High-performing sales forces operate differently today than even just a few years ago. Their management and enablement leaders are focused on four activities that differentiate them from their peers. Join us for a webcast which explores how modern sales leaders: Help salespeople have consultative, hyper-personalized buyer engagements Coach salespeople to...Read more
Webcast
Powering Right-Brain Selling and Left-Brain Management with CPQ 
29 August 2018
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Sales staff need to have both analytical (left brain) and creative (right brain) skills. In this webinar, we'll discuss how you can streamline the sales process with rules-based guided selling, and how to respond to the complexities of ever-changing product configurations, regional currencies, customer-specific pricing, channel discount levels and contractual...Read more
Webcast
How Providing the Right Insights to Sales Managers Can Drive Sales Success
29 August 2018
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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
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
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
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
Parabola
7 August 2018
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