conference archives

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

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

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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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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Webcast

Webcast • Coaching, Leadership Development, Sales Operations

From Boss to Coach: Turning Great Sales Managers into Great Coaches

October 19, 2016

  Success in sales isn’t based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson’s internal drivers/barriers, much less have a meanin

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