Sales enablement, while useful, is ad hoc in practice, thereby neglecting to provide structure to any sales process. Without proper guidance to put your initiatives into practice, your efforts will inevitably fall short and will inadvertently lead to the opposite of structure: chaos. Similarly, many sales processes today are stuck in the why - or in the chaos of poorly defined processes, ad hoc efforts, and unrecognized returns. In other words, sales leaders continue to work overtime on enabling their salesforce with repetitive maintenance strategies, while not spending nearly enough time on executing effectively to grow and scale their sales initiatives.

Regardless of industry, organizations are starting to recognize the value of big data and how they can use it to gain new insights about their business. CITO Research has surveyed Qlik customers in healthcare, banking, securities & investments, insurance, telecommunications, and retail. Download this white paper to learn more about how they are harnessing the power of big data to generate business benefits and competitive differentiators. 

Charts and graphs are an incredibly powerful way to present your data, but even minor mistakes can bury your insights in clutter and confusion. This e-book will help you tell a clear and compelling story every time with critical tips on color choices, choosing formats for different data types, avoiding "chart junk," and more.

In the era of data discovery, analytical power has migrated from the IT department to business users. Surveying over 700 analytics users, Aberdeen set out to understand modern analysts to identify what makes them successful. Among many interesting findings, Aberdeen discovered that modern analysts are 55% more likely to have access to interactive data visualization tools, and 46% more likely to have a data governance solution. Download this report to learn more.

At CeBIT 2014, Gary D. Burnette, VP of sales transformation at IBM, gave some insight into why and how IBM had deployed Sugar from SugarCRM to support a global sales force of more than 45,000 sellers within 12 months of a successful pilot. IBM's successful approach provides a valuable lesson for organizations embarking on major multi-country or global customer relationship management (CRM) deployments.

Without a doubt, technology has become a great tool for improving the effectiveness of B2B marketing. Social media, marketing automation, mobile marketing, and search engine arketing all aid in efficiently generating a high volume of leads. Whether marketing teams support sales efforts by generating and nurturing high quality leads or following up on events, technology can make their work more efficient and productive. However, smart businesses know that purchasing decisions are made by human beings who respond to personal interactions with other human beings. Though many simple business transactions can exist entirely online, effective marketing practices must include a human touch.

Today's B2B marketing organizations claim that the fundamental task of generating leads is their most significant challenge. Activities like social media marketing can be powerful, but they can also distract marketing from its core business objective, which is to generate qualified, actionable leads for sales. Outbound lead generation via telemarketing promises to resolve this challenge. Telemarketing generates high-quality leads that empower sales to drive business growth. However, many marketers' budgets are being examined with a critical eye. The phrase "do more with less" has become a dominant theme in many marketing departments. Marketing is being tasked to generate higher quality leads and do so with ever-decreasing budgets. Once marketing recognizes that telemarketing can be part of a cost-effective lead generation program, the next step is determining how to go about it. The primary consideration is whether it should be done in-house or outsourced.

Common wisdom to increase production would dictate a change in the monetary compensation plan. Pay more cash and get more results. Everyone likes money - it is a simple and rational choice. And if money is so desirable, why not use it as a reward to induce more desired behavior? Many corporations do just that. It is undeniable that money works to drive behavior, and money used as an incentive yields positive results - up to a point. The fact, however, is that money is not the optimal reward to get extra effort from people.

As sales organizations endeavor to escape the constricted economy of the 2009 recession, one of their most significant barriers is stagnant progess regarding bringing their sales cycle under control. Aberdeen research conducted in March, 2010 for the benchmark study of 441 corporate sales teams,Automating Lead-To-Win: Shrinking the Sales Cycle and Focusing Closers on Sealing More Deals, included 37 companies currently deploying CPQ technology, and analysis shows that these organizations are realizing concrete performance advantages over other survey respondents.

Sales are the lifeblood of every business. A company that is more effective at selling its products will out perform its competitors, even if they offer higher quality or better value. It is, therefore, essential for businesses toemploy a highly dedicated and motivated sales staff. While many companies reward salespeople on a commission basis, research demonstrates that non-cash incentives such as gift cards are more effective at improving motivation, boosting performance, and increasing a company’s bottom line.