Sales Operations has its own set of rules and governing principles...most of which you'll never find in a textbook. What are these "golden rules" and how you keep from breaking them?

In this session, learn how leading teams have bridged the gap between just executing the plans that are handed down by others and actually having a hand in developing those plans in the first place.

How do you ensure that your sales operation and the overall business strategy are properly aligned? And what do you do when there's a disconnect?

Leveraging current best practices and "what we know now," this webinar aims to equip you with the knowledge you need to create the most impactful Sales Ops function possible.

When the 'stuff' hits the fan, some companies will overreact and make things worse. So how should you respond when something disruptive happens? And how do you prepare for the next crisis?

How do we develop a more efficient and more effective sales pipeline? And how do we drive improvement in a way that is more consistent, predictable, and scalable?

Sales often views Sales Operations with skepticism and doubt. And as a result, they disregard our suggestions and ignore our recommendations. What can we do to get them to see us as a trusted partner and ally?

Taking a more systemic and programmatic approach to key account retention and growth by developing a real Key Account Program.

Bringing new Sales Ops initiatives to fruition in established companies is rarely a cakewalk. So, how do we manage our projects to maximize our odds of success and minimize the chance of failure?

What makes someone a Sales Operations professional? Our research has found that it's a powerful combination of behaviors and practices...habits that can be learned and developed by anyone, over time.

In this recorded webinar session, we explore common revenue leaks that can appear when the economy is roiling, your business is under intense pressure, and everyone has been scrambling to deal with the chaos.

How do you get past the surface-level usage and unlock the full potential of your CRM system to enhance overall productivity, streamline operations, and optimize customer interactions?

How do you know your team is using the most effective sales method for your particular business situation? And if necessary, how do you facilitate a productive change?

In most businesses, there are so many moving parts that working with perfect data just isn't very realistic. In this session, learn a strategic approach to making meaningful progress with inaccurate and incomplete datasets.

How have Sales Ops leaders become leaders? What can their 20/20 hindsight teach us to streamline our own path? In this on-demand webinar, learn the top lessons gleaned through our research.

Customer Lifetime Value (CLV) has become an important metric to investors, boards of directors, and managements. So what do Sales Ops practitioners really need to understand about CLV and how to maximize it?

How can we mitigate churn and retain more of the customers, revenues, and profits we've acquired? In this webinar, learn a simple methodology for figuring out what's best in your situation.

How do we develop the next generation of sales ops leaders? How do we equip our team members to take on more responsibility? And how do we do it all as a matter of course rather than as an afterthought?

Your competitors' sales actions (and reactions) add even more complexity to a sales operation. So what can you do to better anticipate competitive moves and prevent them from spoiling your selling efforts?

With all that's been happening over the last few years, inflation was bound to catch up with us. So what should we be doing differently to deal with the rapid inflation we're seeing on so many fronts?

How do you get your company to accept new sales tools and approaches, while maximizing your odd of success? In this session, learn how to leverage pilot programs and in-market trials to accelerate your progress.

As Sales Ops practitioners, we're expected to make weighty decisions with imperfect information. How do we "illuminate" the landscape a bit? What steps can we take to reduce the ambiguity, uncertainty, and risk?

Market dynamics have kicked B2B ecommerce trends into high gear. In this session, we dispel eight myths of B2B ecommerce and explore ten critical strategic pricing principles you'll want to embrace.

In this on-demand webinar, learn how leading Sales Ops teams are influencing the pre-market decisions that can reduce meaningful differentiation and limit the sales performance you can achieve in the market.

For sales operations functions, frustration and conflict would seem to be inevitable. But learn how an "internal consultant" mindset and approach can make driving improvements much easier...and far less frustrating.

Revenue Operations is a hot topic and a growing function. What does Sales Operations really need to know about it? And how can the principles and practices be leveraged to improve overall performance?

In this session, we share how to identify bottlenecks, develop procedures, and prioritize improvements. And, we discuss how to leverage technology to streamline and scale your sales processes.

Every sales operation wants to get new reps productive faster. But making that a reality can be a challenge. In this session, we share key insights and principles for making onboarding more efficient and effective.

The concept of "sales enablement" can be somewhat confusing. While there are different definitions, our research has identified a number of core themes and best practices that spell success.

In this recorded session, we discuss how to identify and influence the groups that contribute most to our sales performance and explore the 8 key ingredients for effective cross-functional collaboration.

It’s always good to have a few tricks up your sleeve for boosting results in short order, without investing a ton of effort and money. In this session, we discuss 15 "quick wins" that have proven effective for others.

Equipping the sales team with relevant, data-driven guidance is a priority for many Sales Ops groups. In this on-demand webinar, learn the key ingredients for delivering guidance your reps will actually use.

Some amount of "friction" between Sales and Marketing is expected. Too much, however, is counter-productive. In this on-demand session, we discuss dozens of ways to address seven root-causes of friction and conflict between the Sales and Marketing functions.

Under the current clouds of economic uncertainty, most teams are being asked to do even more with even less. So how do you make the most of what you've got?

How do you get everything you can out of your investments in sales tools? In this session, learn about a proven five phase best practice framework for becoming more proactive and effective.

While there's only one Sales Ops title on the business card, there are actually many different "jobs within the job." And it isn't easy to do the right jobs, at the right times, and in the right ways.

Some sales ops initiatives just don’t work out as planned—they either struggle to produce worthwhile results or they fail outright. So, how do we avoid making the same mistakes that have derailed other initiatives?

For decades, teams have approached territory design and coverage planning in largely the same way. But current market conditions are forcing everyone to question the status quo and explore new possibilities,

How do we arm our sales teams with the most effective messages possible? How do we ensure our messages will actually cut through the clutter, differentiate our offerings, and move the sales process forward?

How can Sales Ops implement their plans and improve results when they lack the direct authority to ensure that those plans are executed? In this session, learn to leverage the principles of influence and persuasion.

Ready or not, the remote/virtual mode of interacting with customers and prospects is here to stay. So, how do you equip your team with the right tools, skills, and practices to be most effective?

Segmentation is critical for anyone using data to analyze and improve their sales operation. In this session, we explore the key concepts of effective segmentation and discuss different types of models that are useful.

Providing sales data to executives and other decision-makers is a core responsibility for most Sales Ops teams. In this session, learn what leading teams are doing to make their efforts in this area far more effective.

Some teams are so mired in tactical grunt work and daily firefights that they never make progress on strategic pursuits. How have other Sales Ops teams transitioned into more strategic functions? What steps did they take?

That lofty place of "best practice" can sometimes seem very far away. Fortunately, amazing results can be generated by just getting "better." In this webinar, learn how to adapt best practices in less than ideal situations.

It's hard to devise a comp plan that nails the objectives without a bunch of unintended consequences. In this webinar, learn about strategies and tactics for more effective sales incentives and compensation plans.

Leading teams are using data-science to great effect. But all the esoteric talk and technical jargon can be very confusing. In this session, we boil down the core concepts and processes that matter most.

Product and customer mix have an incredible amount of influence over every aspect of your sales performance. In this on-demand webinar, learn how to get proactive about "rigging" your mix to your advantage.

How do you protect yourself when your sellers are so outmatched in negotiations? How do you keep them from falling for every trick in the book? And what does your Sales Ops team need to know to provide another layer of protection?

Even when your company is willing to invest in improved capabilities and infrastructure, you still have to sell your approach. How should you craft, package, and pitch your initiative to get the go-ahead from management?

In Sales Ops, it's easy to feel like decisions are made in a vacuum. But the reality is that there are many sources of intelligence you can leverage to help the sales team sell more effectively, now and in the future.

How do you know how your sales capabilities really stack up? How can you tell? In this on-demand webinar, learn how to leverage "3 P" assessments to figure out where you're at and where you need to improve.

Sales cycle times have major implications for cash flows, productivity, and returns on sales. In this session, learn proven "big bang" strategies and tactics for slashing time-to-close across your sales operation.

It's hard to make sense of the various sales technologies that are available today. How are they different? Do the differences actually matter? What do we need? How do we choose?

Driving sales effectiveness and efficiency at-scale can be messy. In this on-demand webinar, glean insights from seven cautionary case studies so you don't repeat the same mistakes and miscalculations.

What if there was a way to analyze all of your customers at once, identify the whitespace opportunities, and serve them up to the sales team on a platter? Learn the seven step process for doing just that.

Studies have shown that companies can lose up to 40% of their forecasted deals to "no decision". In this on-demand webinar, learn strategic and tactical approaches for dealing with prospect inaction.

In this on-demand webinar, learn about the seven major ways in which leading teams are approaching sales forecasting very differently to boost speed, accuracy, and overall performance and results.

When things don't turn out as expected or desired, it's just human nature to look for explanations beyond what might be perceived as a personal failing. Learn how Sales Ops can address the common "reasons" for poor sales performance.

How do you identify Sales Ops candidates with the raw materials to be most successful? In this on-demand webinar, you'll learn the most important attributes you should look for when building your team.

Effective cross-selling and up-selling requires operational solutions that only Sales Ops can deliver. In this on-demand webinar, learn how some innovative groups are making happen---efficiently, effectively, and very profitably

With subscriptions, the first order is just a fraction of the business you hope to get over time. So how do you do get the pricing right? In this recorded webinar, learn the processes, practices, and measures that can boost subscription pricing effectiveness.

The structure of your Sales Ops function can have ramifications for years to come. In this on-demand webinar, learn effective approaches and important considerations for getting your structure right.

The primary focus for Sales Ops should be on improving the performance of the middle-of-the-road salespeople who comprise the majority of the team. In this on-demand webinar, learn why it's so important and how to make it happen.

How do you develop performance-enhancing dashboards that salespeople will actually want to use long after the novelty has worn off? In this on-demand webinar, learn 15 strategies, tactics, and tips others have found effective.

Simply put, the faster and more consistently you can grow newly acquired customers, the more valuable your entire enterprise becomes. In this on-demand webinar, learn strategies and tactics other teams have utilized to improve "land and expand" performance.

If you can avoid the biggest mistakes that others have already made, you're definitely rigging the game in your favor. Learn about the Sales Ops mistakes that have set other groups back years and even damaged careers.

In this on-demand webinar, you'll learn about market mapping, MAP policies, and other tactics and tips for minimizing the potential for channel conflict, reputational damage, and margin erosion.

Predictive sales analytics has proven to be a powerful tool for improving effectiveness and boosting results at-scale. In this on-demand webinar, we demystify the core concepts and applications in sales environments.

There's never been a better time to be working in Sales Operations. But you can’t just sit back and hope that good things will happen. In this on-demand webinar, learn strategies and tactics for Sales Ops career development.

In this on-demand webinar, learn strategies and tactics for preventing a price war, handling "dumb" competitors, de-escalating and avoiding provocative situations, and winning without actually fighting.

Sales managers are critical points of leverage and enablement. In this on-demand webinar, learn a variety of strategies and tactics that others have used to influence sales managers and drive performance improvements at-scale.

Most Sales Ops teams are unable to contribute to pricing and discounting in a meaningful way because they lack pricing knowledge. In this on-demand webinar, we cover the fundamental pricing concepts that Sales Ops teams need to understand.

In this on-demand training seminar, learn why some B2B companies struggle with price increases while others are able to do it with far less pain and angst. What are leading companies doing differently to execute price increases with far less risk, conflict, and uncertainty?

Content marketing is getting lots of attention, but it's easy to gloss over some crucial processes. In this on-demand webinar, you’ll learn about ten proven strategies for creating more effective sales and marketing content.

For transforming Sales Ops, good intentions aren't enough. You need a plan. In this on-demand webinar, learn about creating an effective roadmap for making Sales Ops a more strategic function.

Building a data-driven sales operation where anecdotes and opinions have ruled for years is no easy task. In this on-demand webinar, learn about transforming your sales processes and team culture to make much better use of data.

How do you measure a Sales Ops function? How do you calculate what you're really getting from your investments? In this on-demand webinar, learn what other Sales Ops groups are doing to measure and communicate their contributions in dollars and cents.

Discounts can seem like a small price to pay to capture revenue. But for many, giving in to pricing pressure is having disastrous impacts on profitability. In this on-demand webinar, learn five strategies leading teams are using to win more revenue...without crushing their margins.

What sets a great Sales Ops team apart often comes down the core concepts and principles they embrace. In this on-demand webinar, you'll learn about 15 fundamental concepts that every Sales Ops leader and practitioner needs to understand inside and out.

Sales analysis often has much more potential than it is given credit for. This on-demand webinar explains how to using the analytical processes and underlying data to reveal powerful insights and opportunities for growth.

Isn't it frustrating when sales gets the blame for poor performance when the quality of leads is the real problem. In this on-demand webinar, learn about a number of strategies and tactics for maximizing the quantity, quality, and value of your sales leads.

As a relative newcomer on the corporate landscape, Sales Ops often struggles to secure resources and investment. In this on-demand webinar, learn about quantifying and communicating the impact and contribution of your Sales Operations team.

Failing to identify the true root causes of sales performance problems often leads to a frustrating game of Whack-A-Mole. In this on-demand training webinar, learn how to identify and correct the real root causes behind sales performance issues.

In recent years, inside sales has been changing dramatically and leading teams are now playing a much more strategic role. In this on-demand webinar, you'll learn new strategies and tactics for boosting inside sales' performance and contribution.

Large bids and quotes can have huge impacts on everything from revenue and profit to capacity utilization and strategic positioning. In this on-demand training session, learn strategies and tactics for improving the effectiveness of your bid desk.

While the promise of account-based marketing and sales is certainly compelling, it's important to get beyond the hype and understand what ABM really is and what it can really do for you and your company.

Every year, B2B sales and marketing teams waste millions of dollars and thousands of hours desperately chasing the wrong business. In this on-demand webinar, learn about two methods for making targeting decisions that can improve every aspect of your performance, all at once!

Sales Ops is still evolving and there are no long-standing rules for how everything should work. But there's a lot to learn from teams with a track record of success. In this on-demand webinar, we explore the common traits and mindsets of successful Sales Operations groups.

How do you get an organization to move away from the status quo and actually embrace doing things differently? With the dynamics involved, effective change management requires a more strategic approach.

Trial and error with something as important as your close rates is risky. How do you know which strategies and tactics you should use to improve? In this on-demand training webinar, learn effective strategies and tactics for improving your sales team's ability to win---at scale and with less risk.

With so many different variables involved, improving sales performance across the board and at-scale can seem like a daunting task. But with a different perspective on your sales funnel, you can generate huge improvements much more easily and with far less risk.

In this on-demand training webinar, we share the fundamental concepts and principles behind effective sales analysis, expose the critical building blocks that need to be in-place, and walk through a basic analysis example to pull everything together.

Chances are, the behavior of your salespeople will ultimately determine whether pricing strategies are effective or not. In this on-demand training seminar, learn proven approaches and strategies for getting your sales team to price and discount far more effectively.

Everything comes to a head when your sales team negotiates a deal. You want to win, but you don't want to leave money on the table. So, how do you help your sales team to become better negotiators, so they win the deals they should, at the right price?

Sales planning is often perceived as not much more than tactical busywork. In this on-demand training session, you'll learn how innovative sales operations are taking a radically different approach to identify untapped growth opportunities and develop prescriptive account and territory plans.

When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn about seven innovative strategies leading sales operations are using to minimize revenue attrition and customer defection.

Are you really getting everything you should from your CRM system? Do you even know what's possible? In this four-part training session replay, learn what leading sales operations are doing differently to drive significant sales results, with far less resistance from the field.

The better your sales strategy, the easier it is for your sales team to achieve their objectives. But sales strategy is often misunderstood. In this on-demand training session, learn how leading sales operations are improving their sales strategies to win more business, while actually competing less.

This recorded training seminar discusses the two types of Sales Ops Center of Excellence we found in our research. Highlighting the critical differences between each type, we explore the decisions and steps that matter most in developing an effective Sales Ops Center of Excellence.

Research shows that most sales training programs just don't "stick" over the long term. In this on-demand training session, we explore proven strategies and critical steps for developing effective sales training programs that have "stickiness" built-in from the very beginning.

To actually improve overall sales performance in a big way, reporting alone simply WILL NOT get you there. This recorded training session shows you how to make the transition from reporting to true sales and pipeline analysis that can drive improved sales performance at-scale.

It's common for sales operations to get mired in tactical sales support and administrative activities. This four-part recorded training session reveals the steps leading sales operations teams are taking to transform themselves into a much more proactive and strategic business function.

Finding ways to improve lead quality and quantity can be a target that's constantly moving. This recorded training session exposes our latest research, highlights common lead generation challenges and what some B2B companies are doing to overcome them.

Many B2B companies struggle to identify untapped sales opportunities and maximize revenue from the customers they've already acquired. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers.

It’s so easy to get caught up in the tactics of selling. But your sales strategy shouldn't take a backseat to the tactical to-do list. This recorded training session helps you get beyond the tactical and understand what real strategic selling is all about.

What does it take to make your sales operation more effective? This on-demand webinar provides insights into what other sales operations are doing and the areas to focus your energies if you're serious about sales effectiveness.