Sense Making sellers close high-quality deals by employing sales techniques that build customer confidence in information and reduce skepticism in the seller.
Learn how to arm the sales force with the right data, collateral, tools, resources and technology to sell more effectively
Stay ahead of emerging issues and trends impacting the sales function, including the sense making approach and how to retain sales talent in a tight labour market.
Learn how sales can set a cost optimization roadmap that will benchmark current spend & efficiency and target investments in innovation & transformation.
Buyer enablement is the provisioning of information that supports the completion of critical activities necessary to make a purchase. Learn how to simplify your buyers’ purchase process and empower sellers to deliver value.
Understand why Challenger sellers succeed in the new B2B sales environment and how you can find and develop them in your organization.
Driving growth relies on having highly skilled key account managers. However, the challenges of growing and maintaining key account relationships cannot all be overcome by upskilling or deploying highly skilled reps.
Traditional account management strategies may actually stunt growth. Learn why leading organizations leverage a customer improvement strategy to drive account growth instead.
Over 1,000 sales leaders convened in Las Vegas to absorb the latest Gartner research and experience three powerful days of networking. Many insights came out of the 2019 CSO and Sales Leaders conference, including four trends B2B CSO's are focused on now..
Identify and develop the sales manager coaching behaviors that most effectively drive employee performance.