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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.

Blog Insights for the Week

“Out of the Box” Year End Leadership Actions for a Better 2018

by Michael Griffin,

Here it is December and we are being reminded to set our goals and make our 2018 resolutions. Why not approach 2018 differently and adopt some of the “Out of the Box” but practical activities you may do to give you a better “start to finish” in 2018.

Expanding Your Sales Team’s Capabilities in 2018

by Michael Griffin,

With the right preparation, coaching, and guidance, your sales teams can take on many tasks and responsibilities once reserved for you or your managers in 2018. To expand your sales team’s capabilities to do this, you need to answer the following questions:

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