Sales 2.0 Circle Videos
A Sales 2.0 Circle Exclusive: SunGard's Sales Transformation - watch these videos and download the free case study Click on the image to view a 4 min interview with Jim Neve, Sr. VP Sales at SunGard Financial Systems
The Past and the Future of Selling in America - This video is a great example of business collaborating with academia and media to prepare for a brighter future of selling. A must see for every sales professional.
Fantastic documentary. Thanks Gerhard!
Great video, thanks for sharing Gerhard Gschwandtner. I'm very impressed with what I've seen from the Sales Education Foundation and have been speaking to classes for Dr. Willy Bolander at Florida State University, which is part of the program and has an excellent curriculum. I have been saying for some time that we all need to work together to continue to elevate our sales profession, and the SEF uses the same tagline on their site. It's a worthy goal and I encourage more leaders in our profession to get involved and more corporations to become part of the program.
Sales Enablement - Best Practices Video. Spend ten minutes with thought leaders from Microsoft, SuccessFactors and ASTD to review the latest trends.
I'm late to the party but did get finally see this video. Great discussion!
Gerhard at 03:45 - "Sales people need to take care of their own learning."
Depending on how we would define "take care of," that one worries me a bit, Gerhard, although I'm guessing we're aligned. I agree with this in the sense that Dan Tobin wrote about in, "All Learning is Self-Directed." You can't force someone to learn. The individual needs to bring the willingness and ability. At the same time, I believe that we, as organization leaders, need to own the collection and sharing of proven practices through training and provide the coaching on those practices and performance systems to support them. (I'm pretty sure that you believe the same thing(?). Using the horse/water metaphor, we should bring the horse to water, give them the best quality water we can, perhaps give them a little salt to make them thirsty (make it compelling to learn), but then it's up to them to drink.
Gerhard at 08:16 - "What ideas do you hear for transferring best practices among the team members in an organization?"
This is a really important question. This is what I spoke about at ASTD ICE 2013 in Roxy's sales enablement track. To me, it's about creating effective learning systems, which includes:
- The right content
- The right learning design
- Involvement of sales managers
- Orchestrating training transfer
- Fostering coaching excellence
- Measurement / metrics / analytics
- Overall performance management
- Integration and alignment between all stakeholders involved in the initiative (which includes change management and leadership, as needed)
You can see more about this at http://www.slideshare.net/MikeKunkle/transform-sales-results-with-effective-learning-systems
By the way... got a kick out of your golden nugget comment. I carried a bag, managed sales, was a sales trainer, led T&D, sales training and sales effectiveness departments, consulted, have been a client, and now work for a major sales training vendor. When I look at the background of our client-focused classroom instructors at Richardson, I see a lot of the same. I think there are more of us out there, than one might think. In any case, I've been called a nugget before, just not golden! lol ;-)
Thanks for continuing to publish great discussions on this topic, Gerhard, and hats off to Roxy, Jenny, and Brian for their great perspectives.
Stay the course (bad pun intended),
What level of information do you require on your customers/prospects business drivers before you can comfortably deliver a proposal to help them achieve their goals?
- Time Drivers
Share your innovative approach to sales qualification.
Looking for success stories where small consulting service companies, 400-600 emoployees with a sales force of 10-20 have benefited from tools such as Jive and Yammer? More interested in total company productivity not just sales force productivity. THXS MJ
My company is starting to plan for our sponsorship of Dreamforce, which is a huge event and a big investment of time and money. Throughout the year we sponsor other events, including Sales 2.0 conferences. What are the metrics that your company uses to evaluate the success of an event? Number of leads? Value of opporunities? Deals closed within a specified timeframe? Other metrics?
Will - working with a variety of companies, I found that based on lead metrics events either always fail or result in marketing & sales disputing that the leads are not real, not enough, and/or come at too steep of a price. Recently I worked with a client, whose tradeshow is the NAB in Las Vegas. It is their #1 show of the year, 100k+ visitors. I stumbled upon a way to significantly increase the RoI by using the tradeshow as an event for the real lead generation taking place AFTER the event turning it into a Prezi. I did a write-up on the topic to share my experience:
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