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Workshop – The Three Conversations of Effective Sales Coaching

17 October 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 talks about the importance of...Read more

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

17 October 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 more than a gut check. Sales...Read more

Conference Archives

Keynote – Building an Agile Sales Organization: Moving Beyond the "How To" Mindset

17 October 2017

In this informative and provocative session, Michelle Vazzana and Leff Bonney will examine the conventional wisdom that is stifling the sales force. They will share powerful, yet surprising new research from both Florida State University and Vantage Point Performance representing hundreds of sales teams. The findings they provide will challenge...Read more

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Case Study – Sales Time Well Spent: New Improvements in Activity Analytics

17 October 2017

Sales executives with even moderately large, distributed salesforces rely on data to help them understand which activities and behaviors lead to the best outcomes. Yet much of the information that sales executives rely upon today, such as CRM reporting tools and time studies, is based on self-reported data. Even with...Read more

Conference Archives

Case Study – Salesperson Development Tools at 3M

17 October 2017

Impacting salespeople’s skill development is challenging, especially in large, distributed sales forces. This session reveals 3M’s successful experience developing its Consumer Business Group sales force using an integrated set of learning tools. The session features a hands-on review of specific 3M tools, discusses learning process and tool design best practices,...Read more

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Case Study – Transforming Sales through Centers of Excellence at VMware

17 October 2017

Challenged with doubling its annual revenues from US$6 billion to US$12 billion in five years, VMware is retooling to better deliver sustained high growth. In this presentation, VMware’s Vice President of Global Operations provides an in-progress look at this transformative initiative, focusing on the firm’s efforts to drive sales force...Read more

Conference Archives

Panel – Taking the Babble Out of Sales Enablement

17 October 2017

Heard of “sales enablement?” It’s a term cooked up by technology vendors a decade or so ago, hoping to add sizzle to content management solutions – platforms that distribute marketing content to, and through, sales forces. Distributing content might not be the sales force’s most urgent issue to solve, but...Read more

Conference Archives

Case Study – Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution

17 October 2017

As North America’s leading provider of vehicle remarketing services, Manheim connects buyers and sellers to an extensive wholesale vehicle marketplace and auction network. Its 18,000 employees enable Manheim to register about 8 million used vehicles per year, facilitate transactions representing nearly $57 billion in value, and generate annual revenues of...Read more

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Workshop – The Three Conversations of Effective Sales Coaching

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

Keynote – Building an Agile Sales Organization: Moving Beyond the "How To" Mindset

Case Study – Sales Time Well Spent: New Improvements in Activity Analytics

Case Study – Salesperson Development Tools at 3M

Case Study – Transforming Sales through Centers of Excellence at VMware

Panel – Taking the Babble Out of Sales Enablement

Case Study – Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution

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