Welcome to CRM magazine Sponsored Event. David Myron Editorial Director CRM magazine

Welcome to CRM magazine

Sponsored Event

David Myron

Editorial Director

CRM magazine

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December 9, 2009

Drive Increased Sales Productivity

Panel ExpertsSteve DiamondModeratorSenior Director, Product Marketing, Oracle Corporation

Paul VinogradovVice President, The Alexander Group

Kevin RaybonGeneral Manager, Sales Operations, NEC Unified Solutions

Erica RuliffsonGroup VP, NA Strategic Accounts, Oracle Corporation

Topic Areas

• Driving Growth in a Challenging Economy

• Increasing Sales Capacity & Coverage

• Improving Sales Execution

• Transforming Your Sales Organization

• Audience Q&A

Topic Areas




• Audience Q&A

Steve DiamondModeratorSenior Director, Product Marketing, Oracle Corporation




3 Key TakeawaysDriving Growth in a Challenging Economy

1. Get more prescriptive around all elements in your sales process

2. Focus on the core and eliminate anything superfluous

3. Increase your customer focus and do a better job of targeting the ‘right’ customers

Topic Areas




• Audience Q&A





3 Key TakeawaysIncreasing Sales Capacity & Coverage

1. Align your inside and field sales resources more effectively

2. Reduce white space and get more ‘at bats’ for your front-line sales teams

3. Leverage lower cost resources to offload tasks from outside reps

Topic Areas




• Audience Q&A





3 Key TakeawaysImproving Sales Execution

1. Develop a competitive playbook to codify and share best practices

2. ‘Lose’ earlier in deals, & conduct analytics to track weekly deal progression and increase accountability

3. Make sure reps understand their internal community of support resources

Topic Areas




• Audience Q&A





3 Key TakeawaysTransforming Your Sales Organization

1. Define your unique “to be” vision and define your sales methodology and organizational structure accordingly

2. Understand WHY you’re transforming in the first place

3. Ensure your sales leaders are frequently communicating with their teams

Topic Areas





Archive

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Documents

Welcome to CRM magazine Sponsored Event. David Myron Editorial Director CRM magazine