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Tactics to Radically Improve Your Sales Performance

Topics
Sales
Performance
Sales Management
Sales Process
Sales Reps
Sales Teams

Highlights

Seasoned panelists compared their perspectives on what they’ve seen forward thinking sales teams do recently to radically improve their performance. The group debated their shared view that improving sales performance requires affecting how sales people behave. Two keys topics discussed: the importance of having a mapped out process (a sense of where we’re meant to be headed and how to get there) and team adoption of related tools (so we can get a sense, collectively, of how well we’re getting to where we need to get to).
Topics Included:

  • When Reps see the value of a tactic, they buy-in. When Reps buy-in on tactics that matter, performance improves.
  • Why process matters

Speakers

John Cousineau
John Cousineau
President
innovative information i...
details
Howard Hodges
Howard Hodges
Inflection Point, LLC
details
Lars Nilsson
Lars Nilsson
VP Field Operations
ArcSight, an HP Company
details
Tibor Shanto
Tibor Shanto
Sales/Marketing
Renbor Sales Solutions I...
details
Craig Rosenberg
Craig Rosenberg
Vice President, Sales an...
Focus.com
details
Paul Coulter
Paul Coulter added a comment
Behavior change without a mindset shift preceding it is a short term fix!
June 20, 2011
Reply to this comment
@winterstetter tweeted
RT @LaurenonFocus Look less for perfect tools and look harder for perfect practices- requires a much more experimental approach @jcousineau #FocusRT17
June 18, 2011
@Inside_Sales tweeted
I'm attending @Focus Roundtable: Tactics to Radically Improve Your Sales Performance on 6/17 at 11 AM PT. http://t.co/JO6Fq1m #FocusRT17
June 18, 2011
@Damian_Penney tweeted
RT @funnelholic Roundtable in 20 mins: Tactics to Improve Sales Team Performance http://t.co/xpTxAwj #FocusRT17 @renbor will be there.
June 17, 2011
@LaurenonFocus tweeted
At the end of the day, the process, tools & systems are really just a support mechanism- not the solution @Renbor #FocusRT17
June 17, 2011
@donfperkins tweeted
RT @laurenonfocus Look less 4 perfect tools & look harder 4 perfect practices- requires a more experimental approach @jcousineau #FocusRT17
June 17, 2011
@LaurenonFocus tweeted
Look less for perfect tools and look harder for perfect practices- requires a much more experimental approach @jcousineau #FocusRT17
June 17, 2011
@donfperkins tweeted
As Coltrane says: "it's not the sax, it's how you play that makes the difference." @renbor #FocusRT17
June 17, 2011
@LaurenonFocus tweeted
#Sales process facilitates coaching and understanding of what the next steps are (via Howard Hodges) #FocusRT17
June 17, 2011
@LaurenonFocus tweeted
When you use a word like process, people want to make is pretty and layered rather than making it functional @Renbor #FocusRT17
June 17, 2011
@NickBianchi tweeted
RT @donfperkins In #sales we need to ask ourselves: How is everything we're doing resonating with the buyer? @jcousineau #FocusRT17
June 17, 2011
@LaurenonFocus tweeted
Interesting analogy from @jcousineau you can hit as many golf balls as you want but if you have a bad swing you'll never improve #FocusRT17
June 17, 2011
@donfperkins tweeted
In #sales we need to ask ourselves: How is everything we're doing resonating with the buyer? @jcousineau #FocusRT17
June 17, 2011
@donfperkins tweeted
Big challenge for many salespeople is finding a balance between relationship building and gaining commitment. @renbor #FocusRT17 #sales
June 17, 2011
@LaurenonFocus tweeted
Some salespeople are so focused on having great relationships but don't get any revenue from those relationships @Renbor #FocusRT17 #sales
June 17, 2011
@amabaie tweeted
RT @renbor Roundtable happening now http://bit.ly/kwZNw6 #FocusRT17 #B2B #Selling #Sales
June 17, 2011
@davidabrock tweeted
RT @Renbor Roundtable happening now http://bit.ly/kwZNw6 #FocusRT17 #B2B #Selling #Sales
June 17, 2011
@loridjanjigian tweeted
RT @Renbor Roundtable happening now http://bit.ly/kwZNw6 #FocusRT17 #B2B #Selling #Sales
June 17, 2011
@Renbor tweeted
Roundtable happening now http://bit.ly/kwZNw6 #FocusRT17 #B2B #Selling #Sales
June 17, 2011
@Renbor tweeted
RT @funnelholic Roundtable in 10 mins: Tactics to Improve Sales Team Performance http://t.co/xpTxAwj #FocusRT17 @Renbor will be there.
June 17, 2011
@loridjanjigian tweeted
RT @LaurenonFocus In 15 min @jcousineau @Renbor & more-Tactics to Radically Improve Your #Sales Performance http://bit.ly/k4Fzp2 #FocusRT17
June 17, 2011
@iannarino tweeted
RT @funnelholic Roundtable in 20 mins: Tactics to Improve Sales Team Performance http://t.co/xpTxAwj #FocusRT17 @renbor will be there.
June 17, 2011
@funnelholic tweeted
Roundtable in 20 mins: Tactics to Improve Sales Team Performance http://t.co/xpTxAwj #FocusRT17 @renbor will be there.
June 17, 2011
@Trigger_Events tweeted
RT @Renbor One hour left till you sell radically - Focus Roundtable http://bit.ly/kwZNw6 #FocusRT17 #B2B #Selling #Sales
June 17, 2011
@Renbor tweeted
One hour left till you sell radically - Focus Roundtable http://bit.ly/kwZNw6 #FocusRT17 #B2B #Selling #Sales
June 17, 2011
@Salesleaders tweeted
RT @Renbor One hour left till you sell radically - Focus Roundtable http://bit.ly/kwZNw6 #FocusRT17 #B2B #Selling #Sales
June 17, 2011
@LaurenonFocus tweeted
Call in TODAY to hear @jcousineau @Renbor & more discuss Tactics to Radically Improve Your Sales Performance http://t.co/xpTxAwj #FocusRT17
June 17, 2011
@Trigger_Events tweeted
RT @renbor Tactics to Radically Improve Your Sales Performance Focus Roundtable 2 pm EST http://ht.ly/5k3kn #FocusRT17 #B2B
June 17, 2011
@Renbor tweeted
Don't be safe, win radically, find out how - Focus Roundtable http://bit.ly/kwZNw6 #FocusRT17 #Selling #B2B
June 17, 2011
@Renbor tweeted
Forward thinking sales teams do radical things - Focus Roundtable http://bit.ly/kwZNw6 #FocusRT17 #Sales #Selling
June 17, 2011

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