conference archives

Conference Archives •

Panel - Assessing Return on Sales Technology Investments

November 29, 2017

  Sales technology is a growing and increasingly strategic investment for sales forces. Quantifying technology’s business impact is a challenge for organizations evaluating potential investments, or assessing installed platforms. This session draws upon recent Sales Management Asso

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conference archives

Conference Archives •

Workshop - Sales Performance Warning Signs - and What To Do About Them

November 29, 2017

  Is your “check sales engine” light blinking? Asking a sales manager how the quarter is going typically results in a quick response regarding pipeline, plus the status of a few key deals. This barely scratches the surface of sales performance, and makes forecasting nothing m

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conference archives

Conference Archives •

Workshop - The Three Conversations of Effective Sales Coaching

November 29, 2017

  Employees are looking for regular feedback, authentic connections and a more collaborative relationship with their managers. As a result, coaching is getting a lot of attention as a way to unlock this connection and boost employee performance. But while it seems that everyone knows and

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conference archives

Conference Archives •

Keynote Panel - Flipping the Sales Force: New Models for Sales Force Learning

November 29, 2017

  Bad teachers and bad salespeople share a similar defect: rather than engage with their audience, they lecture them into glazed stupor. In education, progressive teachers are rethinking that approach with a new paradigm called the “flipped classroom;” it has a lot to offer s

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conference archives

Conference Archives •

Keynote - Accelerating Growth Through Faster Knowledge Sharing at Nuveen

November 29, 2017

  In this session, Nuveen’s Joy Crenshaw, managing director and head of sales development, shares how Nuveen is arming its sales force with timely, salient insights from internal thought leaders and peers in the field. Employing an agile, sales-centric approach, Nuveen uses mobile-

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conference archives

Conference Archives •

Sales Force Productivity Conference 2017 Digital Archive

November 29, 2017

  Thank you for purchasing the 2017 Sales Force Productivity Conference Digital Archive. Below are links to each session in the digital archive. Each session includes audio or video as well as any Powerpoint files used in the session. Enjoy!   Are you interested in purchasin

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conference archivesThis resource is only available for Archive Eligible members

Conference Archives •

Case Study - Reengineering Sales Methodology at Siemens

November 28, 2017

  Faced with fundamental shifts in the healthcare industry, Siemens’ healthcare business is undergoing a dramatic redesign. Rebranded Siemens Heathineers, and now managed separately as a company-within-the-company, the firm is applying its long history of engineering expertise to i

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conference archives

Conference Archives •

Workshop - Measuring Sales Force Activity: Research Based Insights

November 28, 2017

  Selling activities – the essential tasks that comprise a salesperson’s job, and include things like making customer calls or generating proposals – ultimately determine salesperson productivity. But collecting sales activity data is notoriously tricky, and few firms d

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Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics

Sales Forecasting Fundamentals - Part One of a Three Part Sales Planning Series

November 20, 2017

  Many sales effectiveness leaders prepare new sales plans for the coming year. This webcast reviews the essential elements of sales forecasting, and is the first of a three part series on sales planning best practices. Topics addressed include establishing consistent practices that ensu

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Webcast

Webcast • Sales Process Management, Sales Operations, Selling Effectiveness

Four Ways to Improve Sales Force Selling Time

November 06, 2017

  Burdening the sales force with administrative responsibilities comes at a high cost. Displacing time that could be spent selling, low-value administrative tasks distract salespeople from more productive activity, and result in missed opportunity. This webcast presents practical approac

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