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Webcast

Lead to Money: Aligning Finance with Sales and Marketing Processes Full members only

14 February 2014

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We all agree that sales and marketing alignment is critical. Companies that have the two teams working together reap the rewards. But the "lead-to-money" process isn't fully optimized without integrating Finance’s involvement. This webcast outlines how an optimized lead-to-money processes combines the coordinated involvement of the Sales, Sales Operations, Marketing,...Read more
Webcast

Management’s Sales Planning Tune-Up Full members only

13 February 2014

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  Effective sales plans require a wide-ranging set of inputs: performance targets, segmentation strategy, territory and quota assignments, expense projections, incentive compensation approaches, and more. Bulletproof plans distinguish sales organizations that execute flawlessly from those with poor direction and underwhelming results. What makes a great sales plan? This webcast examines...Read more
Blog Post

Our First Google Hangout! (We’ll Pass On Seconds.)

12 February 2014

Several weeks ago we held our first Google Hangout – a discussion on Sales Leadership’s Social Strategy. The discussion featured Richardson’s CEO David DiStefano and Gerry Moran, SAP’s Head of Social Media, North America. We’d hoped also to include a speaker from InsideView, who couldn’t join because of technical issues...Read more
Webcast

Social Strategies for Sales Leaders Full members only

1 February 2014

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Sales organizations are embracing social selling, taking advantage of social media’s new approaches for reaching buyers. Along the way, sales leadership faces a new set of management challenges. This session – our first hosted on the Google Hangouts platform – explores emerging issues impacting the social sales manager. Panelists: David...Read more
Webcast

Making Sense of Sales Crediting Full members only

24 January 2014

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Who deserves credit for closing a deal? In many organizations, the answer is complicated. Sales that involve more than one seller, long decision horizons, or multiple customer touch points often require a complex crediting scheme. Sales organizations that credit sales effectively do these things well: they anchor their crediting model...Read more
Blog Post

Killer Kick-Offs

19 January 2014

It’s sales kickoff meeting season, the time when companies reveal strategy and marching orders to their sales forces. Kickoff meetings set the tone for the entire year, so there’s a lot riding on getting them right. To help you out, we’ve put together a toolkit with some sales kickoff meeting-related...Read more
Webcast

Fixing Forecast Accuracy Full members only

17 January 2014

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Forecasting accuracy is a problem for sales organizations. Too often forecasts reflect little more than a sales force’s collective intuition about future results. Not the reliable predictor management needs. New approaches to forecasting are proving much more valuable. They combine technology, salesperson activities, and a focus on verifiable customer outcomes....Read more

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