Thanks for Making Sales Force Productivity Conference 2016 a Huge Success!

SFPC 2016 is in the books and we’re already looking forward to SFPC 2017.  But before we get too far ahead of ourselves, we wanted to take a moment to highlight some of the great moments that came out of this year’s conference.   We had 300 registered delegates with more than 30 sessions offered.  Many attendees reported being very pleased with the choice in break ...

Sales Management: Welcome to the Funhouse

Anti Gravity House     Step inside the sales organization (most any large sales organization). You’ll see things that overwhelm the senses, confound reason, boggle the mind. Buyers will violate long-established natural laws governing custom ...

Why Sales Organizations Struggle to Change

A guest post from Miller Heiman's Sam Reese Buzzwords are in vogue. Whether the word is transformation, enablement, re-engineering, what they really mean is change. But to truly change, one cannot just focus on one silver bullet. The fact is any change initiative will have many moving parts and interdependencies. This is the heavy lifting that often derails change initiatives, an ...

"Sales Transformation:” the Next Re-engineering?

A recent conversation with a COO got us thinking. After meeting with a top CRM vendor our client said: “Did you hear the number of times and ways they referenced sales transformation? Since when did segmenting the business, re-designing the sales process, and enabling it with better tools become a major transformation? “Sales Transformation” has become the new “Re-engine ...