Businesses need to have a successful post-purchase experience that drives product-led growth, creates new value streams, and in turn reduces churn. However, to achieve true customer growth, a differentiated customer experience mapped to the post-purchase journey is essential. Learning plays a critical role in augmenting this experience. A self-service model for learning that helps the customer acquire product knowledge to unlock more value helps foster retention, increase loyalty and transform customers into advocates.

Your dream came true! You got that promotion and now you manage sales managers. But the dream has become a nightmare as missed quota and miscommunication has brought many missed nights of sleep. Managing sales managers is dramatically different than managing a team of frontline sellers.   

Technology plays a vital role in companies’ go-to-market strategies. The tools in each sales team’s tech stack can be the difference between blowing past competitors or falling short of quota - again! Choosing the right technology is among the most important decisions that sales leaders make. It’s used for everything from onboarding new hires to providing veteran rainmakers with highly qualified leads and the data to create the kind of tightly tailored messages that close deals. But how to make the right decisions?   In our newest Focus Report on technology for B2B sales, we take a closer look at how businesses are using technology to reinvent their sales process to reap the rewards of more effective onboarding, enhanced targeting, improved forecasting and shorter sales cycles. The collection of stories on sales technology examines: Research from Gartner on what new software purchases are making the most impact for B2B sales Best practices in the trend of automated demos Seven technology disruptions that will impact sales through 2027 Technology’s role in one sales trainer’s push to teach lawyers how to sell Why sales leadership will never be replaced by technology

Join us for a game-changing webinar that reveals the secret to building a high-performing revenue engine through close collaboration between key business functions. In less than 60 minutes, you'll learn how to create a shared vision, set common goals, and optimize your sales and marketing strategies to maximize revenue growth.  

The keys to wealth creation that I have learned growing Proforma from a $200 investment in a phone answering machine and some business cards to a $650 million dollar company.

"If I could just get more at-bats", says almost every sales rep I have ever met. It is all about starting the conversation, and getting your ideal buyers excited to take your call... but you have to earn the right to make that happen!  

Discover how to train your teams to triple the number of appointments they book and improve appointment quality at the same time!

It’s been a component of sales almost as long as sales itself has existed, but what exactly is sales enablement and what does it look like when it’s done well? For many, the term sales enablement leads to discussions of tech stacks and software as a service (SaaS) that companies invest in to shape their go-to-market strategies. However, those we spoke with said sales enablement is much more than software. It has taken on such an important role that many B2B companies have created sales enablement positions that are separate from the marketing and sales functions. In our new Focus Report on sales enablement, you’ll learn: The evolution of sales enablement and why it matters more than ever How to create sales enablement centers of excellence How sales enablement can help companies weather economic downturns ​​How to be prepared to seize every revenue moment

The role of managing others in today’s environment is chaotic. Many workers are in the office half the time or less. Research shows that more than half of all employees are disengaged and more than 60% report they are currently looking for a new job. Showing that you care for your workers has never been more vital to increasing engagement and retaining top performers. It starts by taking a genuine interest in employees as human beings and allowing them to bring their whole selves to work. Rewarding employees beyond providing a paycheck needs to be part of your company culture. Our Ultimate Guide to Non-Cash Incentives is a new report that provides the latest research on effective reward and recognition in the workplace. It will help you:   Assess how your company’s recognition and incentive efforts compare to similar-sized companies and those that are larger or smaller Learn how other companies are motivating workers and driving improved performance Arm yourself with data that supports allotting substantial budgets for incentive and recognition programs Provide a catalog-like review of the latest options in merchandise, travel, experiential, gift card and turnkey incentive travel solution providers.

The latest Focus Report from Sales & Marketing Management has tactics to increase productivity. Learn how leaders are empowering their sales teams for maximum impact, how the rating system for self-driving vehicles can be applied to sales automation and more.

In a world that has shifted to more virtual B2B sales and marketing, the question "What’s in your tech stack?" has never been more important. A new Focus Report from Sales & Marketing Management looks at some technological trends that are fueling success. The report includes these stories: 7 Technological Advances Shaping the Future of Sales and Marketing Sales Teams Embrace AI-Powered Conversation Analysis Experiential Sales: The Strategy of the Future That’s Here Today The Past, Present and Future of Enablement Technology

What worked for so many years when compensating sales professionals is no longer sufficient. Given today’s tight labor pool and a rush by entrepreneurial types to start their own businesses, putting a comprehensive package of pay, benefits and extra perks together has never been more important. SMM's Focus Report on sales compensation looks at how to get compensation right and hold on to your best salespeople. Articles address: Why a competitive salary is merely table stakes 4 shifts in sales compensation How to combat the Great Resignation Why gaining insight on what drives reps nuts will help you keep your team intact

As a sales leader you rely on Salesforce or another CRM system to ensure that your forecast data is accurate. Sales teams typically feel that providing sales data doesn’t help them sell, and is extra "paperwork."  So your forecast data is typically incomplete, inaccurate, or irrelevant.  

You're on LinkedIn.   You want to be seen as a master of your craft...   Someone who knows what they are talking about.

Have you ever watched a customer’s eyes glaze over during a salesperson’s proposal presentation?   Well, expect to see more of that as presentations move virtual.

A strong network of partners often acts as a crucial differentiator for successful businesses. A motivated partner network drives co-innovation, provides impactful solutions, and creates new experiences for customers. However, the partner landscape is evolving, and partners now have more choices of providers than earlier. Keeping a partner engaged and educated with the right product knowledge often acts as a clincher to drive business at scale across geographies. Building an effective partner learning playbook is therefore an investment in the path of partner-led growth.  

Poor sales leaders can do real damage, costing organizations billions of dollars each year and driving attrition of your best people. Yet, when given the right training, Sales leaders not only improve, they can become the "secret sauce" that turns a good organization into a great one! Good sales leaders become a magnet for top talent, increasing productivity and engagement.  

The Covid pandemic has changed our lives forever, from the way we communicate, to the way we think about mental health, and far beyond. We have reorganized our priorities, put a higher value on time with family and friends, and have a greater appreciation for some of the freedoms we used to take for granted. This is no less true in the business world and the day-to-day of our jobs. One of the biggest workforce changes brought about by the pandemic is working remotely. And while many workers have begun to return to the office, a substantial number continue to work remotely or have a hybrid schedule. For some organizations, this new distributed workforce is here to stay. So how do you motivate them appropriately? Download this white paper for insights.

Are you re-creating the wheel every time you facilitate virtual classes? Wondering how to save time while still creating an engaging learning experience? Wish you had repeatable shortcuts to help efficiently set up and deliver your virtual programs?  

You immediately will benefit by attending this useful, practical, interactive presentation!   

Life can be a lot like Chutes and Ladders, the classic children’s board game, writes Richard Moran in his brilliant new book, NEVER SAY WHATEVER: How Small Decisions Make a Big Difference (McGraw Hill; April 11, 2023). Each time you say "whatever" you slide down a chute, but each time you make a decision, you have the potential to climb a ladder and move forward.

Retaining existing talent is second only to recruiting new talent on the current list of biggest CEO concerns [Fortune/Deloitte, Fall 2022].  

Today, there are lots of ways to get hybrid sales training and enablement wrong.  But fear not! 

Eric Shinseki, former Chief of Staff of the Army, is quoted as saying, "If you don't like change, you're going to like irrelevance even less."