Summit Tracks
Track D: Increasing Sales Effectiveness - NEW TRACK
Achieving revenue objectives through an optimal mix of sales channels, people, technology and processes is a continuous challenge. Economic conditions have pushed sales organizations to innovate via social sales, mobile tablets, e-commerce and cloud computing. This track explores technologies, vendors and best practices for sales applications, from opportunity management to pricing to performance management. Whether you are considering new capabilities or trying to optimize existing investments, this track will help you improve your results.
Sessions
Analyzing and Optimizing Performance of Your Sales Organization
14 March, 2012 (11:15 AM - 12:15 PM)
Sales will help companies accelerate growth strategies and recover from the global economic slowdown. It will be imperative for sales organizations to carefully map technology to sales processes for productivity gains and competitive advantages. Attend this session to (a) evaluate the key elements of managing sales effectiveness and performance, (b) learn best practices for leveraging technologies to maximize sales output and (c) understand the changing sales vendor landscape to support sales effectiveness and performance management.
Best Practices in Configure, Price and Quote
14 March, 2012 (02:15 PM - 03:00 PM)
Although decreasing sales cycle times, administrative work and process errors represent leading near-term objectives, enterprises are increasingly exploring integrated configure, price and quote (CPQ) applications to improve how sales channels manage opportunity qualification, quoting or bidding, and pre-close processes to increase win rates and the profitability of transactions. Learn about best practices in lead CPQ to identify the major obstacles to success, and to map your own organization’s maturity model against best-in-industry leaders.
Putting on a new Mobile Customer Face: Mobility & Field Sales Strategies and Best Practices
14 March, 2012 (03:15 PM - 04:15 PM)
Smartphones and media tablets are changing your customers’ expectations and reshaping the work life of your sales and service teams. This session looks at the balance IT must strike in adapting to bring-your-own device, meeting the demand for devices such as iPads, and integrating mobile access and applications with CRM systems.
Developing Successful SaaS Strategies for Selling Organizations
14 March, 2012 (05:45 PM - 06:30 PM)
SaaS accounts for just under 44% of overall global sales subsegment revenue in the CRM market. Yet many selling organizations lack an understanding of the limitations of cloud computing or SaaS, or have an overall strategy to best leverage the delivery model. Attend this session to understand the direction of cloud computing, the impact of cloud computing on sales applications and vendors, and best practices for using cloud computing for selling organizations.
A CIO's Survival Guide to Fast-Paced E-Commerce Challenges
15 March, 2012 (08:15 AM - 09:15 AM)
CIOs face multiple challenges ranging from new geographies, technologies, architectures and multiple vendor options. Meanwhile, organizations are seeking new ways to engage customers, drive new sales and increase customer satisfaction by providing a useful and engaging customer experience via digital channels. This session takes all these factors into account to help CIOs survive, and thrive.
Case Studies: Improving Sales Effectiveness Through Social CRM
15 March, 2012 (12:00 PM - 01:00 PM)
With the explosion of social media and technologies, tremendous opportunities exist for collaboration to help salespeople perform more effectively. Attend this session to learn how two best-in-class companies achieved business benefit from leveraging social CRM with their sales force. Case studies will encompass the entire project life cycle, from setting requirements to deployment.
Aligning Sales, Partners and E-Commerce: People, Process, and Technology
15 March, 2012 (03:00 PM - 04:00 PM)
Multichannel selling includes direct sales, partner sales, inside sales and digital channels, but sales strategy, organizations and tools are not keeping pace. Attend this session to understand (a) why channel conflict will become a major issue, and how to manage it, (b) why almost none of the licensed or SaaS CRM, PRM or e-commerce applications are able to address this and (c) what you need to do to manage and eliminate e-channel conflict.
Data is the Achilles Heel for Sales and Channel Leaders
16 March, 2012 (08:15 AM - 09:15 AM)
The competition for new customers increases every day; how can you improve your likelihood to have the right products sold through the right channels in front of the right customers at the right time? Attend this session to better understand how data-driven results can lead to customer- driven solutions.
Case Study: Measuring Value for Sales Force Automation
16 March, 2012 (10:15 AM - 11:15 AM)
Despite billions of dollars invested in sales force automation, very few sales organizations measure or demonstrate positive return on investments. Attend this session to learn how two best-in-class companies achieved business benefit from their sales force automation projects. Case studies will encompass the entire project life cycle, from requirements setting to deployment.
