The Peter Principle and Why You Should Stop Promoting Based on Sales Performance
In this session, legendary sales trainer Richard Harris will discuss the qualities that make someone a great sales manager, and consider the qualities that make them a bad sales manager. As the title suggests, often exceptional sales performers will ascend to the top job, only to burn out or fail. Richard will detail why that is, and leave sales leaders with actionable advice on how to avoid that trap.
What Salespeople Can (and Should) Do Right Now
Join Lee B. Salz, sales management strategist and bestselling author of five business books, for his “What Salespeople Can (And Should) Do Right Now” program. During this virtual program, he shares perspectives to help salespeople shake-off the funk and feel motivated again. Most importantly, he provides them with six critical action tasks to take-on now.
Getting Meetings in a New World
No matter how impossible it may seem to reach the ideal prospect at the perfect company, marketer and cartoonist Stu Heinecke has written for years about creative tactics that salespeople can execute to ensure they gain access to the perect buyers. In this session, Stu will take attendees on a journey of humor and value as he shares some of his most effective tips he uses to get prospects’ attention and keep it.
How To Run The Perfect Sales Contest (And Change Your Team Forever)
Brian will share the perfect sales contest setup, best practices for running effective contests for any company size, tips to maximize the impact of your contests, and real-life sales contest examples from successful sales orgs like The Atlanta Braves, Highspot, Ambition and more.
Revenue Operations: The Path to Success
Discover the current state of Revenue Operations – The advantages of using Revenue Operations to drive the next phase of growth – How to establish and implement a RevOps function
You’re in Your Own Way: How to Overcome Mental Barriers and Get Through Crises
Now, more than ever, the sales role is a tough mental game, and the slate of challenges facing reps has completely changed, leaving many reps ill-equipped to handle their day to day role. Ralph Barsi leaves no stone unturned to help salespeople master their mindset during these challenging times. Whether working through mental barriers or just the productivity challenges of the average sales day, any rep or manager will find value in this discussion of the rep mindset.
How to Cut Sales Rep Ramp Time by 50%
Research from sales think tanks and consultants consistently show that ramp time is dangerously long and inefficient for most businesses. In this session, we will unlock actionable, real examples from ChowNow, Host of the Sales Enablement Podcast & Best-Selling Author, and ChowNow.
The All-New Needs Assessment: From Diagnostics to Dialog
Research with B2B buyers reveals that sellers are missing the mark when conducting discovery calls. At a time when trust, relationships, CX, and seller differentiation matters more than ever, learn how to ask better questions that truly engage buyers.
The New Way of Thinking About Account-Based Engagement
Now, more than ever, account-based engagement is likely to be an important strategy for marketers and salespeople alike. In this session, Jon Miller, founder of Marketo and current CEO of Engagio, and William Tyree, CMO of ringDNA, will discuss what account-based engagement means in a changing economy, and how teams are most likely to be effective employing some variation of these strategies.