conference archives

Conference Archives •

Keynote Panel: Big Data = Big Changes?

October 26, 2016

We hear a lot about big data–a buzz phrase popular among many organizations and sales leaders. Because of the hype, leadership often discounts big data’s near-term impact. However, ignoring big data now may cause organizations to miss big opportunities in the long-term. Join

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Keynote: Built to Scale: Creating a Consistent Value Message Across Red Hat's Global Sales Team

October 26, 2016

With 2,000+ globally-dispersed salespeople and an expanding product line, Red Hat must manage daunting communication challenges. Chief among these: making sure each seller effectively communicates Red Hat’s value to customers and prospects. Doing so requires salespeople to absorb and ret

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Conference Archives •

Case Study: Elevating Sales Effectiveness at Oracle: A Journey in Building a High Performance Sales Team

October 25, 2016

For Oracle, the sales game had changed, and management needed to remake its performance culture. Presented by Oracle sales leader TJ Pomian, this presentation reveals how Oracle utilized analytics, innovative coaching techniques, and new incentives to strengthen the firm’s competitive ad

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Panel: A Sales Force Built to Learn: Refocusing Training on Continuous Development

October 25, 2016

Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople

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Case Study: Assessing Sales Managers’ Ability to Lead Sales Transformation at Iron Mountain

October 25, 2016

In transforming its sales organization, Iron Mountain knows sales managers must lead the way. Success depends upon managers’ ability to identify salesperson strengths and gaps; effectively coach; and apply critical thinking skills to how they approach their accounts and opportunities. To

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Sales Transformation Case Study: Realigning Enterprise Sales at ADP

October 25, 2016

ADP’s large enterprise sales group faced transformational change among buyers; to adapt, it embarked on its own transformation. Presented by two senior sales operations leaders who lead the initiative, this session details ADP’s comprehensive realignment of its enterprise segment&r

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Workshop: How Sales Forces Launch Products New-to-the-World

October 25, 2016

While organic growth is the top strategic priority of many CEOs, few firms conduct even rudimentary due diligence on the sales organization’s ability to launch new products. Even fewer may be aware that launching new products – especially innovations truly “new-to-the-world&r

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Panel: Redefining Sales Operations' Charter

October 25, 2016

Sales operations’ charter cuts a wide swath in many organizations, its efforts span strategic, tactical, and administrative responsibilities. The most successful sales operations departments narrow their focus on core strategic imperatives, while efficiently executing tactical responsibi

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Conference Archives •

Case Study: Raising Front-Line Managers' Sales Coaching Proficiency at Dun & Bradstreet

October 25, 2016

Dun & Bradstreet implemented a front-line sales leader initiative over the past year. After educating sales managers on coaching, D&B measured and tracked managers’ coaching performance. This session describes the firm’s experience, as shared by the initiative’s catal

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Workshop: Solving the Sales Methodology Puzzle

October 25, 2016

Most sales organizations believe in the value of a defined selling methodology. But when it comes to selecting a specific methodology, consensus can be hard to come by. Consultative selling, insight selling, challenge selling; the list of alternatives the list goes on and on. How should a sale

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