In this brief, we use the SiriusDecisions Sales Enablement Model to identify the elements required for strategic account managers to excel.

In this brief, we examine the competency profile for an inbound teleprospecting rep, focusing first on the general aptitudes required, then explaining the specific skills, knowledge and behaviors that increase the likelihood of success.

In this brief, the second in a five-part series on enterprise software trials, we focus on the first phase of a trial, when the buyer downloads or initiates the trial and uses it for the first time.

In this brief, we share results from the 2011 SiriusDecisions Brand Management Survey, focusing specifically on responses that revealed trends concerning which behaviors within b-to-b organizations and specific employee groups align with corporate brand values and vision.