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Conference Archives

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

18 October 2017

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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

Keynote Panel – Building a High Performing Sales Operations Function Full members only

18 October 2017

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High performing sales operations functions focus on a strategic charter, while efficiently executing tactical responsibilities. This panel discussion showcases leading practitioners’ approaches for staffing, planning, and executing core sales operations responsibilities. Panelists will discuss a range of topics including enabling technology, establishing strategic objectives, and assessing departmental effectiveness.
Conference Archives

Keynote Panel – The Four Salesmen of the Apocalypse: Automation, Analytics, Artificial Intelligence, and Autonomous Workers Full members only

18 October 2017

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In the Book of Revelation, four horsemen (Death, Famine, War, and Conquest) open a can of world-ending whoop ass before the last judgment. Four forces are similarly positioned as harbingers of the sales force’s demise. They are automation, marketing, artificial intelligence, and crowdsourcing. Pundits would have us believe these technologies...Read more
Conference Archives

Panel – Assessing Return on Sales Technology Investments Full members only

17 October 2017

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Sales technology is a growing and increasingly strategic investment for sales forces. Quantifying technology’s business impact is a challenge for organizations evaluating potential investments, or assessing installed platforms. This session draws upon recent Sales Management Association research on technology ROI calculation practices, and their prioritized importance, accuracy, and prevalence of...Read more
Conference Archives

Keynote – Building an Agile Sales Organization: Moving Beyond the "How To" Mindset Full members only

17 October 2017

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In this informative and provocative session, Michelle Vazzana and Leff Bonney will examine the conventional wisdom that is stifling the sales force. They will share powerful, yet surprising new research from both Florida State University and Vantage Point Performance representing hundreds of sales teams. The findings they provide will challenge...Read more

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