Featured Sales Ops Insights & Tips
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19 Reasons Why Sales Ops Should Fear Technology
Artificial intelligence has come a long way in recent years. Is it about to take your job?
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There Are No Secrets in Sales Ops? That's Absurd!
Wanna set our Editor in Chief off on a rant? Try writing an article about Sales Operations that is so clueless and divorced from reality that he has no choice but to respond. Learn how one author pulled it off...
Recommended On-Demand Webinars
Popular Express Guides & Research
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How Customers Evaluate a Price
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.
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Tweaking Your Sales Strategy to Improve Margins
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.
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How Many B2B Sales Teams Lack Negotiation Skills?
Recently, we conducted a PulsePoll to better understand the extent to which B2B sales teams were taking steps to develop and maintain skills in negotiation. Explore what we learned in this Research Brief, complete with helpful charts and analysis.
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Questions from the Community
Recommended Tutorials
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Popular Expert Interviews
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The Big Deal About "Modern" Sales Playbooks
A lot of sales operations have been trying to determine whether playbooks are something they should be leveraging. And if so, how should they be going about it? In this expert interview, Christopher Faust helps cut through the confusion and provides guidance on topic.
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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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Trade Secrets of Effective Lead Generation
There are common pitfalls many companies run into with their lead generation programs. This interview with Dan McDade, the author of The Truth About Leads, exposes why B2B lead generation is broken and what you can do to fix it.
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Recommended Case Studies
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Top Tools & Diagnostics
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The Negotiation Tactics Cheat Sheet
Study and internalize these descriptions to better understand and identify many of the most common negotiation strategies and tactics your team will likely encounter in the field.
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Five Signs You're Missing Sales Opportunities
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.
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The Multiple Dimensions of Value Chart
Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.
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