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Category Archives: Conference Speakers
We’re Smarter Than Our Buyers
by Joanne S. Black Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.” Once upon a time, in the days before Google, Amazon, Yelp, and social media, clients looked to salespeople for information … Continue reading
Posted in #s20c, Conference Speakers, Sales Management
Tagged buyers 2.0, Joanne Black, No More Cold Calling, Sales 2.0
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Making Connections at the Sales 2.0 Conference: A Chat with Tristam Brown
Tristam Brown, CEO of LSA Global, spoke at our October 16 and 17 Sales Performance Management Conference in San Francisco about the importance of aligning talent, culture, and strategy. We caught up with Tris (as he’s called) onsite for this quick interview. … Continue reading
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
Posted in Conference Sessions, Conference Speakers, Sales 2.0 Conference, Sales 2.0 Events, Sales Performance Management Conference
Tagged cold calling, InsideView, Karen Kennedy, marketing, sales, Sales 2.0, Sales 2.0 Conference, Sales Performance Management Conference, selling, solution selling, technologies
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Love and Aggression: Thoughts on Corporate Cultures
By Lisa Gschwandtner Before every Sales 2.0 Conference, we host a dinner for our speakers (cleverly, we call this our “Speakers Dinner”). The conference host, Gerhard Gschwandtner, has made a tradition of starting each dinner by posing a single question. … Continue reading
Get to Know a Sales 2.0 Conference Speaker
Here are a few positive, insightful, and instructive tweets from folks who will be on stage next week at our Sales Performance Management Conference in San Francisco. Not registered yet? Fix that now (quickly — space is limited). On your … Continue reading
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
Are Salespeople Lazy? Insider Notes from the Sales 2.0 Speakers Dinner
Last night a group of B2B sales leaders who will speak at today’s Sales 2.0 Conference in Boston gathered for our traditional pre-game Speakers Dinner. During the course of the conversation, one sales leader stated, “I believe salespeople are lazy.” This … Continue reading
Posted in #s20c, Conference Speakers, Sales 2.0 Conference, Sales Leadership, Sales Management
Tagged inspiration, lazy salespeople, middle performers, motivation, Sales 2.0, Sales 2.0 Conference, sales leaders, sales leadership, sales management, salespeople, speaker's dinner, top performers
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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
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
The Challenge of Managing Change in a Sales Organization
If change was a gesture, it would look like something, “totally crazy — out of control,” according to Dave DiStefano, President and CEO of Richardson, a leading global sales training and performance improvement company. As he says in this interview … Continue reading