A New Approach for Today’s Sellers
Panel discussion with Troy Kanter, proven sales leader and CEO at AuctusIQ
View the on-demand replay.
The rise of internet-based information has created additional challenges for traditional field sales organizations as buyers are well along their buyers’ journey prior to engaging with vendors. This downward pressure on average quota attainment has also negatively affected Sales leadership tenure. Many have little difficulty in recognizing that they have an issue but are struggling to find answers beyond the approach they have been trying for years. Managing opportunities and pipeline at the aggregate or team level is no longer yielding the desired results. A change is required.
Sales analytics and data that are used to help inspect deals can also be used to look at individual sales reps. Utilizing sophisticated sets of analytics and machine learning, organizations are now better able to understand what good looks like in regard to sales skills, both hard and soft. And this can go further to identify those skills that for a particular product set, buyer profile and region, represent those that can advance sales and those that can close sales.
How you guide your sales professionals is essential and provides an opportunity for sales leadership to educate and drive change among an audience renowned for resistance to new ideas.
The webinar is designed to introduce sales organizations to the innovation and best practices in addressing the perennial issue of declining quota attainment among sales organizations. The speakers of the webinar are Troy Kanter, CEO at AuctusIQ, and Stephen Hurrell, VP & Research Director, who will bring real-life examples where sales results have been improved by utilizing data to augment experience to ensure your sales success.
Those who view the webinar will learn:
- How B2B buyers are changing the playing field and forcing your hand, whether you know it or not.
- To sell in the modern market requires modern talents.
- Sales Technology (including AI) have been too narrowly focused on pipeline management and not on sellers.
- Are you utilizing all the levers at your disposal, including the power of leadership by example?
Watch this on-demand webinar to learn more.
This webinar is sponsored by:
About the Speakers:
VP & Research Director, Office of Sales
Stephen leads the expertise in Office of Sales and guides leaders in the applications and technology for buying and selling products and services to maximize revenue. The topics of coverage include digital commerce, price and revenue management, product information management, sales enablement, sales performance management and subscription management. Stephen’s uniquely diverse technology experience spans over 30 years, including leadership roles heading up product strategy across a range of data-driven applications in sales enablement, financial reporting and planning, and billing and monetization platforms. Stephen was General Manager at InsideSales.com where he managed the C9 Analytics business, VP of Product and AI strategy at RecVue and held roles at Oracle, Exigen and Aviso. Stephen earned his BS in Economics from the London School of Economics.
Troy’s first growth story was Kenexa (NYSE: KNXA). He was co-founder of one of the platform companies and served as President/COO where Kenexa went from start up to IPO to over a 30% seven-year CAGR resulting in a $1.4B acquisition by IBM. Troy then served as the President and CEO of the holding company of the world’s largest sales training business that included brands such as Miller Heiman, Spin Selling, Achieve Global, Forum and CSO Insights. Now, as the CEO and Co-Founder of AuctusIQ has combined data science, technology and learning to create an innovative, data driven approach to transforming sales forces.