On November 14, B2B sales leaders and experts will gather in Philadelphia for the Sales 2.0 Conference. This event will address “the evolution of Sales 3.0” and will provide managers, directors, and VPs of sales with sales operations strategies and insight that help accelerate sales growth and improve sales performance and results.
Here’s a sample of presentations and what you’ll learn. There is still time to register for this event – go to http://www.sales20conf.com/Philadelphia2016/register.html for more information on how to register.
The Measure of Customer Experience
Speaker: Nicholas Kontopoulos, Global VP of Fast Growth Markets Marketing, SAP Hybris
In order to remain relevant in today’s fast-paced business landscape, delivering a great customer experience is now simply table stakes. But how do you measure something qualitative like experience? Where does customer experience start and finish? And who owns customer experience – sales, marketing, or customer service? In this session, Nicholas Kontopoulos will explore these questions and share insights on how leading brands are answering these questions and staying a step ahead of their competition.
Four Key Insights to Driving Higher Sales Performance
Speaker: Byron Matthews, President and CEO, Miller Heiman Group
The world of business isn’t like it used to be. With more buyers involved in the buying process and customer expectations higher than ever, selling has never been more complex than it is today. We’ve uncovered four key areas crafted from years of proprietary data from CSO Insights that are critical to the higher performance of your sales team. These areas include
- How to build an effective sales enablement strategy that impacts revenue year over year
- The difference between talent and training
- The competitive advantage of sales transformation and how to avoid common mistakes
- The five executive personas and how to use them to close the deal.
We want to ensure you have the insights you need to elevate your game and close the gap between forecasted deals and wins – now and in the future.
Outside In: Where Sales and Strategy Meet
Speaker: Adrian Davis, President, Whetstone Inc.
Without sales, all company growth is crippled. Imagine what would happen to your sales and profits if your sales team could consistently develop strategic relationships with the right customers at the right level. In this session, Adrian will challenge you to rethink your customer relationships and provide a framework necessary to make the development of strategic customer relationships an integral part of your company’s culture. He brings in-depth, refreshing, and thought-provoking insights that can be put into action immediately. You will learn how to
- Ensure your sales team adds strategic value to your clients.
- Assess your company’s evolution and how to prepare for its next phase.
- Categorize your customer accounts in such a way that the right amount of attention is paid to each account.
- Put a plan in place to ensure you are optimizing the profit potential of each account.
B2B Digital Sales: Separating the Myths from Reality
Speaker: Jennifer Stanley, Partner, McKinsey & Company
We’ve heard the drumbeat for several years now sounding the demise of the professional B2B sales rep as “digital” takes over the customer buying journey. But, as Jennifer Stanley – a partner with McKinsey & Company’s marketing and sales practice – will share, the hype doesn’t live up to today’s reality. Recent research across industries and multiple countries reveals that, while buyers do prefer and desire improved digital interactions, they want them most in very specific spots during their buying journey. And they want them as a complement to, not a direct replacement of, a human connection to the supplier’s sales and service team. The trick for sales leaders is to know why, when, and where the “digital vs. human” interaction matters the most – and to shift their sales force’s activity accordingly. Jennifer will share insights from this 2016 research, along with some best practices to help sales leaders pinpoint what really matters with digital and to identify when changing course will make a meaningful difference to results.
Blue Coat’s Secret Weapon: The Ideal Sales Profile
Speaker: Todd Vancil, Vice President, Worldwide Sales Engineering, Blue Coat
Learn how the creation of an ideal sales profile helped Blue Coat Systems become a sales leader in its space – and how you can apply their unique Talent Management Framework to build the same level of sales talent at your company. With clear, documented guidelines for how to recruit, interview, and onboard new employees to the sales organization, Blue Coat was able to establish a clear culture that transformed employee retention and performance.
This presentation focuses on the specific steps, templates, and technology you can leverage to apply the same proven framework to your organization and create a sales profile that guarantees success and ensures your team is ready for a Sales 3.0 world.