Featured Sales Ops Insights & Tips
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Speak To the Possibilities; Solve for the Probabilities
If we let every “what if” drive our designs, we'll end up with selling systems and processes that are too complex to implement, too cumbersome to use, and ultimately too ineffective to deliver real results. So what should we do we instead?
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Pushing Sales Beyond the Steam Era
If you haven't revamped your sales ops processes to take advantage of the newest advances in technology, you're probably falling behind.
Recommended On-Demand Webinars
Popular Express Guides & Research
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Identifying Your Value Along Five Dimensions
You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.
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How to Improve Your Sales Pipeline Analysis
Pipeline analytics is great for reporting on current performance, but it can do so much more. This guide outlines 12 strategies for improving deal probability, velocity and value across every salesperson in your sales operation.
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Arming Sales to Protect Value
The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.
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Questions from the Community
Recommended Tutorials
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Popular Expert Interviews
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The Rise of Revenue Operations
Three thought leaders from the Alexander Group join us for a discussion on the drivers and dynamics behind the growth of Revenue Operations functions.
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Exploring the Principles of Sales Process Excellence
There's a big difference between just "trying to improve" in a general sense and using a fact-based method for driving systemic improvement. In this expert interview, Michael Webb discusses applying the time-tested principles of process improvement to B2B sales.
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A Better Way to Manage by the Metrics
In this informative interview, Jason Jordan, the author of "Cracking the Sales Management Code," discusses his research into sales measurement and shines a light on which sales metrics can actually be managed...and which cannot.
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Recommended Case Studies
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Top Tools & Diagnostics
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The Sales Capability Self-Assessment
To identify areas for improvement and help gauge the efficacy of your company’s strategic and tactical sales capabilities, simply answer the 190+ questions in this self-assessment as truthfully and objectively as possible.
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Competitive Kill Sheet Development Workbook
To help you gather and distill the essential information to create effective competitive kill sheets, answer the questions in these worksheets with as much detail as possible. An example of a fictitious competitive kill sheet is provided at the end of the workbook.
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The Competitor Assessment Scorecard
Use this scorecard to assess your competitors relative to each other and yourself on the various elements of the Triangulated Competitive Audit.
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