Tag Archives: Sales 2.0 Conference

The Unbearable Unfairness of Sales Forecasts

Posted on June 4, 2013 by Lisa

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 →

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Connect to the Buyer’s Journey and Reach Your Revenue Goals

Posted on May 16, 2013 by Lisa

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 →

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What Buyers Want

Posted on April 5, 2013 by Lisa

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 →

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The Digital Sales Future

Posted on April 4, 2013 by Lisa

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 →

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Customer Relationships: When to Worry

Posted on April 2, 2013 by Lisa

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 →

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Sales 2.0 Solution: The Value of Relationships

Posted on March 19, 2013 by Lisa

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 →

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Five Keys to Increasing Renewals and Repeat Business

Posted on March 5, 2013 by Lisa

by Jeff Weinberger When I signed up for the upcoming Sales 2.0 Conference, one of the questions on the registration form was, “What is the biggest issue you face in your sales organization?” One of the options for the answer … Continue reading →

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Six Ways to Invigorate Your Sales Training Program

Posted on February 21, 2013 by Lisa

By Matt Heinz, President of Heinz Marketing Inc. Join him on April 10, 2013 in San Francisco for a half-day seminar, “Sales Training: Strategies & Best Practices for a Consistently Successful Sales Organization.” Register here. World-class sales organizations don’t just … Continue reading →

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5 Ways to Prepare for the Sales & Marketing 2.0 Conference Next Week

Posted on October 18, 2012 by Lisa

Our Sales & Marketing 2.0 Conference next week in San Francisco is promising to be our biggest event yet. Here’s what’s on deck: Continue reading →

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Morning & Afternoon Recaps: July 2012 Sales 2.0 Conference (Boston)

Posted on July 23, 2012 by Lisa

We used Storify to capture the best tweets from all presentations at the Sales 2.0 Conference here in Boston today.  Check out our morning recap and afternoon recap to find out what attendees had to say about what they heard from … Continue reading →

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