A showcase for several speakers to present great, well-formed ideas on specific topics in under 20 minutes.The Sales Success Formula: Holy Grail or Science?
How do you break the code on sales success? Is it science, art, dark magic, or a fleeting dream? Every sales leader seems to have their own idea of the right KPIs, metrics, and success criteria, as well as how or what to coach to. In this session, you will learn how see through fiction, get to the facts, and identify once and for all:
- What drives sales success
- Where to look when there’s a failure
- Why typical sales management fails in coaching efforts
- How you can fix the problem
Speaker: Ray Bonis, Director Sales Strategy and Enablement, Thryv
Launching Two Different Sales Methodologies in a Sales Organization
As sales enablement and training professionals we are often challenged to drive a specific sales methodology within a sales organization. There are many sales methodologies an organization can adopt, with 14 different methodologies to select from which one is the right fit for your organization? Investing in these programs can be costly and it requires a commitment from your sales and marketing leaders.
In 2020 during the beginning of the pandemic, I joined a medical device organization and was tasked to build out a new sales enablement program. Before I joined this organization a decision was made to partner with Challenger Selling and Miller-Heiman (Professional Selling Skills). As sales enablement professionals we know there is a dramatic difference between both of these selling methodologies. My challenge was to launch both of these programs to a 400 person sales team during a pandemic virtually.
Learn how to tackle this challenge and work with your sales and marketing teams to make it a success.
Speaker: Jason Gwilliam, Manager, US Sales Training and Enablement, Abbott
The Future: Post-Pandemic Enablement
The COVID-19 pandemic changed what the norm was leading into 2020. While causing a surge in the use of digital technologies, it also accelerated multiple technology trends and forced people and organizations worldwide to adjust to new ways of work and life. Companies and educational institutions shifted to work-from-home, and the art of sales has completely changed. Customers are more demanding than ever as they’re faced with uncertainty and held accountable for immediate ROI on the products and services they choose. It has become difficult to obtain a budget as stronger use cases and more meetings are required between the buyer and seller. Adding to the difficulty, executive presence on sales calls is up by more than 50 percent, causing sales cycles to be longer and forcing sellers to be more effective than ever.
The pandemic forced us to re-think how we enable our teams and how sellers need be more effective at differentiating themselves to outsell the competition. During this discussion, the speaker will highlight some emerging sales enablement trends, including C-suite business acumen, selling with empathy, tech stack consolidation, and sales and customer enablement evolution.
Speaker: Jenn Haskell, Director, Sales Training & Enablement, Everbridge