How High-Tech Companies Can Revamp Sales & Marketing Operations
Perhaps more than any other industry, high tech is defined by innovation. For high tech sales leaders this results in a unique set of considerations when making strategic decisions about sales process, incentive compensation, and ... DOWNLOAD >

Deliver a Superior Cross-Channel Commerce Experience
With the right intelligence and personal information, there are plenty of new opportunities for organizations to provide superior experience and maximize the opportunity of every customer touch point. This paper shares actionable strategies needed to ... DOWNLOAD >

The Secret to Building a Team of Resilient Sales Reps
Sales reps with resilience, view rejection as something to get over, to get through, to get on the other side of. Top performers – in sales, management, leadership, whatever your pursuit – learn from negative ... DOWNLOAD >

POV – Using Thought Leadership to Sell to Senior Executives
Successful sales professionals have a gift for establishing strong relationships with customers and prospects. However, very few sales teams set themselves apart by leading with ideas and providing thought leadership throughout the selling process. Taking ... DOWNLOAD >

Lead-to-Win 2012: Managing People, Process and Technology to Optimize the Last Mile of the Sales Cycle
Aberdeen's Research Benchmark provides an in-depth and comprehensive look into process, procedure, methodologies, and technologies related to sales effectiveness practices. DOWNLOAD >

The Cost of High Turnover in the Sales Profession
Based on a 2011 survey by the DePaul University Center for Sales Leadership, losses associated with sales force turnover are growing at an alarming rate. DOWNLOAD >

Building Highly Effective & Winning Sales Teams in 2012: Four Action Steps
Download this free report based on information presented at the March 5, 2012, Sales Management 2.0 Conference, and learn how the following four action steps can help you win: DOWNLOAD >

5 Ways to Increase CRM Adoption
CRM is much more than simply a management tool. But how do you get past the perception that CRM is an eavesdropping tool for sales managers and a burden on the sales staff? Simple. Register ... DOWNLOAD >

Measuring Sales Call Quality – Not Just Quantity
Selling is a numbers game, but it's also a game of strategy. When selling over the phone, call quality matters – sometimes more than the number of calls your team makes each day. Are you ... DOWNLOAD >

How Video Shrinks the Sales Cycle
Historically, sales professionals have relied on face-to-face interactions to develop relationships with prospects and customers. Today, however, it is no longer always cost effective or efficient to send field reps on-site for meetings. How do ... DOWNLOAD >

Sales Management Solutions: Increasing Rep Productivity
According to CSO Insights, administrative tasks related to the order workflow process prevent most sales reps from achieving peak productivity and closing more deals. DOWNLOAD >

How to Optimize Strategic Account Planning
According to CSO Insights, 76 percent of reps who excel at strategic account planning routinely hit quota and win 53 percent of their forecasted deals. The implications for the bottom line are clear: with the ... DOWNLOAD >

Contract Management and Sales: The Role of Automated Contract Management to Accelerate Revenue
Sales organizations often neglect the contract management process – but the right approach can actually help sales teams drive revenue. Today, automation tools can prevent you from missing contract milestones, renewal opportunities, and more. DOWNLOAD >

How Social Intelligence Increases Revenue for B2B Sales Teams
Social insights are quickly becoming a crucial asset to help reps gain an edge over the competition. This white paper reveals how sales teams can incorporate "social intelligence" into the lead-management process to: DOWNLOAD >

Sales Forecasting: Turning Data, Analysis and Process into a Realistic View of your Business's Future
There are better ways to forecast than making an educated guess. Technology allows you to spot trends and identify patterns that can help you organize data and leverage it to your advantage. DOWNLOAD >

Virtual Sales Enablement: How to provide real-time access to the right sales tools, at the right time
Many sales leaders struggle to find cost effective ways to train and coach a large, widely dispersed sales force. Today you can enable your team virtually to maximize your return on coaching and training efforts. DOWNLOAD >

Understanding the Science of Sales Intelligence
Sales professionals today have access to a massive amount of information about prospects. The challenge is sorting through the available data to quickly spot and engage with key decision-makers. DOWNLOAD >

The Oracle Live Help On Demand Solution on Facebook
Customers that wish to incorporate the power of the Oracle Live Help On Demand solution into their corporate Facebook pages are typically looking to do more than just place a static live chat or click-to-call ... DOWNLOAD >

Basic Success Strategies for Today's Customer Support Teams
When you truly understand the needs of customers, you can optimize every interaction to increase customer engagement and boost customer loyalty. DOWNLOAD >

What B2B Can Learn from B2C: Reinventing the Channel Partner Experience
This white paper describes how sales operations managers can build a B2B e-commerce platform to meet the complex requirements of today's organizations –while also delivering the B2C experience that customers have come to expect. ... DOWNLOAD >

Why E-Signatures Create Faster Sales Cycles and Happier Customers
Electronic signatures have gained momentum among businesses of all sizes. The reason is simple: Customers, who are more comfortable with the Web and mobile apps, are now driving e-signature adoption; it's no longer just enterprises ... DOWNLOAD >

5 Ways to Improve Pipeline Performance
By automating key steps in the sales process, leading B2B companies are rapidly accelerating pipeline velocity and increasing win rates. This white paper will review some of the common paths these organizations are taking to ... DOWNLOAD >

Winning in Today's Environment Six Imperatives for the Chief Sales Officer
This white paper examines 6 challenges that CSOs face in the current environment, and provides recommendations on how to most effectively address and convert these obstacles into opportunities and competitive advantage. DOWNLOAD >

The Customer Loyalty Playbook: 4 Steps to Build Loyal, High-Value Customers
Loyal customers are your company's most valuable asset. While many organizations have struggled in these challenging economic times, companies that have tapped into the long-term loyalty of their customers have thrived. Read this brief to ... DOWNLOAD >

Core Principles of Sales Compensation: A 10-Step Guide
Why do many companies still find it challenging to manage sales compensation programs effectively? Simply put, as business changes, markets change, and competitor s change sales objectives change. Because of this volatility, it is even ... DOWNLOAD >

Improving Sales Effectiveness: How to Shorten Sales Closing Cycles in Large Sales Orgs
Sales contracts dictate virtually every aspect of a business relationship, but mismanagement of the contract process can lead to extended sales cycles, eroded deal quality, missed obligations, or squandered opportunities to renew and expand existing ... DOWNLOAD >

Six Trends in Sales Performance Management
Sales Performance Management (SPM) solutions are proving to be an incredibly valuable tool for sales managers. According to research firm Gartner, organizations that implement compensation management solutions can expect to reduce errors by more than ... DOWNLOAD >

Six Essentials for Sales Force Success
Even though skillful, engaged salespeople and sales managers are critical to a company's success, they're not sufficient for a complex commercial selling organization to achieve its goals in today's fast-paced, hypercompetitive markets. DOWNLOAD >

Selling to Anyone Over the Phone: Asking High-Value Questions
When you finally get prospects or customers on the phone, they're often distracted, pressed for time, and difficult to draw out. A script may be a useful tool, but truly powerful phone selling only happens ... DOWNLOAD >

Online Sales Meetings A Better Way to Meet Prospects, Pitch Products & Strengthen Relationships
Engaging prospects over email or the phone is still a difficult endeavor. This is partly because technology has historically removed the element of human interaction from the sales process. Many companies are starting to empower ... DOWNLOAD >

Improve Sales Results Using Unique Stories: How to Help Your Team Get More Referrals & Orders
The key to getting more referrals is being top-of-mind. If people only have a vague idea of who you are and what your company offers, your sales reps are not likely to stand out.Communicating a ... DOWNLOAD >

Streamlining the Sales Process: How to Eliminate the Top 5 Inefficiencies in Sales
This white paper outlines the 5 top inefficiencies commonly found in sales organizations. You will learn how to recognize the causes of these inefficiencies and about the steps you can take to resolve those conflicts ... DOWNLOAD >

It's not the salesperson who's the problem. It's the company's ability to enable that seller
Sales enablement is mission critical. Between your strategic goals... and the buying decisions that drive revenue...there's a gap.Learn how others - like Compuware, Philips and PRIMEDIA - are closing the growth gap! DOWNLOAD >

How Enterprise Sales Leaders Can Move Middle Performers to the Top
When a company harnesses the power of social media to capture and relate institutional knowledge, "social learning" is the result. This report shows how sales leaders can use social learning to: DOWNLOAD >

Four Ways Social Learning Enables Sales Teams to Win
In a digital age, companies need leaders who know how to use tools with built-in social networking capabilities to create highly collaborative teams. Social learning is an ideal way to for leaders to align and ... DOWNLOAD >

How Social Learning Can Create Top Performers
Reps who use technology to stay connected and engaged to their sales teams are in a much better position to become top performers and win more deals, faster. DOWNLOAD >

The Sales VP's Guide to Delivering Results with CRM: How to Help Your Team be a Profitable Selling Machine
All companies want their sales teams to grow and be profitable - to do this, sales leaders must align processes and people to create an efficient selling machine. By working with the most advanced and ... DOWNLOAD >

Social CRM From Talk to Action: How to get Results with Social CRM
While many companies initially tried social CRM and were disappointed with the results, best practices and proven success strategies are now starting to emerge. Sales leaders can now take definitive and positive action steps with ... DOWNLOAD >