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Research

Research Brief: Leading the Social Sales Force Full members only

2 September 2015

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Social media can be used by companies and their sales organizations for an array of purposes, from strategic (building brand image) to tactical (generating leads) to organizational support (identifying job candidates). Whether gathering information on markets and competitors or sharing information on products and promotions, social media expand a company's...Read more
Webcast

Enabling the Complex Sale: JDA Software Case Study Full members only

31 August 2015

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Complex sales take longer, involve more sophisticated solutions, and demand more highly-tuned support resources than typical sales. This complexity can easily overwhelm sales enablement initiatives intended to improve sales rep effectiveness. This webcast describes JDA Software's highly successful approach to taming sales process clutter at JDA Software, the leading supplier...Read more
Webcast

Selling to Customers Who Keep You at Arm’s Length: Relationship Strategies that Work Full members only

28 August 2015

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Building customer relationships is increasingly difficult for salespeople. Face time with buyers is dwindling, while the rise of electronic auctions, RFPs, managed procurement, and third-party buying influences make it tougher than ever to demonstrate value and differentiate offerings. In this panel discussion, we examine strategies for building valuable customer relationships,...Read more
Blog Post

Critical Checkpoints On the Path to Quota

17 August 2015

Your sales team has an end goal in sight quotabut do they know how to get there? It is a long way from prospecting a new account to making a final sale. There are lots of twists, turns and decisions sellers have to make along the way to closing a...Read more
Webcast

Closing Forecasting Gaps Full members only

30 July 2015

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With the recent quarter close, sales leaders are preparing reports on last quarter's wins, forecasting next quarter's outcomes, and identifying gaps to solve for this quarter. This webcast addresses common forecasting challenges, focusing on how leaders can fine tune forecasting strategy, and better align metrics and selling activities to improve...Read more

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