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Category Archives: Conference Speakers
Connect to the Buyer’s Journey and Reach Your Revenue Goals
by Bob Apollo If you’re in B2B sales or marketing, you’ve probably already heard this statistic: according to CEB research, 57% of the typical B2B buying-decision process is complete before a salesperson becomes actively involved in the sale. By that time, the … Continue reading
Sales Presentations in Three Minutes: Avoid the Data Dump
One way sales presentations quickly go off track is the dreaded data dump. In her book, author and upcoming London Sales 2.0 Conference speaker Terri Sjodin says many reps worry that they’ll never get to all the points they feel … Continue reading
Initial Thoughts from the Sales 2.0 Conference: Technology versus Productivity
By Jeff Weinberger Today at the Sales 2.0 Conference Andy Zoltners of ZS Associates recalled a colleague who, at the height of the Web 2.0 boom, claimed that we would only need half as many sales reps in the future … Continue reading
Posted in #s20c, Conference Speakers, Sales 2.0 Conference
Tagged Andy Zoltners, Gerhard Gschwandtner, productivity, reps, Sales 2.0, technology, ZS Associates
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What Buyers Want
Contributed by Tom Cates If you’ve been around in sales as long as I have, you will have heard the same kinds of questions over and over from your sales team: “How can I really connect with my buyers? We’ve … Continue reading
Posted in Conference Speakers, Sales 2.0 Conference
Tagged Brookeside Group, buyers, Sales 2.0, Sales 2.0 Conference, Tom Cates
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The Digital Sales Future
One familiar face we’ll welcome back to the Sales 2.0 Conference next week on Tuesday is Tom Scontras, Vice President of Sales & Marketing at Glance Networks. In this video interview with Sales 2.0 Conference Director Larissa Gschwandtner from one … Continue reading
Customer Relationships: When to Worry
According to Tom Cates, founder and CEO of The Brookeside Group, all customer relationships fall into one of three emotional categories: 1. Antagonism. The customer is fuming. 2. Neutrality. The customer feels fine about your performance. 3. Enthusiasm. The customer … Continue reading
Sales 2.0 Solution: The Value of Relationships
There’s no question that selling is all about relationships. Not too long ago, sales relationships used to live on index cards in personal Rolodexes. The better the rep, the bigger the Rolodex. Today, not even the largest rolling wheel of index … Continue reading
Sales 2.0 Solution: How Many Cold Calls Can You Make in One Day?
When revenue depends on how many calls a sales rep can make in a day, time is money. Anyone who saw The Pursuit of Happyness might remember how the main character, Chris Gardner, worked desperately to squeeze extra minutes and … Continue reading
Sales Management Advice from Two Sales 2.0 Speakers
Want to hear upcoming Sales 2.0 Conference speakers Jeffrey Hayzlett and Gerhard Gschwandtner discuss sales management trends and strategies for 2013? Register now to join them during this Selling Power-hosted webinar on Tuesday, February 19. The discussion will be moderated by Matt Heinz … Continue reading
5 Ah-Ha Moments from the October 2012 Sales & Marketing 2.0 Conference
by Nancy Martini A few weeks ago I traveled to San Francisco to present my keynote, “Sales Coaching 2.0: How Using Scientific Data Leads to Better Sales Performance” to an audience of over 600 B2B sales and marketing leaders at … Continue reading