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Published By: Salesforce.com     Published Date: Jul 16, 2013
Sales managers have faced the same challenges since long before CRM applications were invented. However, new tools and technologies are making their jobs easier. The future of sales performance management is integrated with CRM and social collaboration. It helps managers provide real-time coaching and motivation in context to drive better sales behaviors and, ultimately, better sales results.
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sales force automation, sales performance management, social performance management, crm applications, social collaboration
    
Salesforce.com
Published By: Intel     Published Date: Sep 14, 2018
Today’s tech savvy consumers are continually driving organizations to deliver a modernized shopping experience. To achieve this, retailers are pushing the edge on developing non-traditional ways in delivering sales messages. One of the best ways to engage shoppers with an in-store digital presence is through modern adaptive signages. Modern signages enable two-way interaction between customers and businesses, tapping onto cutting-edge technologies such as sensors and analytics to respond to customer behavior—helping retailers customize content on the fly. Find out how Giada Technology leveraged on Intel® processors to power up their cloud terminals to pre-process signage, sensor, and mobile data to efficiently exchange information with the cloud. Retailers are better positioned to present contextual promotions to the shoppers, delivering benefits of lesser wait-time and increased customer satisfaction.
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Intel
Published By: Anaplan     Published Date: Apr 06, 2016
Optimizing incentive compensation: aligning what you say with how you pay CSO Insights’ ICPM study* found that 69 percent of organizations use three or more metrics to build their sales compensation plans, but modeling and planning this sales strategy can quickly become too complex as a spreadsheet-driven exercise. It is crucial to get these incentive compensation structures right, because sales reps receive up to 60 percent of their income from incentive comp. In this white paper, we discuss the disconnect between sales behavior and incentive compensation structure and provide recommended steps towards optimizing your compensation plan.
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sales performance management, compensation management, incentive compensation, sales planning, incentive comp, commission structure, sales performance, xactly, callidus, cso, cso insights, incentive based compensation, excel, spreadsheet planning, spreadsheet, spm, commission, compensation, global compensation, sales engagement
    
Anaplan
Published By: Oracle     Published Date: Jan 28, 2015
In the not-too-distant past, a retailer simply had store-level sales data, from which virtually all planning decisions were made. Today, retailers—from grocery to fashion—are bombarded with data that, with the right tools, can help them gain actionable insight into shoppers’ behavior across channels. In this white paper Oracle Retail explains how retailers can accurately measure consumer interest in specific merchandise and apply that knowledge from one channel to the next, thoroughly understand the implications of promotions on specific customers and customer segments, price on product performance, plan channel-specific assortments accordingly, and coordinate the supply chain processes to ensure execution of the cross channel plan.
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Oracle
Published By: Magento     Published Date: Mar 28, 2018
International retail sales are expected to increase by 5.5% to $28.3 trillion by 2018. launching an international site can take up valuable time and resources, and missteps can be costly. From web page layout, to word definitions and cultural preferences, countries have widely varying practices and unique online user behaviors. How efficiently you manage changes in culture, language, customs, currency, tax, and laws can make the difference between success and failure. POWER YOUR BUSINESS TO EXPAND RAPIDLY INTO FOREIGN MARKETS: Think Local and Flexible to Act Global Communicate in Other Cultures Design a Flexible and Scalable Global Process Efficiently Manage Multiple International Sites
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international, markets, company, globally, competition
    
Magento
Published By: ServiceSource     Published Date: Nov 01, 2013
How strong is your renewal program? Are you able to predict and analyze your performance correctly? ServiceSource® believes that the real yardstick of renewal performance lies in a comprehensive set of key performance indicators (KPIs) that can tell a much broader story. Over the last 13 years and over 145 engagements, we’ve identified these twelve critical factors for successfully measuring and growing your renewal revenue. This whitepaper provides a detailed overview of those KPIs.
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reducing customer churn, servicesource, maximize revenue, essential kpis, renewal opportunity, renewal results, sales process, performance drivers, trends and information, buying behaviors, key performance indicators, revenue performance, drive exceptional results
    
ServiceSource
Published By: GrowthIntel     Published Date: Feb 16, 2016
There are potentially tens of thousands of buyers who don’t know that they need your products or services. They are your passive, silent audience. And, if you want to grow quickly, that audience is absolutely vital. You can’t reach them using personas, content marketing, or retargeting – so how do you find buyers who’ve never even heard of you? This ebook explains how to reverse-engineer their digital footprints and follow the trail back to the owner.
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advertising, medicine, clinical management, b2b, sales, business behavior, advertising agencies
    
GrowthIntel
Published By: Salesforce.com     Published Date: Sep 16, 2013
Learn how the future of sales performance management is integrated with CRM and social collaboration and how this will help managers provide real-time coaching and motivation in context to drive better sales behaviors and, ultimately, better sales results. Download now.
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sales performance management, crm, social collaboration, drive sales, nucleus research, best practices, enterprise applications, business technology, data center
    
Salesforce.com
Published By: Anaplan     Published Date: Nov 27, 2017
"A recent CSO Insights’ study* found that 69 percent of organizations use three or more metrics to build their sales compensation plans, but modeling and planning this sales strategy can quickly become too complex as a spreadsheet-driven exercise. Download this white paper to find: • The disconnect between sales behavior and incentive compensation structure • A recommended approach you can take to optimize your compensation plan • Three key steps to better predict and control sales revenue *CSO Insights 7th Annual Incentive Compensation and Performance Management (ICPM) study"
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Anaplan
Published By: Salesforce     Published Date: Nov 18, 2014
Find out which type of sales rep is mostly likely to succeed in the current economy. Corporate Executive Board asked over 450 front-line sales managers and their direct reports questions across 44 different attributes, covering areas such as attitudes, skills, behaviors, activities, and knowledge. Get the eBook to find out which sales profile wins the most deals and how all your sales reps can be more successful.
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sales, economy, skills, attitudes, behaviors, knowledge, sales reps
    
Salesforce
Published By: LeadGenius     Published Date: Dec 22, 2016
Sales Velocity is an excellent Marketing-Sales alignment metric, because it combines high-level KPIs from both departments. In this whiteboard video, Lena Shaw, Director of Marketing & Growth at LeadGenius, shows marketing and sales leaders how to use sales velocity.
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b2b sales, sales velocity, sales alignment, marketing sales alignment, marketing metrics, sales metrics, sales effectiveness, sales productivity, sales funnel, revenue growth, revenue acceleration, sales cycle, sales behavior, marketing productivity, sales productivity, b2b marketing, account based marketing, demand generation, outbound marketing, outbound sales
    
LeadGenius
Published By: IBM Software     Published Date: Jul 29, 2010
See how plans, financial reports and scorecards can help you manage performance across all data sources.
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ibm software, ibm cognos, performance manager demo, financial report, sales performance, sales force, pipeline, customer behavior, business metrics
    
IBM Software
Published By: IBM Software     Published Date: Jul 29, 2010
Sales Force Productivity, Sirius Decisions: This brief video looks at the keys to improving overall customer satisfaction by looking at customer behaviors and the insights they provide.
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ibm software, cognos, customer satisfaction, sales force productivity, consumer behavior, sales analytics, performance, marketing and sales
    
IBM Software
Published By: Oracle     Published Date: Jan 21, 2014
Because the majority of B2B buying decisions are made before a sales person even gets involved, the role of marketing has changed. This evolution in buying behavior demands a radical shift in how companies are aligning marketing and sales to maximize conversion rates.
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conversion, modern marketing, tenants, customer journey, segmentation, lead generation, eloqua, oracle, email marketing, emerging marketing, social media, internet marketing, crm & customer care
    
Oracle
Published By: GoodData     Published Date: Aug 02, 2013
Sales analytics is a hefty club you can wield to tighten pipeline forecasts and induce pipeline boosting behavior from your reps. This eBook presents 6 practical sales analysis strategies that can help you make it happen.
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sales metrics, how to forecast sales, sales analysis, sales analytics, crm analytics, salesforce reports, salesforce analytics, sales projections, sales kpis, sales prospecting, sales forecasting, sales forecast, sales pipeline, analytics, sales, emerging marketing, business technology
    
GoodData
Published By: GoodData     Published Date: Aug 02, 2013
A new sales rep's first 100 prospecting calls are the most critical and shapes their likelihood of success. So, why wait until a new sales rep’s pipeline matures to uncover if they’ll ramp to quota? Instead, let their behavior tell the story by tracking their prospecting and lead pursuit activity stream. Use these 4 metrics for evaluating your new sales representatives.
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GoodData
Published By: Neolane, Inc.     Published Date: Dec 30, 2008
The Hager Group is a $1.5-billion electronics manufacturer. With a distributed global workforce of more than 10,000 employees, Hager has 40 sales subsidiaries and 25 industrial sites worldwide.  Today, with a centralized marketing database and software, Hager can ensure data quality and deliver personalized, targeted communications according to customer and prospect profiles and behavior.  This program allows Hager to capture 1,000 new prospects each month, and achieve a 10 percent conversion rate - resulting in an incremental revenue increase of $42 million per year.
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neolane, the hager group, e-marketing program, centralized marketing database, central repository customer data, crm software, custom content, deliverability, e-commerce, email marketing, emerging marketing, international marketing, lead generation, rich media
    
Neolane, Inc.
Published By: Qvidian     Published Date: May 04, 2015
Sales playbooks merge your organization’s sales processes with the supportive content, tools, messages and strategies a sales team needs to close business at each stage of the buying process. They provide salespeople with the guidance and situational coaching they need to advance and win deals. And they can be developed for any recurring selling situation that you want to drive repeatable behavior and remain agile. A winning sales playbook consists of a series of “plays” that are based on what’s proven to work in previous sales engagements. Download this playbook today to learn how to shorten sales cycles, increase win rates, ramp up new salespeople, bolster deal sizes and optimize overall sales performance!
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qvidian, sales playbook, buying process, sales solutions, sales enablement, content management, emerging marketing, traditional marketing, sales
    
Qvidian
Published By: IBM     Published Date: Oct 15, 2013
Good marketing is like a conversation. You have to listen to your customers. In our connected world, that means listening to the data they generate in their interactions with your brand.
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enterprise marketing management, emm, capitalize market, data driven marketing, data collection struggle, data trails, customer behavior, mistargeted market, act on opportunities, multichannel connectedness, sales and support agent, customer interactions, customer browsing behavior, keeping up with data collection
    
IBM
Published By: Oracle     Published Date: Jan 22, 2014
Because the majority of B2B buying decisions are made before a sales person even gets involved, the role of marketing has changed. This evolution in buying behavior demands a radical shift in how companies are aligning marketing and sales to maximize conversion rates.
Tags : 
conversion, modern marketing, tenants, customer journey, segmentation, lead generation, eloqua, oracle, email marketing, emerging marketing, social media, internet marketing, crm & customer care
    
Oracle
Published By: Wyng     Published Date: Jul 13, 2015
The holiday season has become an increasingly competitive space for retailers over the past few years, with brands struggling to break through the noise to gain customer attention. Not only are brands expected to drive increased sales year over year, but they are also expected to create fun and relevant experiences for customers that ultimately drive engagement and support conversions. This fundamental shift in consumer behavior has complicated retailers’ marketing strategies, but also opens up the opportunity to more accurately target and cater to their different shoppers’ needs during the holidays. Download this ebook to learn how to increase Average Order Value, drive last minute purchases, increase sales, extend in-store shopping experiences, and make use of consumer data to inform future marketing decisions.
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offerpop, retail marketing, customer engagement, consumer data, marketing solutions, emerging marketing, crm & customer care, marketing research
    
Wyng
Published By: Oracle     Published Date: Oct 02, 2013
Nucleus Research examines new technologies and tools that are improving sales managers’ ability to measure and enhance the performance of their sales teams. Nucleus sees the future of sales performance management as integrated with CRM and collaboration technologies, enhancing managers' ability to provide real-time coaching and motivation in context to drive better sales behaviors and, ultimately, better sales results.
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oracle, sales performance, nucleus research, crm, collaboration technologies, crm & customer care
    
Oracle
Published By: Oracle     Published Date: Sep 30, 2014
B2B transactions are no longer driven by sales. At least not during the first half of the engagement process. Research shows that more than half of the product and solution information gathering has been done online before a prospect even talks to someone in sales. To succeed in this new business climate, smart businesses are adapting and realizing that the next frontier is to read and respond to the “Digital Body Language” of their prospects. This new body language is revealed through online activities such as website visits, white paper downloads, and email responses. Find out more about Digital Body Language. Download “Reading and Responding to Your Prospects’ Buying Behavior in the Online World”
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digital, body, language, b2b, transaction, buyers cues, intentions, networking
    
Oracle
Published By: Xactly Corp     Published Date: Jan 13, 2017
The number one driver of your organization’s success is sales performance. In this new eBook, 10 industry experts provide their top tips on how to inspire sales reps and maximize their selling power. With decades of sales management and training experience between them, they share proven practices to accelerate performance across your organization. You will learn how to: Improve coaching and training processes with weekly teaching labs and goal setting Motivate behaviors through incentives like SPIFs, bonuses, and recognition awards Build a better team culture by taking the time to personally connect with reps Increase rep productivity with practical advice you can start using today Don’t miss this guide on how you can incorporate continuous improvement and drive better performance. Download the eBook today!
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sales, ebook, xactly, motivate, productivity, training, performance, selling
    
Xactly Corp
Published By: VisiStat     Published Date: Mar 22, 2007
This report outlines five important "insider" secrets for measuring the effectiveness of your Website, along with tips on how to turn it into a lead generation machine.
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website traffic, visitor tracking, web analytics, web metrics, site analysis, online marketing, site management, increase sales, advertising, marketing campaign, ad tracking, generate leads, sales leads, online sales, sales tool, small business, ecommerce, search engine ranking, seo, keywords
    
VisiStat
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