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Motivating the Sales Force with Incentives

15 September 2014

Variable compensation -- as an inducement to stimulate performance -- is an obvious tool for business, and the sales industry is legendary for its reliance on this type of carrot. But unfortunately most companies use it as a blunt cudgel, like putting with a three iron! And when businesses make...Read more

Webcast

Social Selling: From Cold to Close

2 September 2014

Social selling - a trendy, yet ill-defined phrase. How many business-to-business salespeople are actually using social media to sell – and how? In this session we introduce a framework for leveraging social media to improve sales productivity, and share examples of sales organizations who have unlocked the power of social...Read more

Blog Post

We Need a Sales Process!

27 August 2014

When the CEO says “We need a defined sales process”, what are they really saying First, the CEO clearly has a belief that process will increase sales. Secondarily, I believe the CEO is asking for a repeatable, visible and measurable system that replicates top sales performers. The devil is in...Read more

Webcast

Three Best Practices for Modernizing Lead-to-Money Processes

22 August 2014

Smart devices, cloud platforms, and mobile applications promise productivity increases for sales organizations. By 2020, 450 billion business transactions will take place on the Internet daily, and already mobile device sales are out-pacing those of PCs. But some sales organizations may find themselves scrambling to keep pace with these changes,...Read more

Blog Post

Is Sales Enablement Making Salespeople Stupid?

21 August 2014

Sales Enablement software has a solid foothold in many sales organizations. Better than the knowledge management platforms it replaces, Sales Enablement solves a common sales force “distribution” problem; that is, the problem of distributing marketing content to, and through, the sales force. Sales Enablement’s oft-stated purpose is to provide the...Read more

Webcast

Aligning Strategy and Sales

20 August 2014

The most crucial connection in an organization seeking to grow is between sales and strategy. US companies, for example, spend more than 3x on sales efforts than they spend on all media advertising and 20x more than the total spent on digital marketing. Yet, research indicates that, on average, companies...Read more

Webcast

Managing Unfair Competition: Sales Organizations and the Law

18 August 2014

Sales organizations thrive in competitive environments, but how should sales leadership respond when competitors take unfair advantage? This webcast reviews several common competitive scenarios faced by sales management, explains their legal context, and suggests proactive management approaches for avoiding outcomes disadvantageous to your firm. Presented by Elarbee Thompson attorneys Richard...Read more

Webcast

Research Update: Automating Sales Processes

7 August 2014

Automating sales process holds great promise for improving sales force productivity. In this webcast we review findings from our recent research initiative on sales process automation, focused on how, why, and to what extent sales organizations are automating core sales processes. Research focus areas include: Which core processes are most...Read more

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Motivating the Sales Force with Incentives

Social Selling: From Cold to Close

We Need a Sales Process!

Three Best Practices for Modernizing Lead-to-Money Processes

Is Sales Enablement Making Salespeople Stupid?

Aligning Strategy and Sales

Managing Unfair Competition: Sales Organizations and the Law

Research Update: Automating Sales Processes

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