Resources

Join us for our latest research insights on leading the social sales force. Social media is among the many technologies refashioning business-to-business buying and selling. Social selling -- the systematic use of social media to enable salespeople -- offers promise to sales organizations looking for new approaches to reaching and...Read more

Join us for our latest research insights on Sales Planning Practices. Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Planning required of sales management encompasses a wide range of disciplines, from forecasting and budgeting to establishing objectives at multiple organizational levels. This...Read more

Sales organizations allocate investments across a varied portfolio of growth opportunities. Given finite resources, sales management’s challenge is to calibrate these investments (in personnel, technology, collateral, tools) such that profitable firm sales are optimized. These sorts of decisions are myriad in even the simplest organization; they include explicit investments made...Read more

Sales and marketing organizations make a wide range of investments in content, collateral, presentation aides, and other tools to support effective selling. This research provides a survey of these various investments, quantifies their effectiveness, and identifies management’s best strategies for provisioning them. Additional questions addressed relate to sales organizations’ preferences...Read more

Join us for our latest research insights on hiring top sales management talent. High performing firms find attracting effective sales management talent is a critical success factor. In this webcast, we provided a preliminary look at research findings before we finalize results in a comprehensive report. Joining us as a...Read more

Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this webcast from MHI Research Institute's Tom Chamberlain. Drawing on MHI Research Institute's extensive research,...Read more

End customers are changing how they buy. As a result, they create a market mandate for vendors to change the way they sell, and to reflect an "outside-in" approach to structuring sales coverage, all the way down to the direct territory and partner sales rep level. In this webcast Rich...Read more

Join us for our latest research insights on the path to profitable growth. Sales organizations allocate investments (resources, people, technology, collateral, tools) across a portfolio of growth opportunities. Driving growth from new customers is different than developing revenue from existing customers in terms of cadence, messaging, process, selling costs, marginal...Read more