Track A: Science of Sales – Monday 24 April
16:15 – 17:00
Most sales efforts are driven by the concept of a sales funnel—bring in enough prospects at the top and qualify and engage them in the middle, and ultimately some fraction of them will buy your product. The concept has guided sales meetings for decades—but now it’s on its way out. The traditional sales funnel assumed two things: information asymmetry and a consistent sales cycle, both of which are disappearing. Sales managers must rethink the pipeline. This session addresses how pipelines are changing, how to leverage your existing CRM tools to meet new pipeline challenges, and how to evaluate the potential benefits from sales force automation changes. Learn the five keys to ensuring successful change management.
Presented by: Rebecca Lynn Wettemann