Leading “4D” Selling Networks
7 October 2020
How To Build A Winning Sales Management Process
7 October 2020
Webcast
Research First Look: Adapting Sales Learning Investments Post COVID-19 
29 September 2020
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The COVID-19 pandemic forced most sales organizations to stand up alternatives to classroom training and in person events. In so doing, many are rethinking their overall training strategy, accelerating changes that had been underway since the emergence of virtual, on-demand, and web-enabled training tools over the past decade. In this...Read more
Research Brief
Implementing Account-Based Selling (ABS) Strategy
17 September 2020
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Critical challenges that confront B2B companies in their efforts to obtain and retain large enterprise accounts and increase their profitability can be addressed by properly defined Account-Based Selling (ABS) strategies. However, inherent difficulties exist in implementing this model. Systemic changes brought by ABS, as well as the increasingly analytical nature...Read more
Full Research Report
Research Report: Companies with Happy Sales Teams Experience Better Business Outcomes
14 September 2020
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"Happy" sales culture is an uncommon goal for most sales organizations, who are more apt to focus on short term performance objectives. But this Harvard Business Review Analytic Services report suggests sales happiness is a leading indicator of sales team performance. According to this research, the differentiating characteristics of happy...Read more
Sales Manager: Reviews and Advice – US News Money
2 September 2020
SALES PROCESS: A ROADMAP TO BETTER SALES PERFORMANCE
30 August 2020
Webcast
Quantifying the Performance Impact of Sales Organization Culture – New Research Insights from Harvard Business Review
25 August 2020
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Many executives say they're dedicated to fostering a sales team that is high-performing and productive - comfortable, concrete qualities that are easy to measure. It's far less common to hear about companies striving for a squishier metric: a happy sales team. New research from Harvard Business Review suggests sales leaders...Read more
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