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Webcast

Learn-ablement, a New Approach to Sales Training

22 October 2015

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

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

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

Keynote: Five Places Sales Operations is Focusing for Productivity

14 October 2015

Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this keynote presentation from MHI Research Institute’s Tom Chamberlain. Drawing on MHI Research Institute’s extensive...Read more

Conference Archives

Workshop: Insights into Sales Operations Practices

14 October 2015

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

Conference Archives

Workshop: Balancing Sales Territories: How DocuSign Assesses, Aligns, and Optimizes Territories

14 October 2015

Faced with shifting sales territories, a growing sales force, and exploding demand, DocuSign’s sales territories were a deployment challenge of no small consequence. Using an array of supporting technologies, DocuSign’s implemented a territory management approach that optimizes sales coverage, balances workload, and tames administrative complexity. In this presentation, DocuSign’s Manager...Read more

Conference Archives

Workshop: Segmentation and Specialization: Putting Them Together for Sales Productivity

14 October 2015

There have been many stories in the press recently about the challenges associated with organic revenue growth. China’s growth is slowing and the price of oil has brought several markets to a halt, but our research shows that there are additional issues in play. Many companies are not getting the...Read more

Conference Archives

Workshop: Not All Proposals End in Marriage

14 October 2015

A great proposal won’t win you the business on its own, but a poor proposal can undo a lot of the hard work up to that point, or even leave you standing alone at the altar. To help you end in more happily-ever-afters, this session will examine the role of...Read more

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Learn-ablement, a New Approach to Sales Training

Workshop: Transforming the Sales Function at hibu: Enabling Change with Analytics

Workshop: Putting Sales People in Front of Decision-Makers: How Great Sales Organizations Make It Happen

Keynote: Five Places Sales Operations is Focusing for Productivity

Workshop: Insights into Sales Operations Practices

Workshop: Balancing Sales Territories: How DocuSign Assesses, Aligns, and Optimizes Territories

Workshop: Segmentation and Specialization: Putting Them Together for Sales Productivity

Workshop: Not All Proposals End in Marriage

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