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KEYNOTE: How to Sell New-to-the-World Products

16 October 2018

Product or service innovation underlies many companies’ growth efforts. They invest mightily in R&D, or recruit new talent capable of generating the next big idea. These investments sour if new offerings aren’t effectively presented to buyers, and this last step in the process of commercializing innovation proves the trickiest for...Read more

Conference Archives

KEYNOTE – Managing Salespeople: Separating Madness, Myth, and Methodology

16 October 2018

For many managers, aligning the sales force around a consistently practiced sales methodology is a top priority, and a notoriously difficult implementation challenge. Surprising new research suggests that it may also be a fool’s errand. Modern sales forces require more agile salespeople, adaptable to varied buying preferences and fast-changing customers....Read more

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KEYNOTE – Case Study: Sales Force Effectiveness at GE Healthcare

16 October 2018

GE Healthcare is the $19 billion healthcare business of GE (NYSE: GE). As a leading provider of medical imaging, monitoring, biomanufacturing, and cell and gene therapy technologies, GE Healthcare enables precision health in diagnostics, therapeutics and monitoring through intelligent devices, data analytics, applications and services. With over 100 years of...Read more

Conference Archives

WORKSHOP: Quantifying Sales Learning Investments’ Business Impact

16 October 2018

Sales organizations struggle to quantify sales training’s impact. As a result, learning investments are often the first area cut in a downturn, and the most difficult to secure budget for. New Sales Management Association research suggests how increased training investments can enhance sales force engagement, retention, and onboarding effectiveness in...Read more

Conference Archives

PANEL — Conducting the Symphony: Implementing a Coordinated Approach to Sales Planning

16 October 2018

Sales planning can feel like conducting a symphony — it requires coordination, precise timing, and the integration of disparate parts into a harmonious whole. When done effectively, sales planning allows sales forces to mobilize effort at all levels of the organization and execute complex strategies. This session examines the essential...Read more

Conference Archives

WORKSHOP – Sales Process Management Clinic

16 October 2018

Almost all sales organizations consider sales process important, but few use it effectively. This is unfortunate, because poor (or missing) process diminishes productivity, slows revenue growth, and undermines quality outcomes for salespeople and customers alike. It also hobbles management, who are less able to forecast performance, scale the organization, or...Read more

Conference Archives

CASE STUDY – Transforming Sales Operations at Winshuttle

16 October 2018

For data solutions firm Winshuttle, sales operations is a vital function for directing and enabling a high growth sales organization in a fast-moving marketplace. Their recent efforts to transform sales ops over the past 18 months is profiled in this session. By streamlining sales operations’ planning and performance management efforts,...Read more

Conference Archives

WORKSHOP – Pipeline Management Fundamentals

16 October 2018

Few problems are as vexing to sales management than the pipeline – the backlog of sales opportunities, at various stages of realization, that represent expected future results. Tracking, assessing, and prioritizing the opportunity pipeline is integral to managing what ultimately exits it, and becomes a realized sale. Sales Management Association’s...Read more