Resources

Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of...Read more

Nearly 500 B2B sales enablement, sales, and marketing leaders weighed in on the top priorities and biggest challenges of 2018 in Highspot's annual State of Sales Enablement survey. Join us for a live webinar and be the first to preview the results, including: How to tackle what your sales enablement...Read more

Dynasties always have great people... but it isn't by chance. Selecting the right people, and effectively immersing them into your process and system can pay tremendous dividends. However, many sales organizations evaluate candidates based on inappropriate characteristics or using ineffective methods. Join us to learn how to recruit and onboard...Read more

Disappointed by your sales process? New research reveals why. Companies need to stop subscribing to the hype that there's only one way to sell. Top performers are not challenging, consultative, transactional, or relationship sellers -- They are 'situational' sellers who adapt their sales approach to different buying situations. In fact,...Read more

The emergence of vast amounts of data from multiple sources, generating new information every second, has empowered buyers more than ever before. This is causing a paradigm shift in sales from being reactive to proactive, and from instinct-driven to insight and data-driven. To exceed skyrocketing expectations of its customers, modern...Read more

Building on what we learned in our second session in this series on defining the sales process, here we extend that logic to sales leaders leveraging examples from sports dynasties. In this session we discuss the critical role coaching plays in near-term and sustainable sales performance. We also provide a...Read more

How can you drive increased revenue from sales performance management technology? What critical capabilities are most likely to improve your sales execution and operational efficiency? These questions deserve some discussion and guidance at the beginning of a new year. Join sales performance experts Mark Smith, CEO & Chief Research Officer...Read more

Territory and quota management are linchpins in any effective sales performance management system. In this web panel, we reviewed key concepts of sound territory and quota design, and discussed best practices related to these disciplines.