Resources

For the sales organization, the annual sales meeting can be invaluable for communicating strategic priorities and setting the tone for yearly expectations. This Sales Management Association Research Update examines findings from a recently concluded Research Initiative on examining how large organizations plan for effective annual sales meetings. It provides insight...Read more

Technology is enabling new approaches to streamlining sales proposal and quoting processes for sales organizations. This webcast offers instructive insights for firms working to improve proposal and quoting effectiveness. Key topics include a review of: Technology’s role in enabling productivity The impact of improved management control Important process considerations for...Read more

Sales organizations that replicate their top performers’ strengths establish effective practices throughout their sales organization. This webcast focuses on how to identify teachable traits embodied by your best salespeople, and how to promote those traits throughout your organization using tools and technology. Presented by TinderBox and their client, Advisa, this...Read more

Productive sales forces ensure their salespeople are both effective and efficient. That includes focusing sellers on spending the right amount of time with the right opportunities, doing the right tasks. Achieving the optimal balance of salesperson impact and efficiency requires well calibrated planning and support. This Sales Management Association webcast...Read more

Splunk (SPLK) is a leader in "big data," a fast-growing and quickly-evolving market. Splunk's recent IPO and impressive growth are due in no small part to its sales organization's speed and agility. Splunk supports its sales force with a sophisticated enablement strategy using playbooks designed to replicate their best sales...Read more

Are your messages resonating with your prospects and customers? What value or insight do you bring to a sales call? Would they write you a check after a sales call? Many organizations are challenged to differentiate not only what they sell, but how they sell. In this webinar we outline...Read more

Two sales effectiveness leaders discuss how they're addressing key priorities in their organization. Intended as a "practitioner roundtable," our panel also responds to issues submitted by the webcast audience. Topics addressed include mobile enablement, ensuring report quality, soliciting feedback from Sales Operations' internal customers, integrating advanced analytics, and strategies for...Read more

The use of virtual environments as a support platform for demonstrating products and providing after-sales advice is today relatively commonplace. The Web-video interface represents a fundamental shift away from traditional selling atmospherics where the facial appearance of sales personnel replaces many traditional dimensions of service quality. Although salesperson attractiveness has previously been studied...Read more