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Sales Enablement Publications

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

A "how-to" guide to boosting sales through predictive and prescriptive analytics Data Driven is a uniquely practical guide to increasing sales success, using the power of data analytics. Written by one of the world's leading authorities on the topic, this book shows you how to transform the corporate sales function by leveraging big data into better decision-making, more informed strategy, and increased effectiveness throughout the organization. Engaging and informative, this book tells the story of a newly hired sales chief under intense pressure to deliver higher performance from her team, and how data analytics becomes the ultimate driver behind the sales function turnaround. Each chapter features insightful commentary and practical notes on the points the story raises, and one entire chapter is devoted solely to laying out the Prescriptive Action Model step-by-step giving you the actionable guidance you need to put it into action in your own organization.

Developing Sales Managers Whitepaper

Developing Sales Managers: Activating Sales Performance Through Learninginvestigates whether sales managers are sufficiently equipped to handle their responsibilities, which include managing and developing sales representatives and meeting unit productivity goals. It also looks at the lack of availability of training programs directed specifically at incoming sales managers, and the content of new sales manager training programs in the organizations where it does exist.

Developing Sales Managers

Developing Sales Managers: Activating Sales Performance Through Learninginvestigates whether sales managers are sufficiently equipped to handle their responsibilities, which include managing and developing sales representatives and meeting unit productivity goals. It also looks at the lack of availability of training programs directed specifically at incoming sales managers, and the content of new sales manager training programs in the organizations where it does exist.

The Art of Modern Sales Management

Sales management has changed dramatically in the past decade. In a connected and evolving world it is hard to offer a definitive guide, but this book strives to sketch out a blueprint for managing performance in a changing sales landscape.

Leveraging Mobile Learning for Sales Enablement

When sales professionals are sitting in a classroom or even in front of a computer completing tutorials, they are not selling. Mobile learning is the ideal solution for an already on-the-go sales force.

The State of Sales Training, 2012

The State of Sales Training, 2012 is an analytical study that provides insight into sales training efforts within various organizations. By looking at various components of sales training, such as performance, efforts, and expenditures, this report offers members of the sales training community valuable data that will allow them to tailor their programs to help staff reach their full potential.

The State of Sales Training, 2012 Whitepaper

The State of Sales Training, 2012 Whitepaper is derived from the full report of the same name, and based on a study conducted by ASTD. The purpose of this report is to provide insights into sales training efforts within various organizations.

Measuring the Success of Sales Training: A Step-by-Step Guide for Measuring Impact and Calculating ROI

From renowned ROI experts Jack and Patricia Phillips, this latest collection outlines how to measure the return-on-investment (ROI) of sales training programs and provides real-life case studies that demonstrate how to apply the principles of the ROI Methodology when evaluating these programs.

Premeditated Selling: Tools for Developing the Right Strategy for Every Opportunity

With a five-step process and case studies to demonstrate what works in sales, Premeditated Selling: Developing the Right Strategy for Every Opportunity shows you how to develop and tailor winning strategies for your most important prospects.

The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance

The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques: Building Mental Flexibility Anchoring Concepts for Easy Recall Encouraging Behavioral Change

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