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Webcast

Calculating the ROI of Your Sales Enablement Programs

9 March 2017

What if not just what? you sell, but how? you sell is your most compelling competitive advantage? To answer that question (and many more?) an increasing number of companies are investing in sales enablement talent and technology as a means to increase team productivity, improve competitiveness, and ultimately, grow revenue....Read more

Webcast

Establishing 2017 Sales Enablement Priorities

2 March 2017

The New Year is an excellent time to reexamine the sales enablement initiatives. This webcast reviews how to craft a coherent sales enablement strategy around practical objectives for 2017, focusing on foundational ideas relevant to firms just starting their enablement journey, as well as best practice approaches for optimizing existing...Read more

Webcast

Scaling Account-Based Selling

27 February 2017

Sales organizations have always invested in their most important customers, by providing customized solutions, dedicated personnel, and other resources. More recently, firms are adopting these high-touch approaches to broader customer segments, using enabling technology and anemerging discipline known as “Account-Based Marketing (ABM)”. Account-Based Selling (ABS) describes how sales forces execute...Read more

Webcast

Research Update: Enabling Indirect Sales Channels

23 February 2017

This webcast features a first look at recent research on sales channel enablement. The research examines support tactics for indirect sales channels -- salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect...Read more

Research Brief

Research Brief: Investments in Salesperson Skill Development

25 January 2017

Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations, or job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change...Read more

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24 January 2017

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24 January 2017

Webcast

Sales Performance Management Series Webcast 5: Aligning HR and Sales with Effective Sales Targets

23 January 2017

Our five-part sales performance management series continues with a session on targets and incentives. Setting sales targets and performance incentives are complex sales management challenges. Leadership must balance the need to incentivize while minimizing over-payment risk. This webcast offers frameworks and best practices for establishing effective sales objectives and incentives.