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.
From Enablement Confusion to Enablement Clarity: How to Polish Your Enablement Diamond to Drive Sales Results
Research Director CSO Insights
No doubt, sales enablement is a fast-growing discipline. Back in 2012, only 19% of our study participants at CSO Insights reported having a sales enablement program, initiative or function. Now, in 2017, it’s 59%, compared to 34% last year. Unfortunately, clarity on sales enablement didn’t grow at the same speed. In fact, there is currently more confusion in the market than ever before.
In this session, you will learn what sales enablement is, what it does, for whom, and most importantly, how. You will also be introduced to our enablement clarity model that allows you to evolve sales enablement in your organization and your context, based on your point of departure.
Enablement clarity will be powered by the latest trends based on the 2017 CSO Insights Sales Enablement Optimization Study.
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.
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