future revenue streams, monitor salesperson activity, and...Read more

Many firms now embrace the term “revenue operations” (or “revops”) in addressing a range of customer impacting activities. Some might dismiss revops as another buzz-phrase cresting its hype cycle, but revops is gaining traction as an emerging discipline, and embraced by many firms with newly badged revenue operations functions. They...Read more

NielsenIQ is an industry leader in global measurement and data analytics, and a trusted source for retail and consumer intelligence. The firm serves retailers, manufacturers, and partners with the insights required to make critical decisions confidently, accelerate growth, and optimize performance. NielsenIQ's 30,000 employees operate in 100 markets, covering more than 90%...Read more

Sales leaders have an infinite number of options in developing sales plans. The challenge is in focusing a finite set of resources to give each seller the best opportunity to hit their number, and deciding when – and how – to pivot when things aren’t going according to plan. Accommodating...Read more

Many firms now embrace the term “revenue operations” (or “revops”) in addressing a range of customer impacting activities. Some might dismiss revops as another buzz-phrase cresting its hype cycle, but revops is gaining traction as an emerging discipline, and embraced by many firms with newly badged revenue operations functions. They...Read more