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This webinar will examine the role of the sales proposal in today’s buyer-centric world and present proven strategies to better align your content with buyers’ decision-making behaviors.

This course has 6 video modules that will help you train sales reps on a consultative approach to selling.

In a July 2014 study sponsored by Showpad, Demand Metric explored the impact of "bad" sales interactions, or poor performing sales conversations, to understand how they affect sales opportunities and overall revenue.

This guide suggests a better process for acquiring an ICM solution. For many companies, sales compensation is the largest component of Sales, General and Administrative (SG&A) costs. The monthly calculation and payment of variable sales compensation is often an arduous, manual process that must accommodate a number of exceptions and changes: rarely does a sales compensation plan start and end a fiscal year intact.

A guide to help you begin a sales enablement initiative.

Sales Training Methodology

Use this step-by-step planning methodology and set of 27 premium tools and templates to develop a consultative approach to selling.

Use this step-by-step planning methodology and set of 35 premium tools and templates to create a comprehensive sales enablement plan.

A guide to help you identify and understand the key stakeholders involved in decision-making for your next project.

MUTUMBO

This guide provides practical advice for converting to a consultative selling approach.

Competitor Analysis Tool

This will help you determine your market position in relation to your competitors.

Key Account Analysis

Use this to assess key accounts, forecast future sales, key success factors, and competitors.

Sales Presentation Template

We created the Sales Presentation Template to provide you with a standardized presentation deck.

Use this to evaluate your company's sales training effectiveness.

Use this to evaluate and obtain key stakeholder buy-in during a complex sale.

Key Account Reporting Tool

A template for providing a high level status report for each of your key accounts.

Use this tool to create an action plan to win more business from your top accounts.

Use this to craft solid arguments to handle common objections.

A worksheet to help you develop effective probing questions.

A template for a Non-Compete Agreement between parties who conduct business together.

A template to create a standardized sales script that helps your new reps perform faster.

Feature Advantage Benefit Tool

A template to create a matrix of product features, advantages, and benefits.

Customer Profile Template

Use this to create fictional personas for the key audiences you intend to target.

Competitive Analysis Tool

This will help you determine your market position with regard to value, price and market share.

Kristen Maida's picture
Expert
Kristen Maida
Expert

In this report, we look at the Sales Enablement Knowledge Transfer or Enablement Knowledge Management (KM) as it is increasingly beginning called.

We’ll look at the vendors and their solutions through the lens of their customer’s experience to show not just want the vendors do and the problems they solve but the results that real customers are getting and what their experience is working with that vendor.

Our Research Director, Clare Price, is the key contributor to this best practices report.

Kristen Maida's picture
Expert
Kristen Maida
Expert

This guide suggests a better process for acquiring an ICM solution. For many companies, sales compensation is the largest component of Sales, General and Administrative (SG&A) costs. The monthly calculation and payment of variable sales compensation is often an arduous, manual process that must accommodate a number of exceptions and changes: rarely does a sales compensation plan start and end a fiscal year intact.