Time to Shrink or Grow your Inside Sales Organization?

Managing your sales force in today’s buyer centric customer is more challenging then ever before. Learn how three companies (Yahoo!, Genesys and HP) are changing how they manage sales people to drive improve results.

There is a lot of hype surrounding social media and the term “social selling, but what does it mean really?

We define Social Selling as the “process” of using social media to; network, prospect, educate, engage, research, collaborate and close deals with the purpose of attaining revenue. Social selling is not merely a set of tactics reliant on one technology platform or even a combination of platforms. Social selling is an approach that requires sales people have great sales and technology skills that they combine with a keen understanding of what today’s buyers want and expect from them all in the name of driving sales.

Does an investment in social selling drive revenue . . . ?

Session speakers Barb Giamanco and Jim Keenan set out to answer that question and wanted to find if social made a difference where it mattered…in quota. Turns out, the answer is YES! In 2012, 72.6% of sales people using social media outperformed their sales peers. They also exceeded quota 23% more often!

During the session, Barb and Jim will discuss the findings of their survey, and you will learn:
· There is a direct correlation between closed deals and social media usage.
· The time investment in using social media to sell is not what you think.
· How the top social media sites are being used for selling.
· That tactics alone won’t cut it, you need Strategy, Skills and Execution

Today’s new world of selling is all about the buyer. Sales has changed more in the last 5 years than in the history of sales. Making sure your sales organization is achieving the highest levels of performance requires fresh leadership and focused management. Dave will focus on the top 10 things sales leaders of all levels need to do to drive—and sustain the highest levels of sales performance.

When 60% of sales are lost to no decision, getting sales people to articulate why customers should move off the status quo, do something different, and do it with you can have a huge impact on sales.

How can you enable your salespeople to deliver great customer conversations that differentiate your company from the competition, and move the sales cycle forward?

Join us as Tim Riesterer of Corporate Visions describes the three deadly sins of sales presentations and then presents a proven model you can use to change the conversation. You’ll learn why salespeople who share a buying vision close more business and how the right messages, sales tools and training can not only differentiate you from the competition, but move your customer off the status quo.

What is the role of the sales manager? How can they better train their team to differentiate themselves and have better sales conversations? Join this discussion on how sales managers can better equip their team for success.

Moderator: Gerhard Gschwandtner, Founder & Publisher, Selling Power
Panelists:
- S. Anthony Iannarino, President & Chief Sales Officer, SOLUTIONS Staffing
- TBD
- TBD

Sales Enablement means many different things to different people. Often, the term is focused on technology and on front line sales people only. It’s time to change that - because the first and second line sales managers are actually the most important potential of any sales organization, when it comes to sustainable performance enhancement and sales force transformation.

In this session, we will discuss how a successful enablement program for sales mangers could look like, based on an integrated GoToCustomer sales enablement framework to leverage the sales managers’ potential to drive change and to increase performance.

We will focus on sales coaching, as part of an integrated sales enablement - so-called - GoToCustmer approach. We will cover the main areas of sales management, such as account and territory management, opportunity and pipeline management as well as call and cadence planning.