Reprinted with permission from The Journal of Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management risk aversion on customer-oriented selling behaviors. The results indicated that perceived...Read more
Using emerging mobile technology and a focus on improving sales meeting effectiveness, Recall launched a pilot program to test the effectiveness of virtual sales coaching. This session features their experiences and presents compelling insights into the future of technology-enabled virtual coaching for sales organizations. Presenters focus on technology implementation issues,...Read more
For decades, companies have trained and re-trained their sales managers on how to coach their reps. Yet, no organization we’ve met believes that their managers coach well enough or often enough to maximize sales performance. Truth is, the existing coaching models are to blame. These coaching models (and you probably...Read more
The volume, variety, and velocity of sales and marketing data that executives sift through on a daily basis is overwhelming. Pipeline. Deal Size. Win rates. Lead conversion. Social media sentiment. The data points available for consumption are endless.   Join Domo Senior Director of Enterprise Solutions Chris Wintermeyer and Tom Knight, Founder...Read more

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