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Dynamic Mentoring: The Key to Achieving Your Goals

September 15, 2017   ///   12pm EDT

Join Kathy Wentworth Drahosz, president of The Training Connection, Inc. as she provides an overview of this multi-dimensional approach to mentoring and shares what resources are available to accommodate a variety of mentoring experiences and models.

Consultative Selling: Why consultants are the better sellers

September 15, 2017   ///   10am BST

Consultative Selling is no longer a passive sport. Sellers need to be the agents of change and they need to provide perspective as they collaborate with a customer through their buying process. Join this Miller Heiman Group webinar to learn how psychology, data and methodology combine for today’s Consultative Seller.

CSO Insights Releases New Report: 2017 Sales Enablement Optimization Study

October 23, 2017

Today CSO Insights, the research division of Miller Heiman Group, releases the findings from its third annual, global sales enablement study. Sales enablement is rapidly emerging as a major component of the go-to-market strategies of successful sales organizations, and the 2017 Sales Enablement Optimization Study is the most current and comprehensive analysis of this discipline available.

CSO Insights Releases New Report: Running Up the Down Escalator: 2017 CSO Insights World-Class Sales Practices Report

August 31, 2017

For more than two decades, CSO Insights has conducted in-depth studies into the processes, practices and operational metrics that define selling. This report is the output of the World-Class Sales and Service Practices Study, and encompasses the very best of CSO Insights’ legacy studies for a penetrating and comprehensive presentation of the insights that sales and service leaders need now.

Research for Results

Blog Insights for the Week

Align for Training Results

by Michael Griffin,

It is amazing how many times there is a disconnect between a training intervention or workshop and the day-to-day SOP’s and activities of the organization. Training is used to build necessary knowledge, skill or process, or to solve business issues. Many times the training program is positioned and conducted without the necessary alignment to get results.

Ten Insights for Better Prospecting Success

by Michael Griffin,

Part of every B2B sales person’s job is sales prospecting. It can be a momentum builder for your sales success or a career killer. Let’s look at some key insights for building your prospecting momentum.

Top Industry Trends Driving Sales Talent Strategies

by Kim Bastian,

Finding and keeping top revenue generators is a key challenge that even Best-in-Class companies face. Great leaders understand that their organization is only as strong as its people. To support revenue growth and achieve organizational goals, industry leaders are adopting a relentless focus on getting their hiring strategy right.

Research for Results