Whitepapers

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Beyond Account Planning

Whitepaper
Existing customers represent a substantial portion of new revenue and are easier and cheaper to retain and grow than signing new accounts. Many sales teams struggle to develop an effective framework that enables their teams to consistently execute. In this whitepaper we want to offer a new framework for growth.
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What Should Sales Enablement Enable?

Whitepaper
Although organizations pour billions into sales training and technology, quota attainment keeps declining. As a reaction to this, sales enablement initiatives are on the rise. But what is sales enablement, really?
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The Sales Leader's Guide to Choosing the Right CRM

Whitepaper
Everyone needs a CRM... right? Well, what exactly is CRM to you? Are you looking for "one system to rule them all"? Or is that utopia and wishful thinking? How do CRM systems help companies to sell more? Why do so many CRM projects fail? Learn more in this whitepaper.
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How to Build an Effective Sales Coaching System

Whitepaper
88% of world-class organizations devote adequate time to coaching, while only 32% of all organizations do. Get this whitepaper to learn what coaching is and what it is not, what to look for in a good coach, mistakes to avoid and how to make coaching a part of your company culture. Bonus: example coaching questions to get started!
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The Top 10 Sales Methodologies Compared

Whitepaper
Sales methodologies, developed by people who’ve studied masterful sales professionals, modeling their behaviors into replicable methods. Effective implementation can greatly increase performance. But which one is right for your organization? Find out in this whitepaper!
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Guide to Effective Sales Process Execution

Whitepaper
Sales is in an effectiveness crisis. 41% of sales professionals are failing. It’s easy to blame outside factors. But the truth is, if we’re going to turn sales performance around, we have to take a good, hard look at sales process. To achieve consistent results, you need an actionable and measurable sales process.
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Sales Performance Analytics

Sales Performance Analytics for High Performing Sales Teams

Whitepaper
While many organizations talk the talk when it comes to sales analytics, but few effectively leverage analytics to improve sales effectiveness. Here's how.
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