Some of the most interesting stories we heard from sales leaders last year revolved around sales transformations. (If you missed our workshop with SunGard’s Ken Powell, you can still access this white paper, which details how the company is growing year-over-year sales via organic growth and achieving 95% forecast accuracy.) Of course all sales leaders are interested in driving change. However, a sales transformation encompasses more than change. A transformation is a mix of short and long-term goals, and each change initiative is tied to an overarching strategy to drive profitable, organic growth.
In part, this is why we’re featuring a theme of sales transformation strategies for our March event in Philadelphia. To quote conference host Gerhard Gschwandtner (and founder of Selling Power magazine), ”We chose a theme of sales transformation because we want to help B2B sales leaders become more effective, embrace change, and stay competitive in an era of shrinking margins.”
We’re excited to hear from the following three B2B sales leaders (coincidentally all named Kevin) at the Sales 2.0 Conference in Philadelphia on March 10 and get their thoughts on change and transformation.
- Kevin Hooper, Senior Vice President & General Manager of NEC Corporation of America, will share how NEC is using Sales 2.0 tools, strategic processes, and innovations in sales-talent management to execute a full sales transformation.
- Kevin Purcell, WW HP Vertica Big Data Sales (Alliances & Channel) at Hewlett Packard, will participate on a panel discussion, moderated by Sales 2.0 Conference host Gerhard Gschwandtner, about the power of big data. Purcell will share new ways sales leaders can think about sales data and how it can help them make strategic decisions that will increase revenue.
- Kevin Warren, President, Strategic Growth Initiatives at Xerox, will discuss how sales leaders can transform by creating new opportunities for change. He will also offer advice on making a customer or prospect a believer in your personal brand, ultimately giving your product and services portfolio exponentially more value.
Purcell has held a variety of sales executive leadership roles and has a consistent track record of over-achieving revenue goals and objectives — and more than 28 years of sales leadership experience at companies including Oracle Corporation, BearingPoint, Sybase and AT&T. He is also a veteran presenter at Sales 2.0 events. Here’s a clip of him sharing some of his tactical approaches to leading sales transformation at our Boston event in 2011.
Registrations are currently available for the March 10 Sales 2.0 Conference in Philadelphia. Act by February 12 and save $130.