July 2012 Sales 2.0 Conference (Boston) Afternoon Recap
A recap of all afternoon keynotes and presentations from the Sales 2.0 Conference, July 23, 2012 at the Renaissance Hotel in Boston, MA.
Breakout Session
A – Sales Management: Using Science to Coach a Competitive Deal Review
Drawing from the new book, The New Power Base Selling: Lessons from 28,000 Sellers and 50,000 Deals, Holden President and Author Ryan Kubacki will present strategies that sales managers can use to coach repeatable sales performance. Research shows that high-performing sales reps leverage three intangibles – politics, unexpected value, and strategy – to win business and maximize value to their customers and companies. This session will walk you through how to coach a competitive deal review. You'll build critical insight, including the ability to coach your sales reps to develop these selling strengths:Professionally leverage customer politics with new and advanced concepts and techniques.Create unexpected value for customers to build new demand.Formulate a complete strategy–and implement it with tactical precision.Increase customer satisfaction and your competitive differentiation.Speaker: Ryan Kubacki, CEO, Holden International
Holden 4 stage model: sales folks need to move from emerging seller, solution seller, compete seller, customer advisor. @ryan_kubacki #s20c
RT @salessmarts: If you want to see change in your salesforce, you need to be the change you want to see. @ryan_kubacki #s20c
Breakout Session
B – Make Your Mobile, Social Solution Top Gun
Companies that win and lose their deals while competing on the front line understand the importance of selecting the right mobile strategy. Your mobility program defines you in the eyes of the prospect – even before you say a word. Your "wingmen," those frontline managers tasked with ramping up new sellers while keeping the deals in the funnel moving, are being stretched to the point where they can't do everything effectively. In this session, Scott Eidle will discuss how to equip your frontline managers with a mobile, social solution to determine the effectiveness of your sellers and whether or not they should remain on your team.
Speaker: Scott "Maverick" Eidle, Director, Solutions Marketing, SAVO Group
RT @Sales20Conf: #s20c Scott Eidle says it's estimated that 15-25% of iPads have to be replaced after deploying them to sales forces.Breakout Session
A – Motivating Your Sales Force with Gamification
Businesses of all sizes make massive investments of time and money in enterprise applications that promise to increase sales productivity, but they struggle to get employees to actually use them. Game designers, social networks, and the travel industry have known for years that if you want people to engage in programs, you have to satisfy their need for progress, achievement, competition, reputation, and rewards. Learn how you can apply these same game mechanics to increase usage of sales tools and drive behaviors that deliver business results.
Speaker: Brian Weimer, Sales Director, Bunchball
#s20c Brian Weimer of @bunchball discussing huge increases in customer engagement using #gamification.
#s20c @bunchball uses teams, leaderboards, rewards to motivate reps to execute training, update CRM, earn a reward.- Get the right mix of rewards. Not everyone wants a golf club. #s20c @bunchball Brian Weimer
- With #gamification, start with "what are 5 key things we want our sales team to focus on?" #s20c @bunchball
- #s20c The #CRM tool hasn't traditionally been meaningful to reps. #Gamification is changing that. Brian Weimer responds to @BGoldenbergISM
- Mike Moorman @ZSAssociates & @BGoldenbergISM asking great questions in #gamification breakout at #s20c @bunchball
Breakout Session
B – Trends That Will Impact Your Success: How Sales Leaders are Adapting to Sales 2.0
In this session, you will hear from a panel of sales leaders who will share the steps they have taken to ensure their sales teams remain successful in a rapidly changing and competitive selling environment. They will discuss tools and processes they use to identify and qualify targeted prospects, influence winning sales behaviors, motivate reps, and more. You will learn the trends that you should ignore and which ones will impact the future success of your sales team.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Tony Murphy, Director, IT and Business Systems, Acme Packet
M. Jeffrey Hoffman, President, MJ Hoffman and Associates, LLC
David Gibson, Vice President, Marketing, Varonis
Daniel P. Strunk, Managing Director, Center for Sales Leadership, College of Commerce, DePaul University
RT @Sales20Conf: #s20c Dan Strunk, Jeff Hoffman, Tony Murphy, David Gibson, @gerhard20 panel ow.ly/i/N898- @gerhard20 says average salesperson give up after calling a prospect 6 times. I actually bet it's lower. #s20c
- Tony Murphy's team at #acme_packet has 100% SFDC adoption. Impressive. How Sales Leaders Are Adapting to Sales 2.0 panel #s20c
Top sales trends @mjhoffman: 1. Inside vs outside teams. 2. New profile of traditional sales rep. 3. Integra of mkt & other teams. #S20C.
RT @louisgudema: There's a new understanding of what makes a successful sales rep according to @mjhoffman #s20c
RT @barbaragiamanco: Of 4,000 colleges only about 109 teach formal selling approach. #s20c > & how many teach #sales20 or #socialselling?
