Resources

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

In this webcast, we provide a preliminary look at research findings, before we finalize results in a comprehensive report. Joining us will be Evan Randall, VP of Sales Operations at Tableau Software who will comment on research implications and participate in audience discussion. Research focus areas: Surveying current practices in...Read more

In this session we'll look at how you can use data from Salesforce.com, embedded right into Tableau, to empower your entire sales force with information that can help them be more productive. This session will cover: Use cases in marketing, sales, and customer support for embedding analytics in Salesforce. The...Read more

Performance data are essential to managing sales organizations; without accurate data, management’s decision-making effectiveness is crippled. This research examines when, where, and how managers consume performance data, and quantifies performance information’s impact on management decision-making. The research also explores how sales organizations support management’s effective use of performance data. It...Read more