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Keynote: Research Insights on B2B Sales Planning Practices

13 October 2015

Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Sales managers’ planning efforts must encompass a wide range of disciplines, from forecasting and budgeting to establishing objectives at multiple organizational levels. This presentation details findings from a recently concluded Sales Management Association research...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

Conference Archives

Workshop: Uncover Hidden Insights in Your Sales Compensation Data

13 October 2015

Sales compensation programs are a treasure trove of data. The best companies know that it's important to make optimal use of such information - but it hasn't always been easy. This session will explore how new developments in natural language-based cognitive computing promise to help your compensation team see non-obvious...Read more

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Workshop: Managing the Social Sales Force

13 October 2015

Technology has forever changed how buyers buy. Web-enabled and hyper-informed, they’re identifying suppliers, researching solutions, and evaluating alternatives – all things that used to require a salesperson’s help. Sales forces that have adapted to this and embraced social media have thrived. Social selling is leveling the playing field for these...Read more

Conference Archives

Workshop: Implementing Effective Coaching Programs

13 October 2015

The evidence is overwhelming; better coaching produces more effective sales teams. But how do you implement an effective coaching initiative and how do you measure the impact? In this session Ray Bonis, Sales Effectiveness Leader at CommScope and Bob Sanders, CEO at AXIOM share practical insights about CommScope's coaching initiative....Read more

Conference Archives

Workshop: Why CRM Fails… and What to Do About It

13 October 2015

You’ve invested significant time and money in your CRM system, yet the ROI is difficult to find. You’ve trained and re-trained your sales force, yet your user adoption still suffers. You’ve done everything you know to do… So what now Join Tom Disantis from Vantage Point as he delves into...Read more

Conference Archives

Workshop: Interpreting Sales Data to Change Behavior

13 October 2015

Since CRM systems gained a foothold many years ago, sales organizations’ appetite for data has increased exponentially. Most organizations now collect far more information than they know what to do with. These sales forces are no longer asking “What are salespeople or customers doing?” but “What does this information mean?”...Read more

Conference Archives

Best Practice Research on High Performing Sales Organizations

13 October 2015

MHI Research Institute’s Joe Galvin presents findings from MHI’s recent research on sales organization best practices. Now in its 12th year, the MHI Sales Best Practices Study captures and measures the behaviors, attributes and performance of World-Class Sales Performers, providing a foundation for benchmarking organizations against World-Class Sales Performers and...Read more

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Keynote: Research Insights on B2B Sales Planning Practices

Workshop: Sales Enablement Done Right

Workshop: Uncover Hidden Insights in Your Sales Compensation Data

Workshop: Managing the Social Sales Force

Workshop: Implementing Effective Coaching Programs

Workshop: Why CRM Fails… and What to Do About It

Workshop: Interpreting Sales Data to Change Behavior

Best Practice Research on High Performing Sales Organizations

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