conference archives

Conference Archives •

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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Conference Archives •

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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Conference Archives •

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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Conference Archives •

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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Conference Archives •

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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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 •

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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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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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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