Resources

Companies need to stop believing the hype that there's only one way to sell. Top performers are not just consultative, challenging, transactional, or relationship sellers -- they are "situational" sellers who adapt their sales approach to different buying situations. In fact, 83% of customers say a salesperson's ability to adjust...Read more

Empowering sales reps with the tools they need to be more effective, efficient, and intelligent is paramount in creating a better customer experience. Join us to learn how companies are leveraging the simplicity, performance and embedded intelligence of SAP CPQ to increase revenue by offering the right product at the...Read more

According to a recent industry survey, 62% of sales people now conduct at least half of their meetings over the phone or online. It's clear that virtual sales calls are fast becoming the norm, but how can sales teams ensure their virtual selling efforts are as productive as in-person meetings?...Read more

Setting quotas is a challenging process in and of itself, but an equally challenging yet often neglected aspect of quota management is the ongoing analysis and interpretation of quota effectiveness results. This webcast explores practical improvement ideas on how to regularly assess results and diagnose your need for change. Topics...Read more

Leading payroll and HR provider Paychex is doubling down on its sales organization after a banner year in 2017. While most companies would simply keep the status quo, Paychex has ramped up sales hiring and is implementing a new sales territory strategy. Join Paychex, Sales Management Association, and TerrAlign as...Read more

Winning sales organizations understand they must be agile when responding to changing buyer preferences. To do so successfully, they must first understand not just what buyers want from sellers, but how they prefer to buy, and the communications strategies that will drive the most effective engagement throughout the buying cycle...Read more

Gain first-hand knowledge into industry trends in sales compensation for planning and administration, based on recent survey results and 13 years of Xactly's live aggregated data. Learn the top challenges faced by compensation administration professionals, how to rate the effectiveness of your sales compensation administration process, and most important, tips...Read more