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Aligning Go-to-Market Activities and Sales Motion with Your Buyers

8 October 2013

The ability to connect go-to-market activities directly to how buyers purchase products and services is an age old problem. Too often, it's met with technology investments that are not cohesive and confusing to salespeople. These initiatives promise improved productivity, but fail because they aren't relevant to how sales reps sell....Read more

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How Excellent Sales Competency Models Make Excellent Sales Forces

8 October 2013

Salespeople today contend with increasingly sophisticated buyers and intense competition. As a result, they need more than the traditional relationship-building and closing skills -- they must have business acumen, sharp analytics, effective cross-functional collaboration, and creativity to create and prove their value in this complex selling environment. A competency model...Read more

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Realigning CRM Investments for Sales Productivity

8 October 2013

CRM used solely for data capture is an expensive and unproductive investment. This workshop and case study focuses on extending CRM's capabilities to create value in ways that drive value for all sales organization stakeholders, while driving overall sales productivity. Essential to unlocking CRM's ROI is aligning CRM with sales...Read more

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Realizing Higher Returns from Sales Coaching

8 October 2013

Despite a surging interest in sales coaching, few sales coaching programs yield hoped-for results. Common reasons for failure are overly complex frameworks, low adoption rates, anemic reinforcement, lack of accountability, or all of the above. But it is possible to overcome all of these issues and deploy a successful, high-impact...Read more

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Sales Territories: Aligning, Analyzing and Optimizing

8 October 2013

Territory and location data is an underutilized asset for sales operations departments. This session focuses on how firms can leverage territory data to make decisions that impact sales productivity.

Conference Archives

2013 Sales Force Productivity Conference

8 October 2013

Conference Archives

Forces of Disruption: Drivers of Radical Change in B2B Sales

8 October 2013

With astonishing speed, firms are responding to disruptive forces affecting every business-to-business sales force. Their impact has changed how sales forces are sized, deployed, and managed; the kind of work they do; and, in some cases reflect a fundamentally new answer to the question "What makes a salesperson valuable to...Read more

Conference Archives

Predicting the Outcomes: Optimizing for Success with Analytics

8 October 2013

Salesforce productivity is a top priority for leaders. But how do you ensure your team is performing at their best and positioned for success? What data should you really be looking at to coach to higher productivity? Jim Benton, chief operating officer and co-founder of ClearSlide shares findings from a...Read more

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Aligning Go-to-Market Activities and Sales Motion with Your Buyers

How Excellent Sales Competency Models Make Excellent Sales Forces

Realigning CRM Investments for Sales Productivity

Realizing Higher Returns from Sales Coaching

Sales Territories: Aligning, Analyzing and Optimizing

2013 Sales Force Productivity Conference

Forces of Disruption: Drivers of Radical Change in B2B Sales

Predicting the Outcomes: Optimizing for Success with Analytics

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