Resources

68% of B2B buyers say they find going online superior to interacting with a salesperson, up from 53% just two years ago. B2B sales is a dynamic and challenging world with modern buyers wanting to purchase from modern sellers. It's time for sales organizations to step up or be left...Read more

Dynasties consistently outperform their peers. Unfortunately, many sales organizations find themselves conflicted by their need to deliver near-term results and their desire to build a sustainable sales engine. Learn how to achieve both these objectives simultaneously in this web session.

Sales opportunities stalled due to no decision? wreak havoc on growth-focused sales forces. Over time, these stalled opportunities pile up, obscuring more actionable opportunities. Eventually, management finds these "sclerotic" pipelines of little use at all. Now new research indicates why so many opportunities fall victim to no decision, and how...Read more

Sales leaders often have more data than they know what to do with. This webcast helps sales leaders sort out the metrics that matter most to driving sales force performance. The last in our three part sales planning series, this session features approaches to coordinating key performance metrics across functions...Read more

Running headlong into the world of sales enablement? You're not alone. According to new research from CSO Insights, 59% of organizations surveyed now have a dedicated sales enablement function, a YOY increase of more than 26%. Another 8.5% cited plans to add this function in the next 12 months. In...Read more

Though not all firms radically redesign incentive compensation plans each year, many make changes intended to drive significant behavior changes and shifts in sales force focus. This session, the second in a three part series on sales planning, details how to ensure incentive compensation plan changes align with business goals,...Read more

Many sales effectiveness leaders are currently focused in preparing new sales plans for the coming year. This webcast reviews the essential elements of sales forecasting, and kicks off a three part series on sales planning best practices. Topics addressed include establishing consistent practices that ensure year-round forecasting and pipeline management...Read more

Burdening the sales force with administrative responsibilities comes at a high cost. Displacing time that could be spent selling, low-value administrative tasks distract salespeople from more productive activity, and result in missed opportunity. This webcast presents practical approaches for minimizing the sales organization's administrative activities, and getting back to the...Read more