Resources

Business-to-business sales forces confront a "customer experience gap" born from the suddenly widening distance between buyers' expectations and experiences. B2B buyers now want two things they're accustomed to from consumer experiences, but that most B2B suppliers can't do simultaneously: accurate, on-demand answers addressing their unique issues, and interactions across a...Read more

The Sales Management Association’s Sales and Sales Management Competency Dictionary is designed as a resource for firms developing competency models for their sales organizations. It draws upon commonly used competency descriptions used by sales organizations in defining the knowledge, skills, abilities, and behaviors associated with high-performing salespeople, sales managers, and...Read more

Recent Sales Management Association research identifies best practices in salesperson onboarding, and quantifies the economic impact when firms effectively onboard new salespeople. Join Bob Kelly, Chairman of the SMA, who hosts a panel of thought leaders and practitioners to discuss the business case for onboarding investment. Bob and the panel...Read more

Changes in buyer dynamics and market conditions have put increasing pressure on organizations to adapt and modernize their sales training programs. But what are L&D and enablement teams to do when the pace of product innovation, competitive threats, and new go-to-market strategies now require new readiness programs? Join Steven Wright,...Read more

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