The global economic climate has become more turbulent, and many sales executives are discovering that an important part of their job has now become an imperative: executing a profitable pricing strategy. One of the ironies of

The ramp-up time for new sales reps is typically six months or longer, and on average sales reps stay in their position for less than two years. A comprehensive on-boarding program for sales reps can shorten

Companies know the value of training their sales force, but many don’t realize the importance of developing their front-line sales managers. They assume sales representatives can seamlessly transition from a position of selling to one

Many sales teams have turned to marketing leads, automated nurturing, and channel partners as a means to address these sales challenges. However, an overreliance on marketing and the channel can be a dangerous thing. Though

Today, in an era of rapidly evolving go-to-market strategies, the challenge of readying sales and marketing teams confronts almost every organization. New cloud-based solutions, service offerings and product lines are simply changing too quickly.

The role and responsibilities of the enterprise-level sales force is changing—and fast. And the new job description is based on innovation, as well as nimble technology-based learning and knowledge. In the wake of the recession there

Selling isn’t a great sport in which to come second. In the world of “winner takes all”, anything that gives you a small increase in performance relative to the competition can have a huge impact on your

Imparta has grown over the last 10 years to become one of the largest sales training companies in the UK, and unlike many, it’s a company that takes its own medicine. Imparta runs an internal Sales Academy for its customer-facing

This White Paper covers sales change management. It levers off some excellent research and publications in this space, and uses them to delve into why change is not successful, and what factors and conditions need to

As the economy grows more uncertain, you must choose: (1) ramp up your selling efforts and take market share; or (2) hunker down and ride it out. The smart money is on those who ramp up.

When considering a sales training initiative, companies have a clear choice to make. Will you continue to invest in event-based, flavor-of-the month training – or will you make a legitimate commitment to a continual learning

To the cynical onlooker the terms Forecast Analysis and Pipeline Analysis can seem like an oxymoron. There doesn’t seem to be too much analysis in areas which are the product of subjectivity, conservatism or misplaced optimism. As

“The number one challenge facing sales organizations today is demand generation,” said Marisa Hamilton, Director of Strategic Accounts for Baker Communication. “Less than 55% of reps are making quota. Less than 25% of leads are

For decades, hundreds of sales methodology firms have focused almost exclusively on event-based training as the primary learning vehicle. Emerging in the 90’s, the internet created a connectivity environment that allowed new forms of learning

Companies are spending billions on sales training and improvement initiatives annually, but industry research provides limited evidence that these investments are attaining sustainable results for most corporations. In fact, aggregate metrics for sales effectiveness have