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Software Functionality Revealed in Detail
We’ve opened the hood on every major category of enterprise software. Learn about thousands of features and functions, and how enterprise software really works.
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 sales and training


Sales Force Automation, Customer Relationship Management, and Sales Training: A Fusion of Methodology and Technology
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal sales training and the related

sales and training  methodology employed by the sales force and the methodology implicitly or explicitly required by the tools, by using add-on technology. For example, The Complex Sale's GPS software includes an interface to Salesforce.com's CRM and SFA suite, and an interface to other CRM tools, yet is designed around The Complex Sale's methodology. Select Selling's Dealmaker is a self-contained SFA tool supporting the Select Selling methodology, with an interface to Salesforce.com, and a customizable interface to other

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Software Functionality Revealed in Detail

We’ve opened the hood on every major category of enterprise software. Learn about thousands of features and functions, and how enterprise software really works.

Get free sample report
Compare Software Solutions

Visit the TEC store to compare leading software by functionality, so that you can make accurate and informed software purchasing decisions.

Compare Now

Sales Force Automation (SFA)

Sales Force Automation (SFA) systems help sales and marketing teams with functions related to taking orders, generating proposals or quotes, managing territories, managing partners, and maintaining contact data. Systems often include various levels of analytic and reporting capabilities. 

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Documents related to » sales and training

Best Practices of the Best-run Sales Organizations: Sales Opportunity Blueprinting


To move your sales team to the next level, you need to find answers to several questions. For example: How do you determine which customers provide the best opportunity for a successful sale? Can you develop and present a comprehensive view of your value position to a prospect? What is the role of IT in driving a best-run sales organization? Find out how leading companies have answered these questions—and how they excel.

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Aligning Sales Territories to Enhance Sales Productivity: Improving Customer Relationships in a Tough Economy


In a tough economy, retaining customers and reducing costs become paramount, and sales force productivity takes center stage. You should also be thinking about territory alignment: territory management directly affects customer relationships and the ability to tailor your approach to various market segments. Learn how to optimize territory alignment with the right set of tools, and overcome sales process obstacles.

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Accelerating New Hire Training to Increase Sales and Productivity


Pfizer needed a standards-based learning management system to accommodate legacy content developed in-house and content from third-party providers. Using the SumTotal Learning Management, Pfizer Sales Training developed a Web-based blended learning program incorporating content from a variety of sources. Download the case study to see all the results, including an increase in market share for one physicians’ product by 900%.

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Why Soft-skills Simulation Makes a Hard Case for Sales Training


Many companies find that traditional sales training methods have fallen short. The competitive levels of today's business environment demand new educational methods that can deliver advantage quickly and cost effectively. But how to cut through the clutter? Book learning, seminars, and lectures alone are too static! E-learning and web-based training are often irrelevant—or just plain boring. What to do?

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5 Keys to Converting More Leads into Sales


Marketing and sales teams have long disputed who’s responsible for converting leads into sales opportunities. Marketing argues that it has generated leads and tosses them over to sales, while sales complains the leads aren’t qualified. Learn how to convert more leads into sales with five key strategies, starting with encouraging sales and marketing to work together. Better lead management means you can win more deals.

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Updating and Streamlining Compliance Training Across a Network of Hospitals


Exempla Healthcare was facing several business challenges, including achieving 100% compliance on annual required training, establishing consistency and content standardization among hospitals, and reducing student time spent in training. The company selected ToolBook®, along with SumTotal Learning Management, to create, deliver, and track training using one integrated system. Read the case study and see the benefits.

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Sales Performance Management


A productive sales force must concentrate on acquiring, growing, and retaining profitable relationships with its clients. This requires clear, detailed views of prospects, customers, and the market—and the ability to turn insight into action. The right sales force automation (SFA) system can help you determine priorities and action plans to achieve the best results with your customers—and boost your profit margins.

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The Sales Benchmarking Primer


Sales benchmarking is a diagnostic discipline that objectively identifies opportunities for sales-related performance improvement and enables best-practice solutions. This Sales Benchmarking Primer includes two important chapters from the best-selling book Making the Number—and provides a process-based framework for marketing and sales that can help your company survive and prosper in an unstable economy.

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7 Practical Sales Tips


These days, nobody goes it alone. We all can use a few new techniques to help us close tough deals. This ebook outlines key sales strategies and gives you the resources you need to put them into action. Some recommendations are simple; others require thoughtful business decisions. But all guarantee an immediate and long-lasting impact on your sales organization. Get a few quick sales tips you can use anywhere, anytime.

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Complete Guide to Sales Force Automation (SFA)


Complete Guide to Sales Force Automation Get the buyer's guide that gives you everything you need to know about sales force automation solutions.

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