Resources

Annual kick-off meetings are a mainstay for sales organizations. They set the tone for the coming year, help boost morale, build team trust and rapport, and ensure that the entire organization understands the priorities and roadmap for the year ahead. With the threat of COVID-19 still looming, most organizations will...Read more

The COVID-19 pandemic forced most sales organizations to stand up alternatives to classroom training and in person events. In so doing, many are rethinking their overall training strategy, accelerating changes that had been underway since the emergence of virtual, on-demand, and web-enabled training tools over the past decade. In this...Read more

Critical challenges that confront B2B companies in their efforts to obtain and retain large enterprise accounts and increase their profitability can be addressed by properly defined Account-Based Selling (ABS) strategies. However, inherent difficulties exist in implementing this model. Systemic changes brought by ABS, as well as the increasingly analytical nature...Read more

"Happy" sales culture is an uncommon goal for most sales organizations, who are more apt to focus on short term performance objectives. But this Harvard Business Review Analytic Services report suggests sales happiness is a leading indicator of sales team performance.  According to this research, the differentiating characteristics of happy...Read more

Many executives say they're dedicated to fostering a sales team that is high-performing and productive - comfortable, concrete qualities that are easy to measure. It's far less common to hear about companies striving for a squishier metric: a happy sales team. New research from Harvard Business Review suggests sales leaders...Read more

Florida State University's Leff Bonney recent research reveals the potential lasting impacts of the current pandemic on buying and selling over the net several years. Based on input from more than 250 buyers, 500 sellers, and 300 managers, it suggests how buyers and sales organization perceive the pandemic's impact differently,...Read more

Many sales organizations are attempting hard pivots in uncertain markets - selling restructured products and services, and addressing suddenly collapsing (or surging) demand. This webcast provides best practice approaches to rapidly re-skilling salespeople in dynamic market conditions, when learning objectives are likely to change quickly. The session offers: Practical, "how-to"...Read more

Culture eats strategy for breakfast, as management theorists have pointed out. But sales organizations don't give as much thought to culture as they do to strategy. Given the often autonomous nature of many sales roles, culture's impact can be especially important in shaping the decisions salespeople make, and their attitudes...Read more