Articles and White Papers

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18 ways to improve sales training with video white paper.pdf   adobe acrobat reader dc 2018 10 15 12.27.44
How to use video in your sales enablement practice to help your reps ramp up more quickly, sell more efficiently, and share best practices more easily. Click below to download this Whitepaper.
Brainshark   22 tips   home
Able, adjusted, all systems go, apt, equipped, fit, in order, organized, planned, prepared, primed, qualified, rehearsed, set. These are all synonyms for the word ready. The question is, can you really be sure that these words apply to your sales team? To help you not only shift the way you think about sales readiness, but actually take steps towards ensuring your own sales organization’s readiness, we have compiled 22 tips to guide you.  
Eb 5 data visualization pitfalls en.pdf   google chrome 2016 04 07 10.32.59
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.
Training magazine   5 pitfalls   whitepaper v2 (1).pdf   adobe acrobat reader dc 2018 08 29 14.04.49
We have identified five potential areas of failure in sales process/sales methodology implementation in the midst of data-driven sales transformation.  These areas are broad and multifaceted, but we have explained them within the context of the business issue, and their effects on process implementation, as well as the way that shifting process implementations can affect business issues.
Aber
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.
Brainshark wp1
Just as B2B sales strategies must adapt to increasingly savvy buyers, sales training must change too. This brief discusses how newer training content and methods can result in a better, smarter sales force.
Sales process cc
Steve Andersen
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.
Beyond sales process
Steve Andersen
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.
Wp cito big data for big industries en.pdf   google chrome 2016 04 07 10.35.53
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. 
Callfinder capture the customer experience.pdf   google chrome 2016 04 06 09.54.09
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.
Cash and merchandise incentoves fuji.pdf   google chrome 2016 04 06 09.46.16
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.
Biw 5waystocreatedatadrivenmarketingculture r1.indd   google chrome 2016 04 07 12.04.21
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.
Microsoft word   5  2013 spo sales execution analysis topical report   final (012213)j 1 .docx   google chrome 2016 04 06 11.28.57
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.
Flourish
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.

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Sf salescoaching whitepaper 082218 digital.pdf   adobe acrobat reader dc 2018 08 30 13.18.30
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.
Sm
A few months ago, I was in Denver and met a retired man who asked about my work. I told him I research the motivational effectiveness of different types of rewards. He held up a worn leather bag and said with a smile, “I was a sales rep and this was my first reward for winning a sales contest in 1967.” He beamed at the accomplishment made over 50 years ago. It’s easy to recall the thrill of receiving the reward of a leather bag or a trip to the Bahamas your boss gave you decades ago. Great memories are one thing, but how do rewards impact someone’s motivation to perform at a higher level?
Wilson learning white paper   becoming trusted advisor.pdf   google chrome 2016 04 06 14.00.52
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.
Profitable channels effective sales content.pdf   google chrome 2016 04 06 13.43.13
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.
Membrain whitepaper effective sales process the sophisticated sales leaders guide (1).pdf   adobe acrobat reader dc 2018 06 04 14.49.55
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.
Csuites executives   home1
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.
Layer 018
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.
Team memeber engagement supervisor white paper.pdf   google chrome 2016 04 07 12.47.07
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. 
Essential guide to modern sales onboarding (1).pdf   adobe acrobat reader dc 2018 08 14 11.32.18
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.
Title   google chrome 2016 04 07 10.02.56
Industry research shows that effective sales coaching can dramatically improve the performance of a sales team - in some cases driving up revenues by 20% or more.   The reason for such potential improvements is the significant "multiplier effect" sales organizations can achieve through sales coaching: one trained manager can coach multiple sales professionals and improve their overall performance. With such potential benefits it is no wonder that many sales organizations recommend that their frontline sales managers spend 25% - 45% of their time sales coaching.   The High Impact Sales Coaching Guide provides expert advice on essential sales coaching skills to help sales managers effectively empower their teams to reach their highest potential.
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