conference archives

Conference Archives •

Workshop - Making Sales Management Training Stick

November 29, 2017

  Why do so many training initiatives have such little impact on performance? The answer, as many change management theories are quick to point out – is that training alone won’t get people to change what they do or how they do it, no matter how good, targeted, or relevant th

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Case Study - Scaling Sales Excellence at Tech Unicorn MongoDB

November 29, 2017

  MongoDB’s sales force has grown dramatically in the ten years since its founding in 2007. Now serving over half the Fortune 500, and more than 4,300 customers in 85 countries, the firm’s sharp growth trajectory is supported with finely tuned sales effectiveness solutions.

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Keynote Panel - Building a High Performing Sales Operations Function

November 29, 2017

  High performing sales operations functions focus on a strategic charter, while efficiently executing tactical responsibilities. This panel discussion showcases leading practitioners’ approaches for staffing, planning, and executing core sales operations responsibilities. Panelist

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Keynote Panel - The Four Salesmen of the Apocalypse: Automation, Analytics, Artificial Intelligence, and Autonomous Workers

November 29, 2017

  In the Book of Revelation, four horsemen (Death, Famine, War, and Conquest) open a can of world-ending whoop ass before the last judgment. Four forces are similarly positioned as harbingers of the sales force’s demise. They are automation, marketing, artificial intelligence, and

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Panel - Taking the Babble Out of Sales Enablement

November 29, 2017

  Heard of “sales enablement?” It’s a term cooked up by technology vendors a decade or so ago, hoping to add sizzle to content management solutions – platforms that distribute marketing content to, and through, sales forces. Distributing content might not be the s

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Case Study - Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution

November 29, 2017

  As North America’s leading provider of vehicle remarketing services, Manheim connects buyers and sellers to an extensive wholesale vehicle marketplace and auction network. Its 18,000 employees enable Manheim to register about 8 million used vehicles per year, facilitate transacti

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Workshop - New Trends in Sales Performance Management

November 29, 2017

  Progressive firms are doing more with sales performance management (SPM) tools, which in the past often focused on incentive compensation management. Using metrics to model various territories, balance resources, and predict outcomes; implementing rewards systems that are aligned with

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Workshop - Research on World Class Sales Practices: Actionable Insights for Sales Leaders

November 29, 2017

  In this session, Seleste Lunsford shares data from the just-released 2017 World-Class Sales Practices Study. In its 20th year, CSO Insights’ study combines historical perspective with fresh, unique insights, while focusing on the most critical organizational practices that produc

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Workshop - Location Data: Sales Analytics’ Force Multiplier

November 29, 2017

  Innovations in analytics, mobility, and applications are redefining what’s possible for sales organizations. Among these advancements is the use of geospatial and location data. By integrating location information into applications like CRM, firms are dramatically improving their

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Case Study - Transforming Sales through Centers of Excellence at VMware

November 29, 2017

  Challenged with doubling its annual revenues from US$6 billion to US$12 billion in five years, VMware is retooling to better deliver sustained high growth. In this presentation, VMware’s Vice President of Global Operations provides an in-progress look at this transformative initi

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