How Artifical Intelligence is Driving a Sales Revolution
Managing Director, International, Insidesales.com
2017 has been dubbed the year of Artificial Intelligence (AI). It is transforming the world around us and is more than just a passing tech trend. AI is here to stay and it’s shaping the way we live and work. Business is beginning to recognise the power of AI and in particular its relevance to Customer Engagement. Join Martin Moran, Managing Director at InsideSales.com to understand how your businesses can leverage AI in your sales organisation today to drive revenue, efficiency, productivity and engagement. Martin will provide a 101 of AI, explain how sales organisations are leveraging AI today and articulate why business must embrace AI technology now
Shaping a Title Winning Sales Team: What Sales Leaders Can Learn from Football
VP of International Sales, Qstream
The most successful football clubs invest time in coaching, sharpening skills and mentoring their team so that players know what to do in the moment to win. It doesn’t stop at preparing an adaptable match plan and sending players out on the pitch. The best coaches continue to observe and guide from the sidelines, after the game and back on the training pitch the next day. So what can sales leaders learn from top football coaches? How can they develop a continuous and effective coaching culture that helps sales executives sell adaptively, win more deals and repeat that success quarter after quarter, year after year?
The World of Sales has dramatically changed – A Practitioner View
Thierry van Herwijnen
Director Global Sales Enablement & Operations, Wipro
The world of sales has dramatically changed. Clients no longer buy a solution; they invest in a long-term strategic partnership with partners who can help to co-create a vision & strategy and implement with flawless execution. This new way of doing business requires a new and unique sales process.
But how do you do this for a global organization of 180.000+ people with a portfolio of 400+ solutions across many different industries?
In this session, Thierry will share as a practitioner how Wipro has created one of the best global sales enablement organizations. He will talk about the strategy of the team; its structure and how it operates in the wider ecosystem. He will share how they train Wipro's sales team to speak with one voice and he will reveal what he thinks are the secret ingredients of the organization's success.
Sales Leaders – It’s Time to Think, Act & Deliver Presentations Differently
Founder & CEO, Eyeful Presentations
Like it or not, sales presentations hold the key to the success or failure of many a pitch.
Paradoxically, the time invested in considering audience, message and structure is minimal. Gut feel and stereotypes are too often the order of the day, with presenters investing more time debating slide design or imagery than considering the most important stakeholder in any sales presentation: the prospect. The resulting generic presentation delivered to a disengaged prospect represents not only a waste of the prospect’s time but also an unforgiveable wasted sales opportunity.
Something has to change.
Simon Morton’s session shares proven concepts and insights that deliver truly powerful sales presentations…
- ‘Audience Heatmapping’ will spark a change in engagement
- ‘The Presentation Landscape’ puts the audience in the driving seat
- The fluidity of ‘Blended Presenting’ will prompt you to think beyond PowerPoint
What Your Prospects Really Think After Your Great Meeting
Founder & CEO of Slingshot Edge
Every one of your sellers has an invisible force working against them. An invisible force that stops most of your prospects from buying from ANYONE, not just from you. It's a voice inside their heads, and it's constantly whispering things in their ears. Things like, “Don’t trust that person.” “Don’t change.” “Make do with what you have now.”
You need to arm your sellers so that they can take on this force and use it to their advantage. Most sales leaders focus on their own message, their own pitch and the benefits they can offer, ignoring this hidden but primal influencer. That’s a growth limiting strategy
Learn how to enable your sellers to talk to your prospect’s inner voice and make it easy for them to sell for you when you’re not there.
An Entrepreneur’s Take On Sales Enablement
Founder & CEO, Membrain
On his quest to build a successful sales team, after having spent significant money hiring and firing, George realized that the people weren’t the issue, but his own assumptions about selling... Some soul searching and studying later, he defined his own mistakes and noticed them being repeated by sales leaders everywhere.
Inspired by the work of surgeons, sales best practices and behavioral modeling, George now preaches the importance of marrying sales process with sales methodology, training and coaching. This creates a solid foundation for sales enablement to ensure consistent improvements to sales effectiveness.