Keenan on sales leadership and sales coaching and the lack of both, plus a range of other hot topics.
Keenan is one of the most clear-headed and straightforward sales thought leaders out there. He recently launched an amazing book called ‘Gap Selling’ which is creating a huge amount of buzz, something you all have to check out. In his own very direct and energetic style Keenan shares his thoughts on what’s going on […]
Why CX is critical to Sales Success with Chris Connelly of SAP Asia Pacific
There are direct links between CX success and company growth and profitability. Everyone seems to be investing in this area but not many are getting it right. Chris Connelly, VP Customer Success Management, SAP Asia Pacific Japan, is one of the pioneers in this field, he also previously held the role of Customer Success director […]
Sales Enablement defined and how to do it right with Tamara Schenk, Research Director of Miller Heiman’s CSO Insights group.
Tamara Schenk is the Research Director at CSO Insights, the research division of Miller Heiman. Tamara recently wrote a book on sales enablement, which is called Sales Enablement: A Master Framework to Engage, Equip and Empower a World-class Sales Force. Sales Enablement is a fast growing discipline with 59% of sales organisations currently reporting a sales […]
Why most lead-generation efforts fail and how to do it right with Jordan Mara
Jordan Mara is a master prospector and an all around expert on modern sales strategies. He is the founder of Coho Sales Consulting, the world’s leading sales training and enablement business for SaaS startups. A lot of investment has been pouring into outbound lead-generation teams but most companies are achieving poor results. Old volume-driven outbound […]
Discussing ‘Digital Transformation in a Customer First World’ with best selling author and Chairman of Altify Donal Daly.
Donal Daly and I talk about the big challenges facing sales organisations today and what the best organisations around the world are doing to stay ahead of the pack. Donal shares real life client case studies and gives us many expert tips on what we need to be focusing on. Some great insight from a […]
Michele Buckley from Gartner on large account buying trends
Michele Buckley is the Global Sales & Marketing Advisor for the Software and Tech Industry at Gartner. She shares details from her latest research on how buying decisions are getting made in large accounts for Software/Saas and Tech products. She talks about the increased complexity of buying, managing risk in our deals and the importance […]
Victor Antonio on leveraging AI and Technology for sales teams
Victor Antonio is a renowned and compelling global keynote speaker on sales and management. A fantastic storyteller and sales thought leader, Victor has written 13 books on sales and motivation, has posted over 800 YouTube videos and enjoys a huge global following. Victor is a leading advocate for augmenting our sales teams with technology […]
Prospecting and Progressing a Sale with Tony Hughes
Tony shares his thoughts on effective prospecting, how to personalise our messaging to potential buyers and how we must leverage insight to progress the sale. He also gives us real life examples of how these approaches should be used in the real sales world. Tony also gives us some great advice on how sales […]
Increase Employee Engagement by 20+% by focusing on Strengths NOT Weaknesses
This Gallup survey from a few years back is such striking evidence about the benefit of focusing on people’s strengths vs. weaknesses. For me this is the last nail in the coffin of the old performance appraisal with its focus on “development” areas. The Old Doctrine It is hard to believe that management doctrine for […]
What Fishing can teach us about Sales Productivity
The peanut-butter spread approach Let’s say I own 100 fishing boats and I am awarded the exclusive rights to fish an area, let’s say it’s a square-shaped area that is 10km wide and 10km across. If I don’t know any better, I will divide this up into 100 equal 1km x 1km squares and allocate […]
