Join us for our latest research insights on assessing sales tools. Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or...Read more
Webcast
Enhancing Sales Operations’ Role as the Sales Force’s Change Agent 
26 May 2016
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Sales operations functions serve a vital, strategic role in sales organizations – as change agents. Increasingly, sales organizations must restructure deployment models, rethink selling roles and messages, and wring greater efficiency out of existing resources. Sales operations departments are uniquely positioned to drive these efforts. But supporting strategic sales changes...Read more
Webcast
Reassigning Sales Territories: A Change Will Do Your Sales Force Good
19 May 2016
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Many sales forces grew large and successful with a hands-off approach -- one that might have included hiring good salespeople, putting them on commission plans, handing them a phone book and turning them loose. If they were good, they made lots of money. If not, they starved themselves out of...Read more
Blog Post
This blog has focused recently on the new realities facing B2B sales organizations as buyers take increasing advantage of more information, analysis tools, and online feedback from fellow buyers. Indeed, sales teams have ceded much of the power that traditionally enabled them to enter into the sales funnel and control...Read more
As sales managers, it’s our job to drive sales performance. The question is: what actions, specifically, should we take to do that? Recently, the RAIN Group Center for Sales Research undertook a major study to determine what those actions should be. The results were fascinating, especially as they relate to...Read more
Research Brief
Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up how salespeople sell. This research examines how business-to-business firms...Read more
Technology is transforming how sales organizations sell, but also how they're managed. Among technology's greatest potential management benefits relates to coaching salespeople -- an activity under-prioritized and poorly supported in most firms. This webcast explores multiple technologies that amplify, automate, and enhance management's coaching efforts. Our expert panel will present...Read more
Webcast
Indecent Proposals: How Your Proposals Undermine Sales (and How to Fix Them)
21 April 2016
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In many companies, proposals are not effective as they could be. In some, proposals may actually turn business away. For a variety of reasons, sales organizations often overlook the importance of well crafted, effectively presented proposals. As a result, a vital sales tool goes under optimized. In this webcast we...Read more
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