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Case Study – Reengineering Sales Methodology at Siemens

17 October 2017

Faced with fundamental shifts in the healthcare industry, Siemens’ healthcare business is undergoing a dramatic redesign. Rebranded Siemens Heathineers, and now managed separately as a company-within-the-company, the firm is applying its long history of engineering expertise to its healthcare division’s sales organization. In this presentation, Margaret Piekarski, Siemens’ Senior Director...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

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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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Case Study – Transforming Sales through Centers of Excellence at VMware

17 October 2017

Challenged with doubling its annual revenues from US$6 billion to US$12 billion in five years, VMware is retooling to better deliver sustained high growth. In this presentation, VMware’s Vice President of Global Operations provides an in-progress look at this transformative initiative, focusing on the firm’s efforts to drive sales force...Read more

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Case Study – Sales Time Well Spent: New Improvements in Activity Analytics

17 October 2017

Sales executives with even moderately large, distributed salesforces rely on data to help them understand which activities and behaviors lead to the best outcomes. Yet much of the information that sales executives rely upon today, such as CRM reporting tools and time studies, is based on self-reported data. Even with...Read more

ZS Associates

15 October 2017

ZS Associates?is one of the world’s largest business services firms specializing in transforming sales and marketing from an art to a science. We help clients gain market share at lower cost. We do so by creating data-driven strategies that they can implement rapidly and by taking on sales and marketing...Read more

VantagePoint Performance

15 October 2017

VantagePoint is the only agile sales performance company delivering diagnostic-based training and consulting solutions — all grounded in the latest academic-led, agile sales research. The VantagePoint proprietary Agile Sales & Coaching Platform includes an agile diagnostic that identifies the behaviors and unique situations your sales managers and salespeople face in...Read more

University of Houston

15 October 2017

The University of Houston’s?Sales Excellence Institute?(SEI) strives to be the leading global network for sales research and education. Part of U. of H.s C.T. Bauer School of Business, SEI is sponsored by over 25 corporations including 3M, State Farm, Ecolab, Liberty Mutual, Edward Jones and many others. SEI blends a...Read more

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Case Study – Reengineering Sales Methodology at Siemens

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

Workshop – The Three Conversations of Effective Sales Coaching

Case Study – Transforming Sales through Centers of Excellence at VMware

Case Study – Sales Time Well Spent: New Improvements in Activity Analytics

ZS Associates

VantagePoint Performance

University of Houston

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