Shaping a Winning Sales Team: What Sales Leaders Can Learn from Sport
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.
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.
Engagement Expectations – The Omni-Distracting World
Sales Director, Cloud Telephony Provider Natterbox
In today’s world, communications are omni-channel; phone, mobile, Email, Linkedin , Twitter, messenger, webchat; giving salespeople every opportunity to get distracted and businesses to dilute the good service they once gave. Customers’ expectations are higher than ever before and we can all talk of how ‘1st impressions count’, ‘customer is king’, ‘customer experience and centricity’ is important to us and the ‘buyer dynamic has changed’, but are we delivering to these?
We expect to deal with informed people and be served faster in a personalised manner, but are let down consistently.
Hear Ian Moyse, Sales Director from Natterbox, address in a down to earth manner what you should focus on in today’s world to ensure your customer and prospect see’s you as someone they want to engage with? What behaviours are expected of your systems and sales people to deliver the experience that makes people choose to buy from you?
The Rule Of 24
Founding Partner of 2win! Global
Something is happening with product demos and presentations that is disruptive and challenging, and if not addressed soon will have a devastating impact on your ability to remain competitive. The Rule of 24 describes what is happening, why, and what you can do to take advantage of this wave of change. If you have read the research from organizations like CEB, DemandGen, Hubspot, and Forrester, you understand that buyers are redefining sales processes, like it or not. But what are vendors doing to redefine product demos and presentations to meet these new demands? This presentation will enlighten you on sales execution strategies that encompass personal video, recorded demos, virtual presentations and live events. Your adoption of The Rule of 24 strategies will accelerate your team’s responsiveness, improve the quality and consistency of customer demos and presentations, highlight your competitive advantages, and drive more buyer decisions in your favor.