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Workshop – Research on World Class Sales Practices: Actionable Insights for Sales Leaders

18 October 2017

In this session, Seleste Lunsford shares data from the just-released 2017 World-Class Sales Practices Study. In its 20th year, CSO Insights’ study combines historical perspective with fresh, unique insights, while focusing on the most critical organizational practices that produce the greatest lift in results. The session offers actionable insights for...Read more

Conference Archives

Workshop – Sales Leadership’s Guide to Strategic Partnering

17 October 2017

Strategic partnerships and key account relationships are fundamental to pie-expansion and synergies, but many fall short of their potential. This session explains how to improve the odds by demystifying how business relationships develop and should be managed, while focusing on the practical how to concepts for handling the strategic account...Read more

Conference Archives

2017 Sales Force Productivity Conference

17 October 2017

Thank you for purchasing the 2017 Sales Force Productivity Conference Digital Archive. Below are links to each session in the digital archive. Each session's link includes audio or video as well as any Powerpoint files used in the session. Enjoy! Are you interested in purchasing full access to the 2017...Read more

Conference Archives

Keynote – Accelerating Growth Through Faster Knowledge Sharing at Nuveen

17 October 2017

In this session, Nuveen’s Joy Crenshaw, managing director and head of sales development, shares how Nuveen is arming its sales force with timely, salient insights from internal thought leaders and peers in the field. Employing an agile, sales-centric approach, Nuveen uses mobile-enabled video sharing to put learning in the sales...Read more

Conference Archives

Keynote Panel – Flipping the Sales Force: New Models for Sales Force Learning

17 October 2017

Bad teachers and bad salespeople share a similar defect: rather than engage with their audience, they lecture them into glazed stupor. In education, progressive teachers are rethinking that approach with a new paradigm called the “flipped classroom;” it has a lot to offer sales organizations similarly interested in improving both...Read more

Conference Archives

Workshop – The Three Conversations of Effective Sales Coaching

17 October 2017

Employees are looking for regular feedback, authentic connections and a more collaborative relationship with their managers. As a result, coaching is getting a lot of attention as a way to unlock this connection and boost employee performance. But while it seems that everyone knows and talks about the importance of...Read more

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Workshop – Sales Performance Warning Signs – and What To Do About Them

17 October 2017

Is your “check sales engine” light blinking? Asking a sales manager how the quarter is going typically results in a quick response regarding pipeline, plus the status of a few key deals. This barely scratches the surface of sales performance, and makes forecasting nothing more than a gut check. Sales...Read more

Conference Archives

Workshop – Sales Management’s Role in Shaping Company Culture

17 October 2017

Company culture can significantly affect salesperson engagement, satisfaction, and retention. And the sales force’s perception of company culture can be heavily influenced by the first line sales manager, and their frequent, direct interactions with salespeople. In this session presenters from two different firms with strong cultures discuss company culture’s impact...Read more