Dreamforce 2018 - Beyond19 Highlights

Posted by Tony Hall on 1 October 2018
Dreamforce 2018 - Beyond19 Highlights

My top 3 Dreamforce highlights Dreamforce is an extraordinary event, with 200,000 attendees, 650 breakout sessions across more than a dozen venues. There were many highlights, but from a Beyond 19 perspective there were three standouts: The next release of Einstein will include ...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Relevance Sales Growth Sales Leadership   0 Comments

Part 2: Making CRM Work

Posted by Tony Hall on 26 September 2018
Part 2: Making CRM Work
This is the second part of Making CRM Work.  Catch up on Part 1: Making CRM Work 

Following on from our CRM Pulse Study, we recently conducted a Sales Leaders breakfast in conjunction with CGU. We attracted a great mix of sales leaders across a wide range of B2B industries to discuss...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Clarity creates calmness

Posted by Paul Davenport on 21 September 2018
Clarity creates calmness
We are always busy - busy with family and friends and working long hours - to the extent that the word "busy" is now a constant in our vernacular.

As a result of this, we now see more and more people and now in the pursuit of 'calmness' to help them cope with the stress that ...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Get more from your customer meetings

Posted by Ingrid Maynard on 12 September 2018
Get more from your customer meetings
Try telling a sales person to plan and they'll probably tell you that they already do: they schedule their customer visits in their territories, they do their account plans; heck, they may even do a sales plan!

But try suggesting that they also consider planning their customer convers...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Recent Blog

How high performers adapt their sales behaviours to market conditions

Posted by Tony Hall on 23 October 2018
How high performers adapt their sales behaviours to market conditions
A Preview to the Diamond Sales Behavior Benchmark Study We have been assessing B2B sales b...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Relevance Sales Growth Mindset Sales Leadership   0 Comments

The Future of Sales

Posted by Paul Davenport on 16 October 2018
The Future of Sales
The Future of Sales  Salesforce.com recently released an article following extensive ...
Posted in: CRM High Performance Sales Sales performance virtual coach Sales Behaviours Initiatives Sales Growth   0 Comments

Transitioning from great sales person to great sales manager (part 2)

Posted by Ingrid Maynard on 9 October 2018
Transitioning from great sales person to great sales manager (part 2)
In part 1, I looked at why the best sales people don't always make the best sales managers...
Posted in: High Performance Sales Sales Behaviours Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Sales Leadership   0 Comments

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