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Building Resiliency through Alternative Revenue and Sales Models

8 May 2020

Recurring revenue models, including subscription and XaaS models, have long been leveraged to demonstrate reliable revenue streams and seek higher valuations for companies. However, the recent pandemic has provided a new more pressing motivation for exploring these models: creating revenue resiliency in times of downturn. Simon-Kucher Partners’ Adam Ecther and...Read more

Conference Archives

Clarity and Agility: Sales Management’s New Imperatives

8 May 2020

The levels of stress and distraction that B2B salespeople are facing has suddenly multiplied by orders of magnitude. How do you stabilize your sales force in a time of chaos and uncertainty? How do you minimize the negative impact of unprecedented distraction? Is it possible to leverage this current crisis...Read more

Conference Archives

Diamonds or Dust? Influencing the Outcomes of Management Under Pressure

8 May 2020

Adversity and failure often bend managers' career trajectories in unexpected ways, and the pandemic will be just such an inflection point for the subset of managers that are sufficiently introspective and motivated to both learn and develop new skills as a result of current challenges. The current situation is an...Read more

Conference Archives

Making Sense of Sales Territories in a post COVID-19 World

8 May 2020

Assigning and optimizing sales territories is a complex undertaking for most sales organizations, even in "normal" circumstances. It requires balancing multiple objectives, accommodating a range of complicating factors, and accommodating the need for ongoing adjustments and contingencies. The global pandemic has amplified this complexity, and will require most firms to...Read more

Conference Archives

SPM Apps and the New Analytics of Uncertainty

8 May 2020

Sales Performance Management (SPM) is a fast-growing technology that tackles salesperson assignments and territories, quota management, incentive compensation administration, and sales and incentive performance reporting. Its more notable players include Xactly, Varicent (formerly IBM), SAP (formerly CallidusCloud), Oracle, and Anaplan. SPM promises management greater control, richer insight, and faster decision...Read more

Conference Archives

Digitizing the Sales Process: Transformation Frameworks

8 May 2020

The pandemic is accelerating changes that have been well underway in the sales organization. These changes use digital tools to speed the sales and buying process, improve user experience, and optimize productivity. Join Conga's Ash Finnegan, Digital Transformation Officer, as she uncovers digital transformation's value to the sales organization and...Read more

Conference Archives

Unlocking the Power of Video to Boost Sales Performance and Productivity

8 May 2020

The sales landscape is shifting and so are your buyers’ expectations of how you connect, educate, and sell. Join Tyler Lessard, host of the Creating Connections show, to learn how modern sales teams are embracing online video content and personalized video messages to stand out, earn trust, and close deals...Read more

Conference Archives

People, Process, and Forecasting Implications of Current Conditions

8 May 2020

Current circumstances find buyers behaving in more unpredictable ways which means that sales pipelines may be far less accurate as a predictor of future sales. This presentation considers how sales organizations could prioritize pipeline development to adjust to the present crisis, reinforces the importance of continuing to stick to the...Read more