Category Archives: #s20c

Leading Change with Social Selling: Sales 2.0 Conference Q&A with Anwar McQueen

In this on-site Q&A from the October 2013 Sales 2.0 Conference, Anwar McQueen, Vice President of Sports Business Development at Sportstec, shared with us some of his takeaways about social selling and leading culture change. Why did you decide to … Continue reading

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3 Ways Leaders Can Create a Culture of Purpose

According to a Deloitte survey, 66% of employees don’t believe their companies are doing enough to create a culture of purpose. That’s a shame, because businesses that can instill employees with a sense of purpose and meaning can see a … Continue reading

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Twitter for Enterprise: A Chat with @JohnFlynn4444

At the lunchtime break last month at the Sales Performance Management Conference we overheard a few attendees discussing the potential of Twitter for enterprise. John Flynn, new VP of Sales at Addvocate (a social enablement for enterprise solution) graciously agreed … Continue reading

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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

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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

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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

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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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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

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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

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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

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