Blog Post
We’ve been hearing for years now about how sales motions are becoming more complex, personalized and completely dictated by the customer. A new study by CSO Insights highlights this further by sharing that rising customer expectations combined with a complex and constantly changing selling world are driving the need for...Read more
Webcast
Making More Than the Number: a Navigational Approach to Sales Forecasting 
29 October 2015
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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
Webcast
Learn-ablement, a New Approach to Sales Training
22 October 2015
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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
Conference Archives
Workshop: Transforming the Sales Function at hibu: Enabling Change with Analytics
15 October 2015
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Transitioning its business from print publications (like yellow page directories) to digital media, hibu is executing a sales force transformation as significant as any attempted. With a database of 13 million business, served by more than 1,100 salespeople, hibu has led a comprehensive reorganization of its customer segmentation, go-to-market strategy,...Read more
Conference Archives
Workshop: Putting Sales People in Front of Decision-Makers: How Great Sales Organizations Make It Happen
15 October 2015
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Executive-level decision makers are adept at repelling salespeople. It's a skill borne of necessity. Most salespeople arrive ill-prepared, waste time in meetings, and add little value as potential suppliers. But there are exceptions... In fact, a few salespeople have no trouble at all connecting with decision-makers. These salespeople run meetings...Read more
Conference Archives
Workshop: Aligning Internal Functions with the Sales Force
14 October 2015
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Customer experiences don’t begin and end with the sales call. They span a continuum of interactions, involving multiple functions and touch points. If these are poorly coordinated with selling activities, firms miss vital opportunities to impact their success with customers and prospects. This session presents frameworks for integrating other functions,...Read more
Conference Archives
Workshop: Insights into Sales Operations Practices
14 October 2015
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This session delves into the Sales Management Association’s inquiry into emerging practices, challenges, and trends related to sales operations. We define “sales operations” as a corporate function focused on sales force effectiveness. Many firms, however, use different names for this function. Common variations include sales effectiveness or sales excellence, commercial...Read more
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