Sales and marketing organizations make a wide range of investments in content, collateral, presentation aides, and other tools to support effective selling.
In this webcast, we'll provide a preliminary look at research findings, before we finalize results in a comprehensive report.
WebcastHow Concur Created a Data-Driven Sales Culture
November 12, 2015
How do you satisfy a data-hungry fast-paced sales force, while maintaining accuracy and confidence? How do you efficiently provide sales leadership with high-level insights while also accommodating requests for customized inquiries, and quick drill-down capabilities? How can you best utilize the power of self-service reporting to provide actionable and accurate information for the sales force? Learn how Concur addressed these challenges and empowered the sales organization - from individual salespeople to senior leadership. Learn how every part of the sales team, from salespeople closing new accounts, to those managing customer relationships, can benefit from ready-to-use actionable insights.
WebcastContent Automation Trends: Is Your Sales Content Keeping Pace?
November 09, 2015
As buyers demand more and better insights from supplier partners, the importance of content-based sales and marketing approaches has intensified. This webcast reveals emerging practices in sales organizations’ use of content, and trends defining how effective organizations realize return on content investments.
Based on Qvidian’s first edition of the Content Automation Trends Report, the session addresses:
- Leading industry trends
- Effective uses of content for various selling scenarios
- How organizations are creating valuable content with fewer resources
WebcastBuilding a Better Sales and Marketing Team
November 05, 2015
Sales teams are learning to shape the sales process to follow the “buyer’s journey.” Along the way, many organizations realize their sales and marketing efforts are poorly aligned not only to buyers’ expectations, but poorly aligned with one another. Exposing these gaps is the first step toward closing them.
This webinar explores how sales and marketing teams work well separately, how they can increase efficiency and effectiveness by working together, and provide a checklist for both teams that lays out a more aligned go-to-market process.
WebcastMaking More Than the Number: a Navigational Approach to Sales Forecasting
October 29, 2015
Sales forecasting should establish more than “the number” that represents the sales force’s commitment.It should also deliver an inventory of known risks, contingent plans for course correction, a prioritized set of tactical objectives, and a road map of potential management coaching opportunities.
Most firms realize few of these additional benefits from sales forecasting. That’s a pity, especially given how much trouble forecasting is. Worse yet, many firms – especially those that rely on spreadsheets – suffer through forecasting activity that fails to meet even the basic requirements of being error free, complete and accurate.
Forecasting approaches that minimize demands on the sales force and drive real value share these essential characteristics: they are process-focused, repeatable, highly collaborative,and adaptable. In this webinar, we’ll share insights into what makes for an effective forecasting process, and detail how firms optimize forecasting to drive value far greater than simply establishing “the number.”
Presented by sales operations experts Kevin Josephson, associate principal at ZS Associates and Anthony Reynolds, executive vice president, operations at Anaplan, this session will explore how to optimize your forecasting process and set the right target every time.
WebcastResearch Update: Supporting Sales Coaching
October 28, 2015
Coaching is time and resource intensive. Done right it can create a big impact. However, without the right organizational support,coaching’s impact can be easily undermined by competing priorities,inconsistent practice, and ineffective delivery. This webinar takes a first look at insights on how business-to-business sales organizations support coaching initiatives. This includes current coaching practices, clarification into which support initiatives are important to coaching program effectiveness,determination of gaps which exist in current coaching support approaches, and quantification of the return on support investments made by respondent firms.
Conference ArchivesWorkshop: Transforming the Sales Function at hibu: Enabling Change with Analytics
October 28, 2015
Transitioning its business from print publications (like yellow page directories) to digital media, hibu is executing a sales force transformation as significant as any attempted. With a database of 13 million business, served by more than 1,100 salespeople, hibu has led a comprehensive reorganization of its customer segmentation, go-to-market strategy, and sales organization deployment.
The firm’s first challenge in executing the new strategy:rethinking its customer and sales data requirements. This session details hibu’s successful efforts to refashion data assets available to the salesforce, and integrate this effort with an entirely new approach to assigning salespeople to opportunities.
A fascinating case study on how to redesign a moving ship under full steam, the session provides attendees with key learnings, best practices, and organizing frameworks for making sure sales transformation efforts are supported with the right data assets and platforms.
WebcastLearn-ablement, a New Approach to Sales Training
October 27, 2015
In this webcast, SPI’s Directorsof Learning and Enablement will present a new approach for effective sales training that merges these previously disparate management practices into one unified – and more effective – way to train and enable sales professionals. Along with improved retention, sales leaders are now more effectively able to support and manage their teams via real-time analytics and reports that provide insight into the challenges and successes each individual rep is having.Coaching and continual learning are improved and integrated into the daily routine. The impact…? Increased productivity and improved success for everyone!
Conference ArchivesKeynote: Learn-Ablement
October 14, 2015
Historically, global companies have made significant investments in sales training on an annual basis, and in many cases invested in enablement “playbooks” for daily process and methodology application. While the two activities are typically linked conceptually, they have traditionally been two separate offerings – with training for each occurring independently.
As learning becomes less formal and more “contextual,” the investment in sales training and on-the-job execution can now become seamless.
In this presentation, SPI’s Directors of Talent, Learning and Enablement will present a new approach for effective sales training that merges these previously disparate activities into a unified – and more effective way to train and enable sales professionals. As well as radically improved retention, this presentation will also discuss how talent analytics can provide insights as to where both training and enablement should be focused. The result is better focused learning, with explicit linkage to enablement technology and tools that directly impact critical behaviors.
The impact…? Increased productivity and improved effectiveness in sales competencies that are the most valuable to the organization.
Conference ArchivesKeynote: Five Places Sales Operations is Focusing for Productivity
October 14, 2015
Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this keynote presentation from MHI Research Institute’s Tom Chamberlain.
Drawing on MHI Research Institute’s extensive research, Tom provides an overview of sales operations trends, and identifies five practical areas where focus is proving useful for high performing sales ops functions. These include three approaches to applying analytics, using a process-based forecasting, and isolating sources of selling expense inflation.
Conference ArchivesWorkshop: Not All Proposals End in Marriage
October 14, 2015
A great proposal won’t win you the business on its own, but a poor proposal can undo a lot of the hard work up to that point, or even leave you standing alone at the altar. To help you end in more happily-ever-afters, this session will examine the role of the sales proposal in today’s buyer-centric world and present proven strategies to better align your content with buyers’ decision-making behaviors.