Blog Post
Last year TinderBox, Miller Heiman, and the Sales Management Association conducted research on sales proposal effectiveness. Drawing on input from 76 participating business-to-business sales organizations, findings show that proposal effectiveness correlates closely with sales growth, but that several facets of proposal management remain under-optimized. These include making proposal easier for...Read more
What’s a sales force’s most expensive asset? Its sales managers’ time. Firms that waste it on low-value activities do so at the enormous cost of lost coaching opportunities and diminished influence on other business outcomes. The trouble is, it’s not always easy separating managers from administrative activities. One area...Read more
Webcast
Getting More from Marketing: Strategies for Sales Leadership 
27 March 2014
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Aligning the sales and marketing function is a long-standing challenge. But it’s taken on greater urgency of late, as disruptive technology has changed what buyers expect from salespeople. In response, firms are re-thinking how best to sell and market, even restructuring responsibilities between sales and marketing departments, and implementing...Read more
Lots of companies consider sales coaching a priority – but few invest in it. Most sales managers consider themselves coaches – but few find time to truly coach salespeople. Why do these disparities persist, and what are their root causes? This webcast examines the real reasons managers don’t coach....Read more
You started the year with a bulletproof sales plan – one that aligned resources with opportunity, calibrated achievable performance targets, and offered clear direction to the sales force. But as Q1 closes, troubling issues are emerging – issues that may disrupt sales productivity and threaten results. These can include...Read more
Webcast
The Next Level of Transparency: Improving Sales Leadership’s Performance Insights
6 March 2014
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There is no status quo in sales, only constant evolution. Too often, the speed of change facing sales leaders forces them to make decisions without data - or worse, with data that isn't trusted. What's needed are data gathering and reporting platforms that keep pace with business changes, and...Read more
What makes a great sales dashboard? It’s more than just clever visual design or the latest technology. In fact, sales reporting standards are evolving quickly with innovations in data accessibility, technology, and analytics. We’re hoping to capture a few new insights into business-to-business sales organizations’ reporting practices through our latest...Read more
Many firms consider sales coaching important, but remain unsatisfied with their coaching model. In fact, basic approaches to sales coaching have often been in place for decades, despite their lackluster impact. Management training reinforces poor-performing coaching approaches, guaranteeing the same poor outcomes. Breaking this cycle of failure must start with...Read more
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