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Conference Archives

Workshop: Transforming the Sales Function at hibu: Enabling Change with Analytics Full members only

15 October 2015

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Transitioning its business from print publications (like yellow page directories) to digital media, hibu is executing a sales force transformation as significant as any attempted. With a database of 13 million business, served by more than 1,100 salespeople, hibu has led a comprehensive reorganization of its customer segmentation, go-to-market strategy,...Read more
Conference Archives

Workshop: Putting Sales People in Front of Decision-Makers: How Great Sales Organizations Make It Happen Full members only

15 October 2015

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Executive-level decision makers are adept at repelling salespeople. It's a skill borne of necessity. Most salespeople arrive ill-prepared, waste time in meetings, and add little value as potential suppliers. But there are exceptions... In fact, a few salespeople have no trouble at all connecting with decision-makers. These salespeople run meetings...Read more
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Keynote: Learn-Ablement Full members only

14 October 2015

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Historically, global companies have made significant investments in sales training on an annual basis, and in many cases invested in enablement “playbooks” for daily process and methodology application. While the two activities are typically linked conceptually, they have traditionally been two separate offerings – with training for each occurring independently. ...Read more
Conference Archives

Keynote: Five Places Sales Operations is Focusing for Productivity Full members only

14 October 2015

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Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this keynote presentation from MHI Research Institute’s Tom Chamberlain. Drawing on MHI Research Institute’s extensive...Read more
Conference Archives

Workshop: Balancing Sales Territories: How DocuSign Assesses, Aligns, and Optimizes Territories Full members only

14 October 2015

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Faced with shifting sales territories, a growing sales force, and exploding demand, DocuSign’s sales territories were a deployment challenge of no small consequence. Using an array of supporting technologies, DocuSign’s implemented a territory management approach that optimizes sales coverage, balances workload, and tames administrative complexity. In this presentation, DocuSign’s Manager...Read more
Conference Archives

Workshop: Insights into Sales Operations Practices Full members only

14 October 2015

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This session delves into the Sales Management Association’s inquiry into emerging practices, challenges, and trends related to sales operations. We define “sales operations” as a corporate function focused on sales force effectiveness. Many firms, however, use different names for this function. Common variations include sales effectiveness or sales excellence, commercial...Read more

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