Conference Archives
Workshop: Interpreting Sales Data to Change Behavior 
13 October 2015
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Since CRM systems gained a foothold many years ago, sales organizations’ appetite for data has increased exponentially. Most organizations now collect far more information than they know what to do with. These sales forces are no longer asking “What are salespeople or customers doing?” but “What does this information mean?”...Read more
Conference Archives
Workshop: Why CRM Fails… and What to Do About It
13 October 2015
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You’ve invested significant time and money in your CRM system, yet the ROI is difficult to find. You’ve trained and re-trained your sales force, yet your user adoption still suffers. You’ve done everything you know to do… So what now Join Tom Disantis from Vantage Point as he delves into...Read more
Conference Archives
Workshop: Implementing Effective Coaching Programs
13 October 2015
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The evidence is overwhelming; better coaching produces more effective sales teams. But how do you implement an effective coaching initiative and how do you measure the impact? In this session Ray Bonis, Sales Effectiveness Leader at CommScope and Bob Sanders, CEO at AXIOM share practical insights about CommScope's coaching initiative....Read more
Conference Archives
Workshop: Managing the Social Sales Force
13 October 2015
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Technology has forever changed how buyers buy. Web-enabled and hyper-informed, they’re identifying suppliers, researching solutions, and evaluating alternatives – all things that used to require a salesperson’s help. Sales forces that have adapted to this and embraced social media have thrived. Social selling is leveling the playing field for these...Read more
Conference Archives
Workshop: Uncover Hidden Insights in Your Sales Compensation Data
13 October 2015
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Sales compensation programs are a treasure trove of data. The best companies know that it's important to make optimal use of such information - but it hasn't always been easy. This session will explore how new developments in natural language-based cognitive computing promise to help your compensation team see non-obvious...Read more
Conference Archives
Workshop: Big Data for Sales – Taking Analytics from Insights to Action
13 October 2015
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Machine learning techniques, marrying big data and analytics, offer the potential to transform sales and marketing targeting, helping focus activity on the most attractive opportunities for cross-sell, up-sell and new customer acquisition. With the right approach, sales process enablement, and monitoring, insights derived with machine learning can be an engine...Read more
Conference Archives
Workshop: Sales Enablement Done Right
13 October 2015
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Companies want top-line growth, but typically don’t invest enough in those closest to the ground to truly affect it: Sales, the “frontline face” of your brand to your customers. Most look at equipping the sales force with the tools and assets they need to be successful as a fractional part...Read more
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