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Your Sales Training Is Probably Lackluster. Here's How to Fix It
Sales & Marketing Digital ArticleVisuals increase retention 65%. -
Good Sales Teams Know When to Stop Selling
Sales & Marketing Digital ArticleNever upsell an unhappy customer. -
How Nimble Is Your Sales Planning?
Sales Digital ArticleRigid plans just won’t work anymore. -
New Science of Sales Force Productivity
Sales & Marketing Magazine ArticleFor years, sales managers at many companies have relied on top performers and sheer numbers of sales reps to stay competitive. But while they may have... -
Adapting Your Sales Approach in a Downturn
Sales Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products — even in challenging economic times. -
A New Way to Compensate Sales Teams
Organizational Development Digital ArticleToo many companies still assign quotas and commissions, which results in overpaying some reps and underpaying others. -
Are Lonely Salespeople Costing You Customers?
Sales Digital ArticleIt’s more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance. -
Sales Reps' Biggest Mistakes
Sales & Marketing Magazine ArticleFrom poor listening skills to the failure to follow up, salespeople offend potential customers in a variety of ways. Here's a chance for reps to take... -
4 Ways Sales Teams Could Get More Value Out of AI
Sales & Marketing Digital ArticleDespite the hype, very few organizations are using it well. -
Salespeople, Stop Worrying About Being Liked
Sales & Marketing Digital ArticleBe an expert, not a friend. -
How Right Should the Customer Be?
Sales & Marketing Magazine ArticleIf your salespeople aren't sure who their boss is--the district manager? the regional manager? the customer?--it could be a sign that your company's sales... -
How a Fast-Growing Startup Built Its Sales Team for Long-Term Success
Strategy & Execution Digital ArticleThere are no shortcuts. -
Sparking Creativity at Ferrari
Organizational Development Magazine ArticleFerrari depends on a creative workforce to build its gorgeous cars. Companies can take a lesson from its unique approach to inspiring employees. -
Avoid a One-Size-Fits-All Approach to Sales Coaching
Sales & Marketing Digital ArticleHow to tailor your advice to your reps' needs - and build a culture where they help each other. -
Don’t Turn Your Sales Team Loose Without a Strategy
Sales and marketing Digital ArticleGuidelines can protect long-term profits. -
Is Your Sales Strategy Worth Scaling?
Sales & Marketing Digital ArticleTrying to replicate a successful initiative can often be a waste of time and money - but sometimes it really can pay off. -
What Subscription Business Models Mean for Sales Teams
Sales and marketing Digital ArticleRecruiting customers and retaining them are two different skills. -
What Top Sales Teams Have in Common, in 5 Charts
Sales and marketing Digital ArticleNew research shows what differentiates the best sales organizations. -
How AI Can Help Sales Teams Craft More Personalized Pitches
AI and machine learning Digital ArticleHistorically, creating relevant messaging required a lot of leg work and research. New tools make it much easier. -
B2B Sales Teams Can’t Afford to Ignore Midsize Customers
Sales Digital ArticleIn the U.S., it’s a $6 trillion opportunity that most large multinational companies fail to capture.
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A New Way to Compensate Sales Teams
Compensation and benefits Digital ArticleToo many companies still assign quotas and commissions, which results in overpaying some reps and underpaying others. -
Integrating Digital Tools into Every Stage of Your Sales Strategy
Sales Digital ArticleHow to navigate the three phases of identifying and onboarding the tools your team really needs. -
How AI Can Help Sales Teams Craft More Personalized Pitches
AI and machine learning Digital ArticleHistorically, creating relevant messaging required a lot of leg work and research. New tools make it much easier. -
How Middle Market Companies Can Avoid a Liquidity Crisis
Operations strategy Digital ArticleBy closing the loop between sales and operations, they can generate more cash and profits. -
Sellers Are Overwhelmed by New Technology
Sales Digital ArticleAccording to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota. -
3 Questions Sales Teams Should Ask After Losing (or Winning) a Deal
Sales and marketing Digital ArticleA quick retrospective can not only help sales, but also marketing, product, and finance teams. -
Using Sprints to Boost Your Sales Team’s Performance
Sales Digital ArticleThis technique, adopted from agile, can help sales teams achieve long-term strategy shifts, while still driving results. -
How to Boost Your Sales Reps’ Performance
Sales Magazine ArticleThere’s a delicate balance between finding potential customers and signing them up. -
B2B Sales Teams Can’t Afford to Ignore Midsize Customers
Sales Digital ArticleIn the U.S., it’s a $6 trillion opportunity that most large multinational companies fail to capture. -
A Digital Talent Hub Can Make Your Sales Team More Agile
Human resource management Digital ArticleConnecting existing systems that track applicants, onboard employees, and monitor performance can help improve your team’s productivity and performance. -
Setting Your B2B Sales Strategy in a Downturn
Sales Digital ArticleShifting mindsets create new risks — and new opportunities. -
Why Some of Your Salespeople Are Dragging — and How to Fix It
Sales and marketing Digital ArticleProactively addressing burnout will boost retention and performance. -
Adapting Your Sales Approach in a Downturn
Sales Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products — even in challenging economic times. -
How to Digitalize Your Sales Organization
Sales Magazine ArticleUse technology, data, and analytics to do it right. -
Stop Losing Sales to Customer Indecision
Behavioral science Digital ArticleA playbook to help sales reps nudge customers off the fence. -
Building a More Adaptable Sales Force
Sales Digital ArticleFour practices to help organizations evolve. -
Are Lonely Salespeople Costing You Customers?
Sales Digital ArticleIt’s more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance. -
Is Your Sales Strategy Worth Scaling?
Sales team management Digital ArticleTrying to replicate a successful initiative can often be a waste of time and money — but sometimes it really can pay off. -
How B2B Businesses Can Get Omnichannel Sales Right
Digital transformation Digital ArticleBuyers expect the same level of service and flexibility as when they shop in their personal lives. -
Where Do Salespeople Fit in the Digital World?
Sales Digital ArticleWhen you need a human to close the deal — and when you don’t.
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InsideSales.com (A)
Innovation & Entrepreneurship Case Study11.95View Details This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers... -
Sales Force Management at Nobel Ilac
Sales & Marketing Case Study11.95View Details Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide.... -
HubSpot and Motion AI: Chatbot-Enabled CRM
Sales & Marketing Case Study11.95View Details HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider, announced that it had acquired Motion AI, a software... -
Boise Automation Canada Ltd.: The Lost Order at Northern Paper (B)
Sales & Marketing Case Study5.00View Details A senior account manager at Boise Automation Canada Ltd. was disappointed with the news that he had just lost the $1.2 million opportunity with Northern... -
Wendy Peterson
Organizational Development Case Study8.95View Details Wendy Peterson was recently promoted to Vice President of Sales at the Plano, Texas, office of AccountBack, an accounting software and services company.... -
Purity Steel Corporation, 2012
Finance & Accounting Case Study11.95View Details Managers introduce a new performance evaluation system based on sales growth and return-on-investment (ROI). A branch manager wonders whether his new... -
Miles Everson at PricewaterhouseCoopers
Organizational Development Case Study11.95View Details Miles Everson, a partner at PricewaterhouseCoopers (PwC), is the Global Engagement Partner (GEP) for a large U.S. financial institution and about to take... -
NTL Lemnis: Exploring the B2C Market
Sales & Marketing Case Study11.95View Details NTL Lemnis, a joint venture between NTL Electronics of India and Lemnis Lighting of the Netherlands, has ambitious sales targets and is considering entry... -
Promontory, Inc.
Innovation & Entrepreneurship Case Study8.95View Details Promontory, Inc. is a small, privately-owned firm in the promotional products (specialty advertising) industry. After starting the firm two years ago... -
Drishti Eye Centre: Managing a Sales Force
Organizational Development Case Study11.95View Details As a small-scale hospital located in the city of Faridabad in northern India, Drishti Eye Center (Drishti) had recently expanded its operations by diversifying... -
Campbell and Bailyn's Boston Office: Managing the Reorganization
Organizational Development Case Study8.95View Details Ken Winston, the regional sales manager at a securities brokerage firm, has reorganized his generalist salespeople into "Key Account Teams" (KAT), to... -
EMC2: Delivering Customer Centricity
Sales & Marketing Case Study11.95View Details This case introduces the concept of customer centricity and traces its development at EMC, the world's leading data storage hardware and information management... -
ABB Deutschland (C)
Organizational Development Case Study5.00View Details Addresses the results and the lessons from the German restructuring effort by focusing in detail on the relationship with the works council and the actions... -
Dependable Equipment Ltd.: The Popcorn Predicament
Leadership & Managing People Case Study11.95View Details This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that... -
Are We Sacrificing by Sacrificing?
Organizational Development Case Study11.95View Details The game of baseball offers a team's manager relatively few tactical decisions to affect their team's chances of winning on any given day. The manager... -
Arck Systems (B)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
ZS Associates: Sales Force Sizing
Sales & Marketing Case Study11.95View Details This case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size... -
Olympia Machine Company, Inc
Sales & Marketing Case Study11.95View Details The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered... -
Paul Thomson: Walker Insurance
Leadership & Managing People Case Study11.95View Details Having just acquired Walker Insurance, Paul Thomson finds himself short of funds to support his original turnaround plan. He can request additional cash... -
James R. Steiner
Sales & Marketing Case Study11.95View Details A medical supplies sales representative discusses how to identify potential managers and what he considers to be an organization's responsibility for...
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InsideSales.com (A)
Innovation & Entrepreneurship Case Study11.95View Details This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers... -
Your Sales Training Is Probably Lackluster. Here's How to Fix It
Sales & Marketing Digital ArticleVisuals increase retention 65%. -
Harvard Business Review, July/August 2012
Sales & Marketing Magazine Issue16.95View Details Harvard Business Review publishes new and authoritative ideas for improving the practice of management. Written by leading business thinkers and executives,... -
Sales Force Management at Nobel Ilac
Sales & Marketing Case Study11.95View Details Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide.... -
HubSpot and Motion AI: Chatbot-Enabled CRM
Sales & Marketing Case Study11.95View Details HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider, announced that it had acquired Motion AI, a software... -
Good Sales Teams Know When to Stop Selling
Sales & Marketing Digital ArticleNever upsell an unhappy customer. -
How Nimble Is Your Sales Planning?
Sales Digital ArticleRigid plans just won’t work anymore. -
New Science of Sales Force Productivity
Sales & Marketing Magazine ArticleFor years, sales managers at many companies have relied on top performers and sheer numbers of sales reps to stay competitive. But while they may have... -
Boise Automation Canada Ltd.: The Lost Order at Northern Paper (B)
Sales & Marketing Case Study5.00View Details A senior account manager at Boise Automation Canada Ltd. was disappointed with the news that he had just lost the $1.2 million opportunity with Northern... -
Wendy Peterson
Organizational Development Case Study8.95View Details Wendy Peterson was recently promoted to Vice President of Sales at the Plano, Texas, office of AccountBack, an accounting software and services company....