All ITSMA Sales Enablement Processes, Training and Tools Documents     

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ITSMA’s 2012 State of the Marketing Profession Address
Document Type: Online Briefing         Pub. Date: January 27, 2012        Ref. Number:  OLB120125
IBM’s Institute for Business Value: How to Convert Thought Leadership Research Into Revenue
Document Type: Case Study         Pub. Date: January 16, 2012        Ref. Number:  CS0029
Cisco: How to Train Partners in the Complex Solutions Sale
Document Type: Case Study         Pub. Date: September 6, 2011        Ref. Number:  CS0028
Lead Generation High Performers: Lessons from the Best
Document Type: Online Briefing         Pub. Date: April 5, 2011        Ref. Number:  OLB110322
Xerox Global Services’ Competipedia: Using Social Media to Enable the Sales Force
Document Type: Case Study         Pub. Date: April 1, 2010        Ref. Number:  CS0023
Tackling the Primary Impact Points for Sales Enablement and Productivity
Document Type: Online Briefing         Pub. Date: March 23, 2010        Ref. Number:  OLB100316
Leveraging Reference Programmes to Help Customers Choose You
Document Type: Online Briefing         Pub. Date: November 16, 2009        Ref. Number:  OLB091110
Sales Enablement Practices and Trends: Increasing Marketing’s Impact
Document Type: Benchmarking Study         Pub. Date: November 6, 2009        Ref. Number:  SV4575
Improving Sales Effectiveness Through Guided Conversations: Xerox Global Services Tour
Document Type: Case Study         Pub. Date: July 22, 2009        Ref. Number:  CS0019
Where’s the Beef? Creating Value Propositions That Matter
Document Type: Update         Pub. Date: July 3, 2009        Ref. Number:  U0066
Survey Insights: The Impact of the Economic Downturn on Developing and Selling Solutions
Document Type: Study         Pub. Date: May 8, 2009        Ref. Number:  SV4555
What Really Matters to Decision Makers? Insight into Key Buying Criteria for Services and Solutions – North America
Document Type: Online Briefing          Pub. Date: August 12, 2008        Ref. Number:  OLB080812
Using Business Impact Tools to Communicate Value: How Avaya Revitalized Its Services Business
Document Type: Case Study          Pub. Date: April 26, 2005        Ref. Number:  CS0011
Sales Ready Guide: Developing a Sales Ready Plan
Document Type: Tool          Pub. Date: September 1, 2003        Ref. Number:  TB028
The Role of Marketing in Selling Solutions: Developing Systems, Skills, and Tools
Document Type: Online Briefing          Pub. Date: July 15, 2003        Ref. Number:  OLB071503
Sales Support Assessment Guide
Document Type: Tool          Pub. Date: June 1, 2003        Ref. Number:  TB025
Strengthening Lead Management: Guidelines for Success
Document Type: Tool          Pub. Date: November 1, 2002        Ref. Number:  TB023
Benchmarks and Best Practices from IT Services Leaders – Sales Performance Study
Document Type: Sales Study         y Pub. Date: August 6, 2002        Ref. Number:  S003
Getting to Know Your Clients: A Checklist for Marketing and Sales Professionals
Document Type: Tool          Pub. Date: March 1, 2002        Ref. Number:  TB017
Win/Loss Interview Guide
Document Type: Tool          Pub. Date: November 1, 2001        Ref. Number:  TB013
Sun Microsystems: e-Enabling (Services) Sales
Document Type: Case Study          Pub. Date: September 30, 2001        Ref. Number:  C0034
Services Sales Readiness Guide
Document Type: Tool          Pub. Date: September 1, 2001        Ref. Number:  TB011
Leveraging the Sales Channel
Document Type: Tool          Pub. Date: July 1, 2001        Ref. Number:  TB009
Effective Client-Focused Presentations
Document Type: Tool          Pub. Date: April 1, 2001        Ref. Number:  TB006
Sales Practices and Metrics Study
Document Type: Sales Study          Pub. Date: February 1, 2001        Ref. Number:  S002