conference archives

Conference Archives •

Panel: Developing Rock Star Sales Managers

October 25, 2016

Most of our sales managers were once rock star salespeople. Then they got promoted. Then the music stopped. How do we take those former stars and get them rocking once again as world-class sales managers? Join a hand-picked panel of sales enablement rock stars as share how the built high

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conference archives

Conference Archives •

Workshop: Sales Coaching Program Essentials: Enablement and Accountability

October 25, 2016

Research shows sales coaching produces more effective sales teams. And, it tells us that sales leadership considers coaching among the most important places for managers to focus. But maddeningly, research also reveals that most coaching initiatives fall flat, and little manager time is spent

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conference archives

Conference Archives •

Keynote Panel: Getting CRM Right: Three Stories from the Front Lines

October 25, 2016

CRM’s promised benefits have tantalized and tormented sales organizations for two decades, but few firms have realized CRM’s full potential. Now innovative companies are turning the tide, and improving the value they receive from CRM investments. In this session, Vantage Poin

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conference archives

Conference Archives •

Panel: Scaling the High Growth Sales Force

October 25, 2016

As management problems go, it’ s a good one to have. How do you exponentially grow a sales force – fast? Early decisions can have dramatic effects on a high-growth sales organization’ s future ability to scale, remain flexible to changing circumstances, and achieve high level

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conference archives

Conference Archives •

Case Study: Kowa Pharmaceuticals America: Outsourcing Sales Operations

October 25, 2016

Kowa ’s 2008 entry into the US market helped realize the Japanese company’s vision of a global pharmaceutical organization. Focused in cardiometabolic therapeutics, Kowa encountered challenges common to fast-growing sales forces in complex selling environments. Chief among these wa

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conference archives

Conference Archives •

Keynote: Cultivating a Performance Based Culture in the Sales Organization

October 25, 2016

Join Lindsay McGregor, co-author of New York Times bestselling book, Primed to Perform: How to Build the Highest Performing Cultures Through the Science of Total Motivation, for an informative session on how sales organizations can transform their cultures. In this session, Lindsay demystifies

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research

Research • Sales Technology, Selling Effectiveness

Research Brief: Leading the Social Sales Force

June 15, 2016

  Social media can be used by companies and their sales organizations for an array of purposes, from strategic (building brand image) to tactical (generating leads) to organizational support (identifying job candidates). Whether gathering information on markets and competitors or sharing

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research

Research • Sales Technology, Selling Effectiveness

Research Brief: Assessing Sales Tools

May 04, 2016

  Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up

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research

Research • Strategy & Planning, Sales Process Management

Research Brief: Sales Planning Practices

April 05, 2016

  Sales organizations demand a daunting breadth of planning expertise: from prioritizing high-level objectives to align with firm strategy, to allocating limited resources to adequately cover opportunities, to establishing tactical performance goals at multiple levels within the organiza

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research

Research • Selling Effectiveness

Research Brief: Assessment of Sales Opportunities

April 05, 2016

  Accurately assessing opportunity is an essential competency for sales organizations. It underpins critical resource allocation decisions, such as how and where to deploy salespeople, and it determines how essential work is prioritized within the sales force. Opportunity assessment invo

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