Avoid These Five Common Mistakes When Designing Your Sales Force for Growth By Ty Curry, ZS Associates
In a recent article, Sales Force Effectiveness: An Idea Whose Time Has Come, best-selling author Neil Rackham says that organic growth is the new mantra for business success. Yet many companies are struggling to deliver ... READ >

Increasing Sales by Improving Your Hiring Process
Intuition is a key component to all hiring. But if you want to hire the best you need to use science to identify candidates with the highest likelihood of success. Download this white paper now ... DOWNLOAD >

2013 Sales Strategy Report (Report by CSO Insights)
Are your sales teams able to easily prioritize the right accounts and opportunities to pursue? This new report by CSO Insights provides you benchmarks around best-in-class approaches to sales success. In this report you will ... DOWNLOAD >

Yesterday and Today How Contemporary Sales Intelligence Users Earn Best-in-Class Results
The core competencies of sales prospecting – communicating, convincing, and closing – can be greatly enhanced by social information. However, information overload can actually impede the prospecting process and make reps less effective. Download this ... DOWNLOAD >

Motivate, Incent, Compensate, Enable: Sales Performance Management Best Practices
Aberdeen Research Benchmark reports provide an in-depth and comprehensive look into process, procedure, methodologies, and technologies. Download this complimentary report, which reflects recent input from 274 end-user organizations, to discover how best-in-class companies think about ... DOWNLOAD >

2012 B2B E-Commerce Survey: Results and Trends
Oracle Endeca survey to help B2B e-commerce professionals benchmark their upcoming plans and strategies against those of their peers at similar organizations. DOWNLOAD >

Reinventing the Web Channel to Maximize B2B Sales and Customer Satisfaction
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. You'll ... DOWNLOAD >

Getting it Right: Seven Steps to Right Channeling Customer Interactions
New developments in customer service including dynamic engagement tools, intelligent self-service, virtual agents, and live help are now available to help organizations automatically assess the potential value and complexity of customer service inquiries in ways ... DOWNLOAD >

Data vs. Instinct:Perfecting Global Sales Performance
This survey based whitepaper, based on interviews with 229 executives worldwide assesses the challenges and opportunities faced by global businesses as they optimize sales resources to develop territories and incentive compensation plans. This is critical ... DOWNLOAD >

Big Data for Sales: An Introduction to Achieving Sales Growth
We've entered a world that's overflowing with data that's too complex for traditional tools to organize, analyze and monetize. Think of the new tools as the GPS to new insights that drive sales. In this ... DOWNLOAD >

Get More Value from Your Sales Training Efforts
Almost all sales leaders recognize that sales training has value. Too often, however, they don't understand what they need to do to realize that value. This white paper, which features insight from a recent Selling ... DOWNLOAD >

Three Ways to Drive Relevance with Customer Analytics
Delivering the right message to the right customer, at the right time, through the right channel is not the future — it's today's reality. Businesses that get it right generate millions of dollars in additional ... DOWNLOAD >

iPads in the Enterprise: Embracing the Next Wave in Mobile Business Communication
Mobile devices have changed the game for B2B sales professionals. Lightweight, practical, and instantly on, the iPad allows reps to stay connected and offer compelling demos on the fly. So it's no surprise that the ... DOWNLOAD >

Myths, Pitfalls & Realities of CPQ
The CPQ market is littered with failed CPQ deployments and costly implementations. This is an invaluable guide for Salesforce users who want to buy Configure Price Quote (CPQ) Software. You'll discover advice about how to ... DOWNLOAD >

Managing your sales pipeline Interview with Michael Bonner, Founder and CEO of Pipeline Manager
Download this handy companion guide to the video Managing your sales pipeline. Use it to share this best-practice information with your team and enjoy insight into how to Measure pipeline effectivenessDevelop winning habits at every ... DOWNLOAD >

Creating an Effective Sales Process Interview with Michael Bonner, Founder and CEO of Pipeline Manager
Download this handy companion guide to the video Creating an Effective Sales Process Use it to share this best-practice information with your team and enjoy insight into how to Define and create your sales processTurn ... DOWNLOAD >

Selecting the Best Sales Management Talent (excerpted from Building a Winning Sales Management Team)
Promoting or hiring the wrong person for a first-line sales manager (FLM) job can have serious and long-lasting consequences. Download this complimentary book chapter today and discover a winning three-step selection hiring process that can ... DOWNLOAD >

Which type of sales leader are you, a deal manager or a sales manager?
It's no secret that sales leaders wear multiple hats. In fact, a sales leader can be everything from coach to motivator to sales expert, and many more. There is not one specific thing sales managers ... DOWNLOAD >

Best Practices for Customer Service with Oracle RightNow
As quality service becomes a key differentiator for customer retention and future sales, companies must take an integrated approach to differentiate their customer service from that of their competitors. This Guidebook explores the experiences of ... DOWNLOAD >

2013 Sales Performance Optimization: Sales Execution Analysis
Register to download this complimentary CSO Insights report (courtesy of SAP) and discover how companies are keeping standards of performance high as prospects flow through the sales pipeline. Data is based on input from more ... DOWNLOAD >

Managing the Social Media Mix
Social media holds amazing potential for business communications. Sales reps and marketers can also leverage social media to achieve increased revenue. However, many sales and marketing teams have been overwhelmed by the rapid growth of ... DOWNLOAD >

Six Steps for Building a Long-Term Mobile Strategy
Is your business online and lacking integrated mobile commerce capabilities? Even if you have a live mobile program, you may be missing out on sales and it may be time for you to re-evaluate your ... DOWNLOAD >

How to Improve Sales Forecasting Interview with Michael Bonner, Founder and CEO of Pipeline Manager
Download this handy companion guide to the video How to Improve Sales Forecasting. Use it to share this best-practice information with your team and enjoy insight into how to achieve improved sales forecasting,greater pipeline visibility,better ... DOWNLOAD >

Emerging Best Practices for B2B Sales and Marketing
According to B2B sales leaders and industry experts who presented at the 2012 Sales & Marketing 2.0 Conference, best practices for sales organizations are emerging in two key areas.The first is the buying cycle: successful ... DOWNLOAD >

Sales Performance Optimization: 2013 Key Trends & Analysis
Register to download this CSO Insights Report (made available for free, courtesy of SAP) and get valuable analysis of some of the key challenges and success metrics shared by B2B sales organizations today. The report ... DOWNLOAD >

Customer Insights – A Critical Building Block for Sales Force Transformation
To maximize their sales and marketing investments – and drive profitable growth – forward-thinking companies are transforming their sales forces to address increasingly sophisticated buyers, more intense competition and less product or service differentiation.In this ... DOWNLOAD >

7 Must-Haves for Sales Effectiveness Today
Today's buyer trends are forcing companies to rethink their sales strategies. Read this guide to learn about the 7 must-have technology capabilities for successful selling today.End result? Greater sales effectiveness and higher win rates.Download the ... DOWNLOAD >

5 Sales Leadership Strategies for 2013 A framework every sales leader should know
What activities should your sales reps spend their time on to produce the best results? Do you know if reps are prioritizing the most important activities? Although existing sales methodologies provide a process and framework, ... DOWNLOAD >

Adapting to Today's Buyer: Top Lessons for Sales and Marketing
Today's buyer controls the buying cycle. What used to be a sales conversation is now a series of customized engagements and interactions fueled largely by virtual, on-demand experiences rather than face-to-face events and meetings.This white ... DOWNLOAD >

Winning Strategies to Acquire New Customers and Drive Sales Growth
Sales teams that sell to B2B companies are feeling the pain of prospecting in today's competitive environment. Download this special editorial feature from Selling Power and learn how sales leaders are establishing new, streamlined systems ... DOWNLOAD >

Defining the Sales Manager's Role: A Critical Step for Success (excerpted from Building a Winning Sales Management Team)
Download this complimentary book chapter to get an in-depth overview of the winning skills it takes to thrive in this vital role. You'll also learn a useful three-step process that will help you maximize the ... DOWNLOAD >

"How a Vigorous Sales Management Team Helps You Win in the Marketplace" (excerpted from Building a Winning Sales Management Team)
Which is more critical to sales force effectiveness? Salespeople or sales managers? After asking thousands of sales leaders this question, the authors have found that opinions are evenly divided – but the real answer is ... DOWNLOAD >

2012 Territory Management Report: Key Trends Analysis
This CSO Insights report examines how top firms are designing, assigning, and managing sales territory plans, and how those plans are also affecting challenges related to compensation. Download your complimentary copy today, and use the ... DOWNLOAD >

Create a Stronger Sales Team: How to Diagnose Problems, Identify Strengths & Take Positive Action
Even the strongest managers are not mind readers. Without feedback, it's difficult to diagnose problems and start to make critical decisions that will most strategically benefit the business. Read this white paper and learn how ... DOWNLOAD >

Leading Characteristics of Highly Competitive Global Sales Forces
Today's global customer expects instant gratification. Accordingly, highly competitive sales organizations have culled inefficiency from every corner, including areas that are frequently overlooked, such as contract management. Download this free white paper today and learn ... DOWNLOAD >