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Webcast

How Providing the Right Insights to Sales Managers Can Drive Sales Success

29 August 2018

Does building your pipeline, committing to a forecast, transferring accounts, or making pricing decisions ever feel like blindly throwing items at a dartboard? Answering 'yes' to that is more common than we all want to admit. The reality is all of these efforts are interconnected and they need to be...Read more

Blog Post

The Innovative Legal Strategies Helping Sales Leadership Win the Channel Wars

28 August 2018

Web-based buying alternatives are ratcheting up channel conflict for many sales organizations. Warring channels erode the sales force’s carefully crafted value propositions, and undermining sales strategy and growth prospects in all aspects of the business. Technology businesses, often heavily reliant on indirect sales and distribution channels, are especially vulnerable. In...Read more

Blog Post

More Kirk, Less Spock: Closing Sales Operations’ Competency Gaps

21 August 2018

Which competencies are the most important for sales operations? Our recent research posed this question to our members, more than 100 of whom offered insights into 14 core sales ops competencies as they’re valued and practiced in their respective organizations. Sales ops’ role in the firm is sometimes the analytical...Read more

Blog Post

Two Simple Steps to Hiring the Best Sales Talent – Part Two

14 August 2018

In the first part of this two part series, we focused on preparation — the critical first step in making great hiring decisions. Here we will focus on the second critical step, the interview. When you consider the ideal outcome for your interview — that you identify the best candidate...Read more

Webcast

Research First Look: Sales Enablement Practices

9 August 2018

Join us for an exclusive first look at our research on sales enablement practices, focusing on technology supported sales force learning and content distribution initiatives. The research examines management priorities for salesperson learning and development, and how firms assign accountability for these initiatives among various firm functions (including sales management,...Read more