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.

How to use competitive analysis to identify actionable opportunities to gain strategic advantage, expose competitive gaps, provide differentiation beyond price, and reduce competitive pressures.

You need to track and manage sales metrics, but which metrics are the most important? In this guide based on research from Vantage Point Performance and the Sales Education Foundation, Jason Jordan reveals the ones that really matter.

Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.

Bringing a new sales rep onto your team can be a very expensive and risky proposition. And many common onboarding strategies can make things worse instead of better. This guide exposes 10 best practices our research team has found to be most effective.

For many companies, the biggest competitor they have to contend with is "no decision." In this tutorial, learn strategies and tactics for addressing the real root-causes behind prospect inaction.

For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.

In this case study, learn how one consultant got (very) creative in order to solve a pricing problem in an highly dysfunctional organization.

In this tutorial, learn a six-step strategic process for increasing your odds of success in the marketplace by understanding which prospects you should target...and which ones you should avoid.

The more your team knows about how your prospects perceive the marketplace, the better the chances are for success. This guide provides the key prospect insights that can improve close-rates, margins, and long-term customer values.

Sales Operations has long been characterized as a tactical support function. This tutorial provides advice on moving beyond tactical support and transforming Sales Operations into a strategic driver of sales effectiveness.

Your marketing materials are often the first things prospect see. Learn how to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even get a chance.

Salespeople need to be confident in themselves and in the value of the offerings they’re representing. This tutorial helps you give your sales team the confidence they need to sell effectively while maximizing revenue and margin.

Many B2B companies are leaving a full two-thirds of their prospective sales opportunities on the table. Use this self-assessment by Dan McDade to figure-out if you're really getting everything you should.

A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.