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Sales strategy and sales force effectiveness News
May 27, 2014
Companies need to take a data-driven approach to marketing, sales and product development to stay ahead of the customer empowerment curve.
April 13, 2012
IBM continues its analytics buying spree with plans to acquire sales and performance management software company Varicent Software Inc.
February 27, 2012
Better technology and consumers eager to avoid phone calls are increasing the use of virtual agents for customer service, but one pioneer is adding them to online sales as well.
January 16, 2012
Sales organizations are decreasing their use of Microsoft Excel, while adding sales force automation tools and strongly considering analytics, according to a new benchmarking report.
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In devising and implementing a social CRM strategy, companies need to look within and make sure their company culture is set up for success before the first tweet is posted. Continue Reading
A medical devices maker sought to improve sales reps' knowledge to boost sales performance. So, it tapped into their innate sense of competition. Continue Reading
Social media and analytics have changed customer expectations for deeper relationships with vendors. Salesforce lead generation is up to the task. Continue Reading
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Customers are driving a shift away from ownership and toward subscription models. Can companies benefit? Continue Reading
CRM platform buyers have a range of options. This tip outlines some considerations if you're buying or upgrading a CRM system. Continue Reading
Companies can build metrics to tap threshold scores for leads that garner actionable sales information, but must decide what is ultimately valuable. Continue Reading
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You can collect lead generation data from multiple sources and use a CRM system to target marketing and sales campaigns. Continue Reading
With multichannel marketing automation software a reality, the tools still need to align with user expectations and reflect business processes. Continue Reading
Marketing automation tools have progressed, but the field is still developing. Here are buying considerations for marketing automation software. Continue Reading
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While call centers have gotten a bad rap, new contact center technologies have helped turn their reputation around. Continue Reading
Companies waste time on leads that will never culminate in sales. Lead-scoring models can help teams prioritize which leads to nurture. Continue Reading
If your sales reps didn't make quota this quarter, maybe it's a company-wide shortcoming. Which best practices of sales-rep success have you ignored? Continue Reading