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Innovation and Continuous Improvement In Sales

Topics

Marketing

Sales

Small Business

Innovation

Sales and Marketing Alignment

Sales Management

Sales Professionals

This event took place on Oct. 5, 2011

Highlights

There’s a lot of talk about innovation, but what does it mean to the Sales and Marketing functions? Listen in to our Focus Experts as they discussed innovation and improvement in sales. Topics included:

What’s the difference between innovation and continuous improvement? Where do sales and marketing professionals get the greatest leverage?
What have been some of the major innovations in sales and marketing in the past 5 years? Why have they been important for sales professionals?
Does innovation have to be a “Big Bang,” or can we think of innovation at a smaller level—or even things that sales and marketing people might be able to do without major organizational initiatives?

Speakers

Robert Koehler

Global Sales Enablement

details

Tamara Schenk

VP Sales Enablement

T-Systems International ...

details

Alex Shootman

Chief Revenue Officer

Eloqua

details

Dave Brock

President and CEO

Partners In EXCELLENCE

details

Participants

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@SandalSociety tweeted

Listen to this great recording on @Focus Roundtable: Innovation and Continuous Improvement In Sales: http://t.co/L37fsvJd #FocusRTSales

Oct. 6, 2011

@stevenMconnolly tweeted

If you missed it, great recorded event on Innovation and Continuous Improvement In Sales http://t.co/vQ97pAkw #FocusRTSales

Oct. 6, 2011

Craig Rosenberg asked a question

What does "innovation in sales" actually mean?

I enjoyed this session today, but as I listened I started to wonder what innovation in sales actually is? Is it a change in mentality or is it training or is it process?

Oct. 5, 2011

Be the first to answer

@stevenMconnolly tweeted

Thanks @davidabrock for an informative session! #FocusRTSales

Oct. 5, 2011

@LaurenEHarper tweeted

RT @funnelholic Spend as much time learning about ur customers as possible, find 5 diff sources of info to spur your thinking -Robert Koehler #FocusRTSales

Oct. 5, 2011

@funnelholic tweeted

Spend as much time learning about ur customers as possible, find 5 diff sources of info to spur your thinking -Robert Koehler #FocusRTSales

Oct. 5, 2011

@XRX_BruceZ tweeted

@Focus Roundtable: Thank you to the panel for sharing your knowledge and wisdom #focusRTsales

Oct. 5, 2011

@LaurenEHarper tweeted

Develop your personal brand & join the conversation on social media. via @shootman #sales #socialmedia #FocusRTSales

Oct. 5, 2011

@markjstonham tweeted

The mark of an innovative selling organization: focus on buying process not just selling process from Robert Koehler #FocusRTSales

Oct. 5, 2011

@LaurenEHarper tweeted

As a small company, it's not so much about finding customer as it is about being found via @shootman #FocusRTSales #sales

Oct. 5, 2011

Bruce Zimmerman asked a question

Does the panel feel that Management embraces innovation or are they just concerned about results?

Oct. 5, 2011

1 Answer · Answer this Question

@cahidalgo tweeted

RT @LaurenEHarper We should look at our core processes in #sales and innovate from there via @shootman #FocusRTSales

Oct. 5, 2011

@donfperkins tweeted

RT @LaurenEHarper It's important to create a stage where creativity can live via @tamaraschenk #FocusRTSales #sales

Oct. 5, 2011

Laura Aguilar asked a question

We are a small company selling art, which is any not a necessity. Outside of Social Media outlets, any innovative ideas for increasing sales?

Oct. 5, 2011

7 Answers · Answer this Question

@funnelholic tweeted

agree RT @XRX_BruceZ @Focus Roundtable: Good dialog on Innovation and Continuous Improvement In Sales. #focusRTsales

Oct. 5, 2011

@LaurenEHarper tweeted

We should look at our core processes in #sales and innovate from there via @shootman #FocusRTSales

Oct. 5, 2011

@FocusonSales tweeted

I'm attending @Focus Roundtable: Innovation and Continuous Improvement In Sales on 10/5 at 9 AM PT. http://t.co/DPelZIRf #FocusRTSales

Oct. 5, 2011

@sbuytenhuys tweeted

RT @LaurenEHarper #Sales needs 3 things: who should I call on, what is that person interested in, and what should I say to them? via @shootman #FocusRTSales

Oct. 5, 2011

@LaurenEHarper tweeted

#Sales needs 3 things: who should I call on, what is that person interested in, and what should I say to them? via @shootman #FocusRTSales

Oct. 5, 2011

Sheldon Buytenhuys asked a question

What are some key to the sales professional regaining control of of the sales process especially in a inside sales model?

Oct. 5, 2011

Be the first to answer

@LaurenEHarper tweeted

It's important to create a stage where creativity can live via @tamaraschenk #FocusRTSales #sales

Oct. 5, 2011

@LaurenEHarper tweeted

Core concepts of #sales haven't changed- we still need to hang out where our custs are. Today it's the internet. via @shootman #FocusRTSales

Oct. 5, 2011

@cahidalgo tweeted

Fundamental #sales has not changed over the years. The customer has so sell within those changes via @shootman #FocusRTSales #B2B

Oct. 5, 2011

Sheldon Buytenhuys asked a question

With the buyer becoming more innovative in how they gather information, what are keys to having the salesperson regain control of the buying process?

Oct. 5, 2011

5 Answers · Answer this Question

@cahidalgo tweeted

Innovation is key in #b2b as the buyer has changed & innovation is a must in order to engage with them via @shootman #FocusRTSales

Oct. 5, 2011

@LaurenEHarper tweeted

Technology can give us inspiration, but changes in the market forces us to innovate in #sales via @shootman #FocusRTSales

Oct. 5, 2011

@cahidalgo tweeted

Innovation & continuous improvement are two of the most critical things facing businesses today via @davidabrock #FocusRTSales #b2b

Oct. 5, 2011

@donfperkins tweeted

join me on the webinar starting right now: @davidabrock @Focus round-table #FocusRTSales Topic: Innovation in Sales http://t.co/ch4B68Wp

Oct. 5, 2011

Carlos Hidalgo asked a question

With so much focus on marketing & sales alignment why is the issue still so prevalent? Could it be simply a symptom of greater problems?

Oct. 5, 2011

14 Answers · Answer this Question

@surabhigandotra tweeted

RT @Focus 5 Minutes Until: Innovation & Continuous Improvement in Sales w/ @davidabrock @shootman @tamaraschenk bit.ly/ruP9Pt #FocusRTSales #Sales

Oct. 5, 2011