Download this eBrief to find out how to streamline sales content management to a digital approach that solves content challenges—for sellers AND buyers.

Before you embark on expanding your initial sales team, focus on equipping your sales team for success. Thinking about your sales organization as a machine will help you focus on the critical success factors (outlined in this e-book) needed to build a repeatable and predictable revenue stream for your company.

The foundation of Customer Success is an effective process for customer onboarding, implementation and launch. This reduces the time it takes for customers to see value from their purchase, known as Time to First Value (or TTFV). But what exactly is TTFV, why is it so important, and how can you minimize it? In this whitepaper, we explore the concept of Time to First Value, which is just one aspect of Imparta’s Customer Success & Renewals program, and describe the 7 techniques you can use to reduce TTFV to benefit your customers, and your own organization. 

Uncover the sales negotiation fundamentals that are most often overlooked and misunderstood by salespeople, including both positional (win-lose) and principled (win-win) negotiation styles. You’ll also learn how to defend against the six most advanced procurement tactics that you may not even realize you are coming up against, such as: Best-of-the-Best Pricing Reverse Auctions and eBids Limited Authority Discomfort Nibbling Reopening

Modern Corporate Training Today, modern corporate training programs must focus on building a culture of learning to engage, train, and retain employees. They must also prove that these programs impact business growth. To help you prioritize initiatives, we’ve identified six of the most important trends shaping corporate training today.

While organizations around the world are spending billions of dollars on training, most of that investment is being wasted. Here’s what you can do to make sure your sales training initiatives add up to long-term results. Have you ever observed a sales representative during a call and thought, "How can this be the same person who did so well during training? Why aren’t they doing what they were taught?" They’ve been through the training and learned the skills—intellectually they know what they should do—but now that they’re back on the job, they’ve fallen into old habits and behaviors. The fact is, this situation is more often the rule than the exception. Data collected by the consulting firm ES Research has shown that 85 to 90 percent of sales training fails to translate into a lasting improvement in productivity. So what’s keeping the training from moving sales professionals from knowing to doing? Here are 4 of the most common reasons most sales training fails.

Emerging from the COVID-19 pandemic, many (if not all) companies are hyperfocused on boosting sales. A Google search for "sales enablement" yields millions of results—and a variety of conflicting definitions. Clearly, sales enablement can mean different things to different people. To some, it’s tools, tactics, and training. To others, it’s all about strategy, data, and analytics.  To us, it includes all those things—but it always starts with the story. Like any good book, your sales story should be a page-turner—keeping prospects hooked by engaging, inspiring, and making powerful emotional connections with them. But too often, the stories sales teams tell are fragmented, overly focused on product specs and features, or misaligned with marketing. The right story can make all the difference. And because research suggests that 50% of leads are qualified but not ready to buy, telling that story in the right ways at the right stages of the sales funnel is essential for converting new prospects into loyal customers. But an effective sales story involves more than delivering certain keywords to drive awareness, consideration, and decision as prospects move through the funnel. It should be a holistic, consistent thread that runs through all your communications to prospects—and one that’s laser-focused on the value you offer and the problems you can solve for them. Here are three critical steps to ensure that your sales team is telling a clear and compelling story about what you offer and why people will want to engage with your brand.

Just like face-to-face meetings, virtual meetings and events still begin with the basics.  Think about the demographics of those attending. Before you start planning the agenda and developing content, you must consider your participants. Who are they? What is the average age? What are their interests? What are common threads that bond them? Then, how will you get them to stay engaged? If you can’t envision them participating in something live, don’t expect them to do it virtually either. Ultimately, you need to determine what is going to make this meeting or event successful for your attendees"    With this as a starting point, this eGuide - created by the experienced staff at One10 Marketing - will walk you through the considerations and process that will guide you to creating a successful virtual event or conference.  

Get A Coach | Be A Coach the authors introduce a new framework for coaching that extends the benefits of this powerful tool to the masses. You will see how everyone, at every level of the organization, can get a coach anytime they need one, anywhere they are within the organization and for anything they are doing. Why? So that people can get better results in their job, more fulfillment in the workplace and more growth and development in their careers. For the organization there are also huge benefits: Facilitating knowledge transfer Fostering collaboration Closing the skills gap Establishing real time, on-demand learning