Articles and White Papers
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- Maximizing Channel Performance
No longer used just for mature products, companies find the channel strategy effective for situations that were once only considered for a direct sales model. Read abstract - Supercharge Sales Force Productivity
Exciting innovations from companies like Salesforce.com and WebEx are giving organizations the power to take their sales force to new heights. Read abstract
Recent Articles
All Articles & White Papers-
Halliburton: Combining Passion and Process for Sales Results
With a veritable Babel of cultures stemming both from Halliburton's having account reps all over the globe and assimilating sales forces from its acquisitions of other companies, the company followed a... -
Megatrends Will Impact the Way We Manage Sales Organizations
A trend-driven change doesn't slip by unnoticed: It will significantly impact the market—or, in our case, the account—which can perceive the trend as either positive or negative. And a trend typically... -
Selling in a Flattened World
Historically, sales have been product-led, meaning that salespeople functioned primarily as product experts. Today, the most successful salespeople rely on a process that's far more proactive. The true... -
Beyond Passive Resistance: Motivating Sales Teams to Adopt Change
People move the process and are ultimately responsible for the success of the process. A successful change initiative begins with people--and building a coalition of leaders to help adopt and implement the...
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