2019 Sales Enablement Society Conference Driving the Future of Sales Enablement

Keynote  Coming Soon.

What is required for business growth in this time of digital transformation? How does sales enablement integrate into the vision for business revenue generation, not only for sales teams, but for any customer facing team members who engage with customers (prospects / current / past)? What’s more, how can we extend the use of tools developed in support of sales enablement to those same teams? This session will review the pressures companies are experiencing and what their teams need to be equipped in order to drive the business forward.

Session – A well designed and executed sales enablement strategy should have a measurable impact on sales results and revenue. Often the challenge is identifying and implementing the right elements, priorities and measurements that will have that impact. This session will cover how to use the strategy mapping and balanced scorecard concepts developed by Kaplan & Norton to develop and measure an effective sales enablement program that will drive top line revenue.

Session – We all know the holy grail of sales is predictable and consistent execution. But in this quest for steady and repeatable, many organizations are putting too much focus on process, playbooks and strategy and not enough on agility. 

That was the challenge Rackspace was facing. Over the past year, as part of Rackspace’s America’s Transformation, the sales enablement team has equipped both sales reps and managers with real-time activity data and coaching, making it easier to adapt to changing buyer needs with speed. They’ve established guardrails, removed blind spots, and have created an operating cadence that ensures accountability. The result is an increase in deal capacity; reduced time to close; improved pipeline quality; and a massive improvement in activity visibility. 

In this session, Mayme will discuss their experience and provide tips to help Sales Enablement leaders create an agile and truly data-driven sales organization. This transformation not only up-levels your own positions from a support function to a strategic component of Sales Ops but will also play a critical role in improving overall sales performance and execution.

Session -This session will facilitate a dialogue between two sides of the equation significantly investing in the future of Sales Enablement – academia and corporate talent development. Join Greg Hanifee and Damu McCoy for an interactive dialogue to understand the “future of work” and how they envision talent development to progress over the next several years, and most importantly, how you should prepare. We will open the dialogue to audience members to join the conversation and ask questions.

Session –This session will facilitate a dialogue between two sides of the equation significantly investing in the future of Sales Enablement – academia and corporate talent development. Join Greg Hanifee and Damu McCoy for an interactive dialogue to understand the “future of work” and how they envision talent development to progress over the next several years, and most importantly, how you should prepare. We will open the dialogue to audience members to join the conversation and ask questions.

Session -Channel Sales are a growing, cost-effective strategy for many sales organizations. Channel sales partners allow you to exponentially increase your sales force and reach prospects you might not have been able to reach directly. But they, like a Direct Sales Team, need to be enabled – not only to bring in leads, but first and foremost to be thinking of and recommending your company first (without the incentive of a regular paycheck and benefits). And as enablers, you’ve got to work toward these goals WITHOUT letting your inside sales strategy leak to your competitor who your partner might also sell…this is the story of Channel Enablement in RingCentral.