Category Archives: Conference Sessions

Two Things You Should Know about Today’s Buyer

When Dave DiStefano, CEO of Richardson, took the stage in Philadelphia at the Sales 2.0 Conference in March, he pointed out that many companies get off on the wrong foot with customers because they make the sales process all about … Continue reading

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Discuss the Future of Profitable Selling in San Francisco this May

This May in San Francisco, speakers like David Meerman Scott will be talking a lot about new, real-time solutions that can help sales leaders make big improvements to all areas of the sales organization. Here are three presentations we’re looking … Continue reading

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Sales 2.0 Conference Preview: Xactly’s Scott Broomfield Talks about Change

We’re looking forward to hearing a lot about sales transformation strategies next week at the Sales 2.0 Conference in in Philadelphia. Get a preview of what Xactly CMO Scott Broomfield will share about sales compensation and strategic change in the video below. (If … Continue reading

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Get Ready for Sales Transformation Success in 2014

Some of the most interesting stories we heard from sales leaders last year revolved around sales transformations. (If you missed our workshop with SunGard’s Ken Powell, you can still access this white paper, which details how the company is growing … Continue reading

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What I Learned at Sales 2.0: A Chat with Karen Kennedy

What do sales leaders learn at our events? Find out in our interview with attendee Karen Kennedy, VP of Sales at ValleyCrest Companies, who joined us at the October 16 and 17 Sales Performance Management in San Francisco. How does this … Continue reading

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Leading Change in a Sales Organization

Change isn’t easy under any circumstances, but it can be especially tough for sales leaders to put their organizations on a new and better path. Although everyone in theory wants to improve, trusting change can be tricky. And large-scale change … Continue reading

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How to Get Serious about Improving Sales Performance

Sales teams are under tremendous pressure to consistently perform at high standards. And when the numbers take a dive, sales teams are often the first department to be blamed. To quote a Reuters report published this past March: “Oracle Corp … Continue reading

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Sales 2.0 Conference Preview: The Quest to Hire Quota Crushing Reps

In any company, salespeople are on the front lines when it comes to driving revenue. That’s why any great sales leader is obsessed with figuring out how to efficiently and successfully hire the right reps that will crush quotas. According … Continue reading

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Turn Leads into Prospects: A Sales 2.0 Approach

Recently we read a post on the Introhive blog, “Why Relationships Trump Leads.” In it, the author (Patrick Ewers) makes an interesting point about control. Namely, that salespeople actually have a lot of control over how they approach leads. In … Continue reading

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The Unbearable Unfairness of Sales Forecasts

Time and again, sales forecasts are doomed thanks to blind optimism. Here’s how it happens. Sales manager asks rep how things are going. Rep says things are great. Sales manager asks if rep expects to close all his deals by … Continue reading

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