Here you can view previous Roundtable discussions for 2020:
Striding Into 2021 – Fearlessly
For this final Roundtable of the 2020 season, we have chosen to focus on five critical areas, which if addressed appropriately will lay strong foundations for increased success in 2021 – and beyond. They are: Employee experience management Customer experience management Sales function enablement and alignment Business development Efficient utilization of sales technology Once again, […]
Audio Version:
What is Sales Enablement Going to Look Like in 2021
We have to go back to 1999 to credit Aiello and Larsen for pioneering sales enablement, a method to improve the efficiency and effectiveness of salespeople that was catered toward the changing buyer. They preached new selling strategies and consistent selling strategies. The pair spoke of learning customer pains and committing to relevant conversations full of value. They […]
Audio Version:
How to Finish the Year Strongly – Even in These Challenging Times
It would be very tempting for frontline sales professionals – and their managers – to simply write-off Q4 and instead focus on planning for 2021 in order to start the new trading year strongly. Not unnaturally, we always urge sales teams to rigorously plan in advance, but to relax and believe that there are no […]
Audio Version:
Why Our Focus On Proactive Client Retention Has Become Critical
Here is the reality: Every year, businesses lose billions of dollars in sales due to poor customer service and inefficient account management. A recent survey quantified the amount of money lost annually in the US alone at roughly $62 billion. That number accounts only for clients who decided to switch providers directly because of sub-standard […]
Audio Version:
The Future of Sales Team Training & Development
Here’s what we know: Continuous training gives 50% higher net sales per employee, but the impact of sales training can be hard to measure and so many sales leaders doubt its effectiveness. The truth is that investing in our people has a positive impact on our organization, even if that impact is not clearly seen in […]
Audio Version:
Leading a Sales Team Through a Crisis and Out to the Other Side – Safely and Securely
We fully appreciate that survival is at stake for many businesses but eventually this crisis will abate, and so sales managers/leaders must live with the decisions they are making now or accept the medium and long-term consequences. That means more than simply keeping the machinery ticking-over. This is not a time for inertia and certainly […]
