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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

Webcast

Building a Better Sales and Marketing Team

5 November 2015

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

Blog Post

The Death of the Sales Funnel: A New Reality for Sales Organizations

30 October 2015

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

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

Webcast

Research Update: Supporting Sales Coaching

28 October 2015

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

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

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The Death of the Sales Funnel: A New Reality for Sales Organizations (Part 2)

Building a Better Sales and Marketing Team

The Death of the Sales Funnel: A New Reality for Sales Organizations

Making More Than the Number: a Navigational Approach to Sales Forecasting

Research Update: Supporting Sales Coaching

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

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