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Michelle Vazzana

5 July 2018

Michelle Vazzana is Chief Executive Officer at Vantage Point Performance, a global sales management training and development firm. She co-authored Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Michelle has personally trained and coached thousands of sales people, sales managers, and sales leaders. She has...Read more

Bob Sanders

2 July 2018

Webcast

Research First Look: Sales Operations Competencies

2 July 2018

This webcast features our first look at findings from research on sales operations competencies. The research identifies professional competencies important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical by management, and suggests which competencies will be of growing future importance. Organizational...Read more

Bob Kelly

2 July 2018

Webcast

Applying Business Intelligence to the Sales Organization

27 June 2018

Decades ago, CRM's launch heralded a new era of technology enabled sales management. Its promised capabilities, at the time often oversold and under-realized, are now assumed in most organizations. Today's sales technology presents similarly transformative possibilities. However, with ever-changing trends in sales automation, sales performance, and now artificial intelligence, it's...Read more

Blog Post

Deficit Learning, and The Rise of the Just-in-Time, Situational Salesperson

26 June 2018

Do you remember the last time you had to change a flat tire? (Okay, maybe you just called AAA, but let’s just imagine you’re going to address this roadside crisis on your own). Chances are, it’s been many years since you had to do this. As a result, the next...Read more

Webcast

Foster a Learning-While-Performing Culture

22 June 2018

Everyone knows that dynasties develop winning cultures, but do we really understand what that means? All organizations want to win, but true dynasties create cultural imperatives around the behaviors that produce winning results. This session explores the cultural differences that allow some sales organizations to consistently outperform their competitors. Resources...Read more

Blog Post

Turning Big Data into Big Outcomes

19 June 2018

Whether it’s your online shopping cart or your refrigerator, everything you interact with these days is capturing as much data as it can. Sales operations should be no different; after all, there’s plenty of internal and external data out there to gather, and practically no end to its usefulness. But...Read more