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Workshop: Segmentation and Specialization: Putting Them Together for Sales Productivity

14 October 2015

There have been many stories in the press recently about the challenges associated with organic revenue growth. China’s growth is slowing and the price of oil has brought several markets to a halt, but our research shows that there are additional issues in play. Many companies are not getting the...Read more

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Workshop: Not All Proposals End in Marriage

14 October 2015

A great proposal won’t win you the business on its own, but a poor proposal can undo a lot of the hard work up to that point, or even leave you standing alone at the altar. To help you end in more happily-ever-afters, this session will examine the role of...Read more

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Keynote: Five Places Sales Operations is Focusing for Productivity

14 October 2015

Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this keynote presentation from MHI Research Institute’s Tom Chamberlain. Drawing on MHI Research Institute’s extensive...Read more

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Keynote: Learn-Ablement

14 October 2015

Historically, global companies have made significant investments in sales training on an annual basis, and in many cases invested in enablement “playbooks” for daily process and methodology application. While the two activities are typically linked conceptually, they have traditionally been two separate offerings – with training for each occurring independently. ...Read more

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Workshop: Balancing Sales Territories: How DocuSign Assesses, Aligns, and Optimizes Territories

14 October 2015

Faced with shifting sales territories, a growing sales force, and exploding demand, DocuSign’s sales territories were a deployment challenge of no small consequence. Using an array of supporting technologies, DocuSign’s implemented a territory management approach that optimizes sales coverage, balances workload, and tames administrative complexity. In this presentation, DocuSign’s Manager...Read more

Conference Archives

2015 Sales Force Productivity Conference

13 October 2015

Conference Archives

Workshop: Big Data for Sales – Taking Analytics from Insights to Action

13 October 2015

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

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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Workshop: Segmentation and Specialization: Putting Them Together for Sales Productivity

Workshop: Not All Proposals End in Marriage

Keynote: Five Places Sales Operations is Focusing for Productivity

Keynote: Learn-Ablement

Workshop: Balancing Sales Territories: How DocuSign Assesses, Aligns, and Optimizes Territories

2015 Sales Force Productivity Conference

Workshop: Big Data for Sales – Taking Analytics from Insights to Action

Workshop: Sales Enablement Done Right

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