Research
Although sales coaching’s importance and impact is widely acknowledged, coaching initiatives remain poorly supported in most sales organizations. Time and resource intensive, management’s coaching focus is too easily diminished by competing priorities, inconsistent practice, and ineffective delivery. Organizations’ efforts to support coaching are therefore essential to maintaining managers’ coaching focus,...Read more
Webcast
How Concur Created a Data-Driven Sales Culture 
12 November 2015
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How do you satisfy a data-hungry fast-paced sales force, while maintaining accuracy and confidence? How do you efficiently provide sales leadership with high-level insights while also accommodating requests for customized inquiries, and quick drill-down capabilities? How can you best utilize the power of self-service reporting to provide actionable and accurate...Read more
Webcast
Content Automation Trends: Is Your Sales Content Keeping Pace?
9 November 2015
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As buyers demand more and better insights from supplier partners, the importance of content-based sales and marketing approaches has intensified. This webcast reveals emerging practices in sales organizations' use of content, and trends defining how effective organizations realize return on content investments. Based on Qvidian's first edition of the Content...Read more
Blog Post
The Death of the Sales Funnel: A New Reality for Sales Organizations (Part 2)
5 November 2015
In part 1 we shared how greater access to information has fundamentally changed the way B2B customers buy products and services. As buyers take more control of their purchasing journey, they seem to enter and exit the sales pipeline at various points in the buying process. This essentially renders the...Read more
Sales teams are learning to shape the sales process to follow the buyers journey. Along the way, many organizations realize their sales and marketing efforts are poorly aligned not only to buyers' expectations, but poorly aligned with one another. Exposing these gaps is the first step toward closing them. This...Read more
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
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