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Webcast

The Hybrid Sales Channel, Bridging the Gap Between Direct and Indirect Sales

22 January 2016

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

Webcast

Research Update: Path to Profitable Growth

19 January 2016

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

Webcast

Research Update: Sales Performance Data’s Impact on Manager Decision Quality

19 January 2016

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

Webcast

Embedding Salesforce Data for Sales Success

30 December 2015

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

Research

Research Brief: Sales Performance Data’s Impact on Manager Decision Quality

29 December 2015

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

Webcast

Research Update: Content Investments and Sales Effectiveness

29 December 2015

Join us for our latest research insights on content investments and sales effectiveness. 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...Read more

Webcast

Web Panel: Top Sales Trends for 2016

18 December 2015

Join us with a panel of experts as we explore 2016 sales predictions: what will happen, who will be affected, and why potential changes may be important.

Blog Post

What Responsibilities Are Core for Sales Operations?

15 December 2015

The term “sales operations” describes a set of activities that support sales force efficiency and effectiveness. The Sales Management Association’s recently completed research into sales operations’ practices, challenges, priorities, and emerging trends reveals new insight into this emerging corporate function. This research found that sales operations departments are most...Read more

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The Hybrid Sales Channel, Bridging the Gap Between Direct and Indirect Sales

Research Update: Path to Profitable Growth

Research Update: Sales Performance Data’s Impact on Manager Decision Quality

Embedding Salesforce Data for Sales Success

Research Brief: Sales Performance Data’s Impact on Manager Decision Quality

Research Update: Content Investments and Sales Effectiveness

Web Panel: Top Sales Trends for 2016

What Responsibilities Are Core for Sales Operations?

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