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Category Archives: Sales 2.0 Conference
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
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
Three Tips to Align Sales and Marketing for Better Sales Results
We recently read a SellingPower.com article that offered sage advice on the age-old problem of getting sales and marketing to align with advice from Ken Thoreson, managing partner of Acumen Management Group. Here are three tips he offered: 1) Track metrics. “Know … Continue reading
Posted in Sales 2.0 Conference
Tagged CSO Insights, marketing, sales, Sales 2.0, sales and marketing, sales enablement, social intelligence
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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