Customers Vote With Their Loyalty – Not Their Wallets. The New Normal
Sales Strategist and Innovation Evangelist, Salesforce
A positive customer experience is critical to a company’s brand and, ultimately, its bottom line. With the proliferation of technology and devices, the customer has become smarter and more powerful. Customers now decide when and how they want to interact with brands, which has had a direct impact on the way companies sell to their customers. While macro trends such as social, mobile, cloud, big data and IoT are forging a new era of engagement, customers are ultimately becoming far more disruptive than the technology itself.
Salesforce’s Global, Customer Growth and Innovation Evangelist, Tiffani Bova, will address how companies of all sizes can create new business practices that leverage technology to strengthen customer relationships and accelerate sales and growth. Attendees will hear actionable takeaways on how to create a customer-centric business and long-lasting brand loyalty.
Let No Sale Derail
Founder of Richardson, Best Selling Author
Understanding where your sale could derail is like owning the keys to the castle. Learn how to reboot every facet of your customer’s experience through a new approach that unifies four cornerstones of selling: sales process, sales dialogue, technology, and frontline managers. Changing the way you view and value each of these critical components will help you develop a more independent, accountable, and productive sales force – and prevent your next sale from derailing.
Next level Sales Enablement: Why even the best content and training aren’t enough. Highlights from the CSO Insights 2017 Sales Enablement Optimization Study
Research Director CSO Insights
No doubt, sales enablement is a fast growing discipline in many sales organizations to improve sales results and productivity and to drive longer-term sales transformation programs. In this session, you will learn everything about the latest data on the scope, goals, challenges, and critical success factors of a solid sales enablement foundation. Additionally, you will learn why aligning and integrating content and training services for salespeople is a key success factor to achieve the desired outcomes and how to approach the challenge. Furthermore, you will also learn why sales manager enablement is the next critical challenge for sales force enablement leaders to drive reinforcement and adoption for sustainable sales performance results.
Sales Coaching – Research Reveals How We’ve Gotten It All Wrong
Partner At Vantage Point Performance
Great sales coaching. Leaders expect it, sellers want it, and managers think they’re providing it. Yet, research consistently shows that great coaching remains elusive. Join best-selling author Michelle Vazzana as she reveals the underlying reasons that conventional sales coaching methods fail miserably. She will introduce counterintuitive, yet powerful coaching practices that have been proven to push more sellers beyond their quotas. Learn how small changes in your management approach can lead to dramatic increases in sales productivity. Finally build a sales force full of brilliant coaches.
Enabling and Engaging in Enterprise Selling
VicePresident of Sandler Enterprise Selling
Winning, growing and retaining enterprise accounts present unique challenges for sales teams. Long sales cycles, complex buyer networks and the significant investments required in pursuing business with major accounts are just a few of the daunting obstacles that must be overcome. To face these challenges, organizations must utilize true team selling, living and breathing the theme in both their sales and service business models. Enabling and fortifying the sales team dynamically throughout the buying journey with the tools, processes and cross-functional engagement is mandatory to win enterprise business. And in the enterprise arena, closing the sale is not the end of the buying journey but in many ways, just the beginning. Brian Sullivan will share insights about effectively selling to and serving large enterprise accounts through a continuous process of sales and delivery in long-term relationships. That’s the enterprise world.
The Sales Transformation Roadmap
Chief Executive Officer at GrowthPlay
Despite the investment of many billions of dollars in CRM technology, sales tools and sales training in an attempt to improve the less than compelling statistics on effectiveness that are pervasive in sales organizations, the data suggest that overall sales force effectiveness in not materially improving, most companies today still experience wildly inconsistent execution of their business strategy at the point of sale. In fact, the most recent surveys suggest that the recent trend is negative and effectiveness is declining year over year.
This talk will highlight the wide range of specific interventions and actions that will, and will not lead to improved sales force effectiveness, and then provide tangible insight on the specific actions a sales leader should consider that are most likely to transform and lead to measurable improvement of his or her sales organization.