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Webcast

Digital Sales Rooms – A Virtual Tool Poised for Wide Adoption

7 September 2021

COVID’s onset came with dire predictions for B2B sales forces. Among them: sales organizations that depend on face-to-face interactions could expect a nuclear winter of new deals, as buyers pulled back and opportunities to develop new relationships disappeared. Some sales forces simply ignored this memo, and developed new ways of...Read more

Forma.ai

24 August 2021

Forma.ai is a transformative new way to manage sales compensation. It’s a hybrid of AI and human controls that we call Sales Compensation as a Service (SCaaS). This unique fusion of automation and operational expertise means SCaaS can deliver the agility, flexibility, and accuracy that every large organization needs to...Read more

Webcast

Sales Pipelines Reconsidered

17 August 2021

The sales pipeline or funnel is a familiar concept in most organizations. It provides a framework for measuring and tracking sales opportunities through a series of gated stages, in a progression from leads to closed customers. Sales organizations use pipeline tracking to forecast future revenue streams, monitor salesperson activity, and...Read more

Webcast

Realizing Value from Revenue Operations (second of a two-part series)

21 July 2021

Many firms now embrace the term “revenue operations” (or “revops”) in addressing a range of customer impacting activities. Some might dismiss revops as another buzz-phrase cresting its hype cycle, but revops is gaining traction as an emerging discipline, and embraced by many firms with newly badged revenue operations functions. They...Read more

Webcast

Sales Transformation at NielsenIQ

20 July 2021

NielsenIQ is an industry leader in global measurement and data analytics, and a trusted source for retail and consumer intelligence. The firm serves retailers, manufacturers, and partners with the insights required to make critical decisions confidently, accelerate growth, and optimize performance. NielsenIQ's 30,000 employees operate in 100 markets, covering more than 90%...Read more

Webcast

Creating Resilient Sales Plans That Work Throughout the Year

15 July 2021

Sales leaders have an infinite number of options in developing sales plans. The challenge is in focusing a finite set of resources to give each seller the best opportunity to hit their number, and deciding when – and how – to pivot when things aren’t going according to plan. Accommodating...Read more

Webcast

Revenue Operations: Cutting Through the Hype (first of a two-part series)

13 July 2021

Webcast

Addressing Gaps in Call Coaching

9 July 2021

Call coaching – management guidance focused on improving how salespeople directly interact with buyers – can yield huge gains in overall sales effectiveness. Effective call coaching programs address essential skills and the activities that matter most for sales organizations. But few sales organizations do call coaching well. Some fail to...Read more

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