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FSI Sales Office Hours: A Year in Review

Topics

Sales and Marketing Alignment

Sales Management

This event took place on Dec. 15, 2011

Highlights

As 2011 comes to a close, we looked back on all of the trends and strategies that have emerged in sales, as well as offered some predictions for 2012. In this roundtable we discussed:

What’s the outlook for sales jobs? So many surveys show a dramatic decline in sales jobs, what do we see in the coming year/years?
Is Challenger Selling the next “solution selling?” What should we be thinking about in 2012?
2012 – a breakthrough year for real sales/marketing integration?
Still the missing link to sales performance effectiveness, the first line sales manager! What do we need to do to help them?

Speakers

President and CEO

Partners In EXCELLENCE

details

S. Anthony Iannarino

Managing Director

B2B Sales Coach & Consul...

details

Participants

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@Focus tweeted

1 hr until we're live. Come learn how NOT to coach your #SalesPeople. http://t.co/cqH2citY #FocusSalesRT

@Focus tweeted

2 hrs until we kick off our #Sales event. Come learn how NOT to coach your salespeople. http://t.co/cqH2citY #FocusSalesRT

@greenmarketing tweeted

RT @LaurenEHarper It's becoming more and more important for #sales reps to have that business acumen. -@iannarino #FocusSalesRT

@osalesboard tweeted

RT @LaurenEHarper It's becoming more and more important for #sales reps to have that business acumen. -@iannarino #FocusSalesRT

@InsightfulSJ tweeted

For Sales Rep: Listen @Focus Roundtable: FSI Sales Office Hours: A Year in Review on 12/15 at 1 PM PT. http://t.co/Hl0Vzusk #FocusSalesRT

@tamaraschenk tweeted

RT @LaurenEHarper We put a lot of the wrong people in these sales management roles- need to tell people what their exact jobs are. -@davidabrock #FocusSalesRT

@34aLabs tweeted

RT @LaurenEHarper It's becoming more and more important for #sales reps to have that business acumen. -@iannarino #FocusSalesRT

@ryonaitis tweeted

RT @LaurenEHarper It's becoming more and more important for #sales reps to have that business acumen. -@iannarino #FocusSalesRT

@TonyZambito tweeted

Nice discussion @davidabrock and @iannarino I meant! #FocusSalesRT

@TonyZambito tweeted

Nice discussion @davidbrock and @iannarino - thank you! Nice moderation @LaurenEHarper - thanks! #FocusSalesRT

@TonyZambito tweeted

What we do as sales people will change per @davidabrock - trouble is defining that #FocusSalesRT

@ardath421 tweeted

RT @TonyZambito My findings are that changing buyer behaviors is a major factor in driving the growth of inside sales #FocusSalesRT

@TonyZambito tweeted

My findings are that changing buyer behaviors is a major factor in driving the growth of inside sales #FocusSalesRT

@TonyZambito tweeted

Peter Principal is alive and well in sales management #FocusSalesRT

@LaurenEHarper tweeted

We put a lot of the wrong people in these sales management roles- need to tell people what their exact jobs are. -@davidabrock #FocusSalesRT

@TonyZambito tweeted

Forecasting today is like Ground Hog Day - it is no longer is predictive #FocusSalesRT

@TonyZambito tweeted

First line managers are ill-quipped to the new world - agree with this similar premis by @davidabrock #FocusSalesRT

Lauren Harper asked a question

What are some lessons that sales reps should take away from 2011?

Dec. 15, 2011

Be the first to answer

@LaurenEHarper tweeted

Challenger selling is all about solutions. -@davidabrock #FocusSalesRT #sales

@TonyZambito tweeted

Challenger is not a strategy - it is a suggested system - agree with this premise whole heartedly! #FocusSalesRT

@LaurenEHarper tweeted

It's becoming more and more important for #sales reps to have that business acumen. -@iannarino #FocusSalesRT

@TonyZambito tweeted

Biggest problem is lack of insight into customer - will continue in 2012 #FocusSalesRT

@LaurenEHarper tweeted

It's all abt how we engage our customers & show them new solutions that can help their overall business model. -@davidabrock #FocusSalesRT

@TonyZambito tweeted

I agree that Challenger Model is just evolutionary per @davidabrock - much similarity in what has existed before #FocusSalesRT

@LaurenEHarper tweeted

The biggest problems our customers have is they are prisoners of their own experience. - @davidabrock #sales #FocusSalesRT

@TonyZambito tweeted

Mack Hanan Still Apllies in my book! The Challenger Sales model is a redo. #FocusSalesRT

@TonyZambito tweeted

How marketing and sales work in social business points out @davidabrock - I see tide turning back to advantages of sales I see #FocusSalesRT

@TonyZambito tweeted

buying cycle have changed - @iannarino in solid agreement on that #FocusSalesRT

@LaurenEHarper tweeted

The expectations of #sales reps have changed. -@iannarino #FocusSalesRT

@TonyZambito tweeted

leveraging social technologies in social selling @davidabrock #FocusSalesRT

Events

Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
The Tricks to Paid Media June 6 @ 11 am PT
Display Advertising for Brand Awareness June 20 @ 11 am PT

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