Ask a CEO to name his or her organization's most important asset and you're sure to hear "our people," followed closely by "our customers." Everything  else  takes  a  backseat, and  yet few books are written about how these two most  valuable assets interact, engage, align, collaborate, innovate, and create value together. Beyond the Sales Process focuses on the frontline of engagement with customers. It is specifically intended for salespeople, account managers, their managers, and sales leaders, as well as others who have responsibilities and pressures associated with developing and winning business, and those  who  are  tasked  with  extending  and expanding their relationships with customers. In the case studies that follow each section, you'll learn how top companies engage differently and grow successful customer relationships based on collaboration, innovation, and mutual value creation and co-creation. These case studies provide an in-depth perspective on how industry leaders across the globe engage, win, and grow with their customers. Adecco Staffing U.S., BNY Mellon, Hilton Worldwide, Honeywell Building Solutions, Merck/MSD, Panasonic Corporation, Securian Financial Group-Group Insurance, Siemens AG, and Zurich Insurance Group have generously provided us with their stories. While this book is largely intended for those who want to consistently be at the top of their professional peer groups and are willing to consider new ideas to help them succeed, it will also be of value to the managers and leaders who motivate, coach, and support the efforts of their teams. Thus, this  book  is  for  those  customer-facing  professionals  who need to drive their performance to the next level of effectiveness. Click VIEW below to download these valuable strategies.

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. 

Despite growing popularity, marketing automation remains underutilized in many organizations that could greatly benefit from it. It can open a world of new opportunities for your business as described in our free ebook, Guide to Marketing Automation.   Marketing automation streamlines complex marketing processes, allowing companies to efficiently manage campaigns across multiple channels. By automating repetitive tasks like email marketing, segmentation, and lead scoring, it frees up valuable time for strategic planning and creativity. Marketing automation streamlines your marketing efforts to:  1. Save time and money on your marketing efforts  2. Drive more sales  3. Get to know your clients better and strengthen customer relationships  4. Improve the user experience  5. Automate repetitive tasks  With Brevo, marketing automation has never been so intuitive and approachable. Don’t wait to take action and drive growth for your business.

With a speech analytics application, businesses have access to invaluable information contained within their interactions with customers that can help them gain flexible, scalable business intelligence, enhance revenue, and diminish risk.

The cash vs. tangible incentives argument is an old one. This paper suggests that there is room for both, and both can be effective when used in the proper application.

In an effort to test the impact of different incentives, a global telecommunications firm worked with BIWORLDWIDE to study the performance of its call center employees. Our findings confirmed previous research: non-monetary rewards drive greater performance than cash and cash equivalents.  We also found that individual goal setting delivers stronger results than tiered goals. In other words, setting your own goal improves performance significantly more than receiving pre-assigned goals.

Download this special report loaded with additional findings from the study. Plus, you'll get insider tips for executive leaders and middle managers.  

CSO Insights 2013 Key Trends Analysis provides an overview to the eight key attributes found in high performance sales organizations. Download now and compare how your sales team's best practices align with the high performance organizations in this study.

Branded currency plays a critical role in a merchant’s marketing mix and customer retention strategy. Gift cards, points, loyalty, rewards and promotional value all help merchants expand their market share, reach new corporate customers and retain those customers. As branded currency continues to evolve and promotional and loyalty programs grow more complex, merchants are increasingly teaming up with specialized prepaid card companies to turbocharge their B2B gift card sales. From basic fulfillment to lead management and fraud prevention, this guide is designed to walk merchants through the considerations of setting up and launching a successful B2B gift card program.

Why are some companies thriving in the current environment while others fall behind? The secret is modern sales enablement designed for virtual teams. Today’s winners are mastering virtual selling with an up-to-date approach to content, tools, and knowledge. Sellers are working harder than ever—and sales enablement has never been more important than it is today. At the start of the pandemic, you may have shifted overnight to virtual selling. But the processes and tactics you put in place in the Spring likely weren’t designed for the long term. Sales teams have had to learn on-the-fly how to succeed when in-person meetings aren’t possible. It’s time to figure out what works in this new world and what doesn’t. Sales enablement in 2021 will be very different from last year. But knowing how to pivot to a modern approach isn’t obvious. Download this eBook to learn the elements of modern sales enablement and how you can upgrade your current approach for long-term success. Get your eBook to learn: Best practices to accelerate results with virtual teams—and why traditional tactics are no longer enough 4 key capabilities of a holistic sales enablement solution How to build a powerful tech stack when your budget has been cut Plus, the 2021 Sales Enablement Checklist to help drive results next year and beyond   Don’t get left behind by relying on an outdated sales enablement approach. If you aren’t updating today, you don’t have a moment to delay.

With highly technical products and a clinical sales approach, 3M needed to ensure that their more than 1,000 sales reps could deliver key messaging effectively. An integral part of their sales process involved reps having in-depth discussions with medical professionals that covered not only product knowledge, but also the supporting science and research.  Download this case study to learn how 3M addressed this challenge and the results. 

Across the nation, sales managers are struggling. They struggle to keep up with deadlines, with reporting, with setting and hitting goals, and with managing and motivating their sales teams. SalesFuel hears these sentiments at every conference, at every training session, and every day from our own clients. There is not enough time. And most definitely, there is no time for sales coaching. The developers and researchers at SalesFuel were tired of hearing sales managers say, "Oh, I’m swamped with bazillions of things to do. I don’t have time to sit down and have hour-long conversations with each sales rep every week." So, they created a tool specifically to address this no-time epidemic and to disrupt the way we think about managing sales forces forever. It is time for a sea change in sales management. And, it’s time for adaptive sales coaching.

There are no best-sellers written about middle performers who stayed in their lane. But there are libraries written about the well-loved top performers. And bottom performers get plenty of attention, in part because sales managers would rather drag them along than replace them.  Here is why the next chapter in your company’s history should focus moving the middle.

While it is all well and good - even honorable, really, to associate selling success with being a trusted advisor, what does it take to earn that status with customers in today’s buying environment? Research by CSO Insights, the Aberdeen Group, and others has shown that just telling salespeople to be trusted advisors has not worked: win rates have fallen and no-decision rates have grown. Customer behaviors seem to be saying that they don’t trust salespeople’s intent, and don’t see them as a credible advisor. To address this concern, let’s explore three key principles that point the way to becoming a trusted advisor.

Business-to-business leaders are searching for ways to improve sales productivity, battle rising selling costs, accelerate skills development and transition to solution selling. What most don’t realize is that the quality and effectiveness of their sales content are critical to addressing these issues.

Sales is in an effectiveness crisis, with 47% of sales professionals failing (according to CSO Insights studies). It's easy to blame outside factors. But the truth is, if we're going to turn sales performance around, we have to take a good, hard look at sales process.  To achieve consistent results, your sales team needs an actionable and measurable sales process consisting of your best practices. It needs to be repeatable and easy to follow. Download this white paper to: Learn why mapping out a formalized sales process is worth the effort. Get practical guidance on how to do it successfully. Learn how technology makes effective execution achievable for any sales organization. See inside an organization that increased their profit margin by 50% by better executing their sales strategy.

Today's C-Suite executives have a wide variety of concerns, mostly involved with planning, managing and affecting change throughout the organization.  They are also concerned about multiple constituencies - customers, shareholders, employees, suppliers, competitors, business partners, regulatory agencies and the various governments in which they operate - both domestically and internationally.  C-Suite executives are willing to meet with professional salespeople if they are convinced that the salesperson can deliver true business value to them. This white paper will outline the six steps that will enable you to successfully engage with C-Suite executives - and to maintain and leverage those relationships over the long term.

Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accordingly. The biggest change for sellers is that the game has gotten harder, and sellers need to execute at a higher level than ever before to compete. Committing to this level of change is the difference between college sports and pro. The players are bigger. The game is faster. The conditions are more challenging.

New 75,000-Person Research Study Unveils Findings to Unlock Workforce Potential With almost universal awareness about the business benefits of employee motivation, why are employees checking out in droves? New research unveils findings about employee motivation that is stemming this trend in some organizations. Critical steps detailed that can help increase employee motivation in an organization.

As a Sales Manager, your role is to manage sales AND lead people. This handy reminder includes simple models for building 2-way trust, actively listening, giving quality feedback, and coaching -- the essential ingredients for enablement and ennoblement that you'll need to lead.   Click below to download this Infographic.

Engagement, the employee’s commitment to their organization and their willingness to perform beyond expectations, has become a focus area for management. Engagement is more than mere job satisfaction; fully engaged employees are motivated and dedicated to making the organization a success. At the most simplistic level engaged employees lead to happy, loyal customers and repeat business. Importantly engagement also leads to improvement in retention levels. In short, it impacts the bottom line. Dale Carnegie Training asked MSW Research to undertake a benchmark nationwide, cross industry study of 1500 employees to explore engagement in the workplace. The study discovered that although there are multiple factors affecting engagement, the personal relationships between a manager and his or her direct reports is the most influential. 

A New Look at Sales Onboarding Sales organizations onboard new employees differently now than they did just five years ago. This transition to modern learning practices reflects exciting new opportunities for today’s professionals in Sales Enablement and Training as well as Learning and Development to transform onboarding into an organizational capability that drives growth. We’ve helped over a hundred organizations build out successful modern onboarding programs and gained perspective on themes that consistently emerge among top performers. We’ll illustrate these throughout this guide while giving you tactical recommendations for driving better and faster onboarding today Click below to download this White paper.

Learn the #1 skillset sales leaders and professionals most need to create personal success today.   Sales is the growth engine of any successful organization. Modern sales skills will position you to earn trust and help your clients solve their biggest challenges. These skills are even more critical in times of disruption and uncertainty. Written for sales leaders and sales professionals, this eBook offers modern strategies to win new business, expand your current clients, and create stronger relationships.

Introduction When Peter McLaughlin and I first began talking about the topics of communication and feedback specifically, we quickly realized we had several things in common. We both felt that we were not particularly effective in giving feedback. In fact, we felt that we were pretty bad. We enjoyed the challenge and the positive results that come with a successful feedback conversation. We wondered why we had not naturally learned to give feedback. We agreed that if we were provided with a roadmap or model for giving feedback, we would have performed much more effectively in such situations. Looking back at particular examples, we both had a sense of delight from the positive encounters, and a sense of dread over the sessions that left us feeling discouraged, beaten down and lackluster. So why did we begin a project filled with such negative emotion? The answer—both to improve our own feedback skills and to examine what it would take to teach a new perspective and help "turn the opinion tide" that has made feedback a dreaded negative topic. Who doesn’t want to get better? Have you ever known anyone who said, "Nah, I’ll just stay mediocre and by the way, I don’t want a raise, promotion or exciting project…" Probably not. Our internal drive propels us to strive, learn and improve.