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Online Training

Get In-Depth Training at Your Desk…

Available only to subscribers and covering topics based on feedback from our community, our online training seminars aren’t trying to sell you anything—their sole objective is to educate and inform. All subscribers can attend the regularly-scheduled sessions live, as well as access on-demand recordings of all past training sessions to watch at their convenience.

Here’s a sampling from the Playbook:

Exceptional Sales Ops Teams

Exceptional Sales Ops Teams

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.

Exploring the Sales Ops Center of Excellence

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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.

How to Identify & Target Your Best Prospects

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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!

How to Improve Your Close Rates

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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.

How to Optimize Your Sales Funnel

Optimizing Your Sales Funnel Nar Splash

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.

Avoiding Costly Mistakes in B2B Lead Generation

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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.

Getting Your Salespeople to Price Better

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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.

Making Change Happen

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How do you get an organization to move away from the status quo and actually embrace doing things differently? How do you foster true adoption, as opposed to merely forced compliance? Given the organizational dynamics involved, effective change management requires a more strategic approach.

Leading Edge Account & Territory Planning

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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.

Driving Sales Effectiveness with Strategic CRM

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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.

Beyond Reporting with Sales & Pipeline Analysis

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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.

How to Retain Your Key Customers

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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.

Taking Your Sales Operation to the Next Level

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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.

Maximizing the Effectiveness of Sales Training

Sales Training Nar Splash

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.

Generating More Sales from Existing Customers

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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.

Anatomy of a Competition-Crushing Sales Strategy

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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.

Getting Serious About Sales Effectiveness

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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.

Negotiating Profitable Deals

Negotiating Profitable Deals Nar Splash

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?

The Fundamentals of Effective Sales Analysis

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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.