Recorded Webinar Archives

Boosting Sales with 'On-the Fly' Knowledge
During this Webcast, the Director of Sales Performance Support for ExactTarget discusses how ExactTarget is using a Web 2.0 knowledge-sharing solution (OutStart SellingEdge.com) to effectively and inexpensively leverage collective sales know-how, ease the strain on inundated support staff and experts, optimize the money and time spent on training and accelerate the sales process.

The Missing Link for Improving Sales Effectiveness – featuring CSO Insights
Featuring CSO Insights', Jim Dickie. CSO Insights reports that the percentage of salespeople achieving quota continues to drop. Find out what high performing sales teams bucking the trend have in common. This webcast explores the concept of Dynamic Sales Knowledge (DSK) Management and how it can contribute to improved sales effectiveness by helping sales forces:
• Increase the number of reps achieving quota by 23%
• Improve win rates of forecasted deals by 13%
• Reduce voluntary sales rep turnover by 32%

Turning Knowledge into Sales – featuring ES Research
ES Research analyst explains how the lack of accurate, timely knowledge and the time wasted looking for knowledge is a major reason for low sales productivity. With help from the Web, buyers have a deeper understanding of issues and competitive offerings before ever engaging a sales executive. To gain a competitive edge and be effective in this new environment, sales must deliver value by providing buyers with highly relevant, timely knowledge. ES Research discusses:
• The Sales Knowledge Tiers That Correlate to Sales Productivity
• How to Regain Control in an "Info-Age"
• Driven Sales Environment
• Steps to Accelerate Buying Cycles

Whitepapers

CSO Insights: Dynamic Sales Knowledge Management – What Sales Must Know to Win the Game (212.15 KB)
CSO Insight's reports that the percentage of salespeople achieving quota continues to drop. Find out what high performing sales teams bucking the trend have in common. This white paper, authored by CSO Insights, will explore the concept of Dynamic Sales Knowledge (DSK) Management and how it can directly contribute to improved sales effectiveness by helping sales forces:
• Increase the number of reps making quota by 23%
• Improve win rates of forecast deals by 13%
• Reduce voluntary sales rep turnover by 32%

A New Vision of Sales Effectiveness (311.8 KB)
Over the past ten years, sales and marketing have invested heavily in CRM and other sales tools that have focused on sales efficiency and tracking sales activity and yet sales performance continues to drop. What's needed is a new approach that focuses on Sales Effectiveness. This paper outlines a new vision for achieving sales effectiveness.

A New Vision of Sales Knowledge Management (121.87 KB)
There are two key components required to achieve the Sales Effectiveness, Sales Readiness and Sales Knowledge Management. This paper outlines the key components required to successfully deploy and benefit from a Sales Knowledge Management solution.

A New Vision for Sales Readiness (334.19 KB)
There are two key components required to achieve Sales Effectiveness, Sales Readiness and Sales Knowledge Management. This paper outlines the key components required to successfully deploy and benefit from a Sales Readiness solution. As Gartner points out, to be effective, organizations need a new vision of sales that treats sales readiness as a process of continuous learning. This paper offers a new vision for readiness that includes improving the efficiency and effectiveness of sales and partner teams by combining effective formal training with contextual, continuous learning and knowledge-sharing.

Datasheets

SellingEdge.com datasheet (1.21 MB)
OutStart SellingEdge.com empowers sales professionals to sell more by speeding the sales readiness process and by providing them with the sales knowledge and expertise they need to accelerate and close more deals.