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Webcast

Revenue Operations’ Transformative Impact on Growth

4 March 2021

Many organizations are beginning to focus on "revenue operations." By applying technology, process discipline, and an eye toward improving end-to-end customer experience, revenue operations initiatives can dramatically improve the efficiency, speed, and throughput of firms' growth efforts. In this webcast, Ash Finnegan, Conga's Digital Transformation Officer, offers a revenue operations...Read more

Webcast

Digital Documents’ Impact on Sales Team Productivity

18 February 2021

Sales leaders are always looking for ways to increase their sales teams' productivity. Digital documents allow salespeople to spend less time on paperwork and more time selling. Join this webinar to learn how digitally transforming proposals, quotes, invoices, and other document processes helps sales teams increase available selling time and...Read more

Webcast

Guiding Business-to-Business Selling with Machine Learning

16 February 2021

Online sites like Amazon use advanced analytics to personalize consumers' shopping experience, by making product suggestions based on similar consumers' preferences, for example. This can dramatically improve the shopping experience. Now business-to-business sales organizations are adopting similar strategies, mining deal-level data to anticipate buyers' needs. Machine learning techniques can identify...Read more

Webcast

Research First Look: Performance Measurement Trends In Sales Organizations

10 December 2020

Sales organizations typically use a variety of performance measurement approaches. These include measures of financial outcomes (like sales revenue or sales quota achievement), but also activity measures such as number of calls made, demos given, or proposals generated. This webcast provides a first look at recently concluded research examining how...Read more

Research

Performance Measurement Trends In Sales Organizations

10 December 2020

Sales organizations typically use a variety of performance measurement approaches. These include measures of financial outcomes (like sales revenue or sales quota achievement), but also activity measures such as number of calls made, demos given, or proposals generated. This research examines how sales organizations use various measures, and the performance...Read more

eSpatial

23 November 2020

eSpatial helps businesses transform sales productivity through mapping software. We pair advanced territory re-alignment tools with geographic data analysis. Together, these tools help you optimize your sales resources, resulting in higher revenue and lower costs. eSpatial has been helping businesses better understand their market and customers since it launched in 1997,...Read more

Research

Sales and Sales Management Competencies

22 November 2020

Many organizations use competency-based management programs as an over-arching framework for managing talent. Competency-based management programs did not originate in the sales force, nor is their application unique to sales management. Using competency-based programs in managing the sales organization yields significant benefits to many firms, and we believe it offers...Read more