Resources

Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure will, but fewer tools offer insight into skill. Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. In this webcast, we...Read more

High-growth technology firms are abuzz with sales development? ? a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel, before handing them off to others in the sales force. SDRs are widely...Read more

Sales forces spend countless hours installing new sales processes and training salespeople to execute them. But despite these investments, most fail to reach adoption levels sufficient to make the new sales methodology stick. The reality is that successful sales transformation requires both short-term and long-term steps that engage and align...Read more

Sales organizations with predictable, profitable revenue growth are defined by consistency in process, messaging, and execution. This webcast focused on how high performing firms establish consistent practices in these three areas. Using case study examples and best practice management approaches, presenters detailed how to develop effective sales messages, link them...Read more

When it comes to sales compensation, managers realize two things early on. The first thing is that paying salespeople accurately, and on time, is vitally important. The second, realized not long after the first, is that they're going to need to change their sales compensation programs sooner or later. And...Read more

In any given year, a proposal manager can be responsible for impacting tens to hundreds of millions in business via sales proposals. But what makes a good proposal? What does great look like? RFP responses and unsolicited sales proposals are critical elements in driving business, yet often are considered administrative...Read more

Less than effective sales compensation programs suffer from poor design decisions. Powerful and aligned sales compensation plans subscribe to a set of market tested building codes. Use these best-of-breed principles to build effective sales compensation plans that are simple, easily to understand and reward the right results. Join Kevin Gray,...Read more

The best performing companies know that it's buyers who now control the B-to-B sales process. That's why it's more important than ever for companies to craft personalize buyer journeys using a mix of prospect data, reliable information sources and meaningful interaction with the right decision-makers and influencers. The result is...Read more