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Sales Effectiveness 2010 Webinar

I delivered a webinar sponsored by ISBM (Institute for the Study of Business and Markets at the Smeal College of Business at Penn State).  It was moderated by Mary Donato, who is the Associate Director of ISBM and writes a column for Sales and Marketing Management magazine, as I do. (Mary is by far the best webinar moderator I’ve ever worked with.)

sat in on a webinar last January presented by Dr. Ralph A. Oliva, ISBM Executive Director.  The subject was B-to-B marketing trends leading up to 2010.  It was a valuable webinar, with plenty of things to think about for sales leaders.  It was especially relevant for me since I’m very focused on sales effectiveness trends.  In fact, I had delivered a speech on the subject of sales effectiveness in 2010 to a group of CEOs last September.

The recorded webinar provided an assessment of the current situation with respect to B-to-B sales effectiveness. (Hint: the research shows things aren’t great.)  I took the participants through two imperatives for sales effectiveness going forward: technology-enabled selling (and training) and sales performance measurement.  I also tied ISBM’s marketing trends and my view of sales trends together—perhaps a metaphor for the sales and marketing alignment that has been the subject of discussion for at least 15 years.

Just send me an email (with your business email address) if you’d like a copy of the slides.


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