Resources

As buyers demand more and better insights from supplier partners, the importance of content-based sales and marketing approaches has intensified. This webcast reveals emerging practices in sales organizations' use of content, and trends defining how effective organizations realize return on content investments. Based on Qvidian's first edition of the Content...Read more

Sales teams are learning to shape the sales process to follow the buyers journey. Along the way, many organizations realize their sales and marketing efforts are poorly aligned not only to buyers' expectations, but poorly aligned with one another. Exposing these gaps is the first step toward closing them. This...Read more

Sales forecasting should establish more than the number that represents the sales force's commitment. It should also deliver an inventory of known risks, contingent plans for course correction, a prioritized set of tactical objectives, and a road map of potential management coaching opportunities. Most firms realize few of these additional...Read more

Coaching is time and resource intensive. Done right it can create a big impact. However, without the right organizational support,coaching’s impact can be easily undermined by competing priorities,inconsistent practice, and ineffective delivery. This webinar takes a first look at insights on how business-to-business sales organizations support coaching initiatives. This includes...Read more

In this webcast, SPI's Directors of Learning and Enablement will present a new approach for effective sales training that merges these previously disparate management practices into one unified -- and more effective -- way to train and enable sales professionals. Along with improved retention, sales leaders are now more effectively...Read more

"Sales operations" is the corporate function focused on sales force effectiveness. This webcast offers the first look at our recently-concluded research on sales operations' emerging practices, challenges, and trends. The research reveals core practices among sales operations departments, identifies leadership's most important sales ops priorities for the coming year, and...Read more

Disciplined processes are the hallmark of highly-productive sales organizations. But salespeople don't follow sales process guidelines unless they're effectively implemented and well supported. This webcast details Informatica's experience implementing a new sales methodology and their successful efforts to drive sales process adoption. Presented by Informatica's Julie Rhodes, Director of Sales...Read more