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.

When you’re trying to optimize your sales funnel, it can be a bit difficult to know where to focus and how to get started. In this step-by-step tutorial, you'll learn a straightforward process for improving sales results with relatively simple and easy-to-execute "tweaks".

Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).

Without adding headcount, how do you pursue a host of new customers while retaining and growing a massive base of existing customers? Learn how one B2B sales organization increased their capacity, productivity and effectiveness…all at the same time.

We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.

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.

As sales ops practitioners, we need to recognize that not everyone in management understands what we do. In this Express Guide, learn nine strategies and tactics for proactively enhancing the internal perceptions and profile of your sales ops function.

Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.

If you lower your price, will you have a better chance of winning? Learn how to identify the buyers where additional discounts don't matter...and those that are secretly willing to pay more.

Very often in business, the truth behind problems runs counter to what the people in charge actually believe. This entertaining case study reveals the true root-causes behind one company's "failing" lead generation programs.

With the right approach, a sales training program can deliver lasting, profitable results. This step-by-step process guides you through designing effectiveness and stickiness into your sales training program right from the start.

In this guide, you'll learn how to look at sales performance in a different way, use sales analytics to answer much more powerful questions; and identify your company's real strategic "sweet spot" in the marketplace.

In this step-by-step tutorial, learn how to conduct marketing research---the only reliable way to gain the meaningful and actionable insights you need for effective strategic selling.

In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.