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Transforming Sales Operations: Two Perspectives

8 October 2013

The intersection of traditional sales operations, emerging sales technology and sales effectiveness teams have transformed sales operations from a Finance-driven organization to one with a much broader charter and higher impact. Ian Levine, Iron Mountain's sales operations architect and sales effectiveness strategist reviews key lessons from his firm's sales transformation,...Read more

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Using Video to Improve Sales Enablement

8 October 2013

The power of video allows companies to tell their unique story and communicate their value proposition in a way that grabs attention and ensures greater retention -- both for prospects and for salespeople. In this session, Brainshark's chief marketing officer Andy Zimmerman shows how leading companies are using video to...Read more

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Aligning Go-to-Market Activities and Sales Motion with Your Buyers

8 October 2013

The ability to connect go-to-market activities directly to how buyers purchase products and services is an age old problem. Too often, it's met with technology investments that are not cohesive and confusing to salespeople. These initiatives promise improved productivity, but fail because they aren't relevant to how sales reps sell....Read more

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How Excellent Sales Competency Models Make Excellent Sales Forces

8 October 2013

Salespeople today contend with increasingly sophisticated buyers and intense competition. As a result, they need more than the traditional relationship-building and closing skills -- they must have business acumen, sharp analytics, effective cross-functional collaboration, and creativity to create and prove their value in this complex selling environment. A competency model...Read more

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Realigning CRM Investments for Sales Productivity

8 October 2013

CRM used solely for data capture is an expensive and unproductive investment. This workshop and case study focuses on extending CRM's capabilities to create value in ways that drive value for all sales organization stakeholders, while driving overall sales productivity. Essential to unlocking CRM's ROI is aligning CRM with sales...Read more

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Realizing Higher Returns from Sales Coaching

8 October 2013

Despite a surging interest in sales coaching, few sales coaching programs yield hoped-for results. Common reasons for failure are overly complex frameworks, low adoption rates, anemic reinforcement, lack of accountability, or all of the above. But it is possible to overcome all of these issues and deploy a successful, high-impact...Read more

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Sales Territories: Aligning, Analyzing and Optimizing

8 October 2013

Territory and location data is an underutilized asset for sales operations departments. This session focuses on how firms can leverage territory data to make decisions that impact sales productivity.

Conference Archives