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Author: Ken Krogue

10 Executive Conference Gems To Consider In 2018 And Beyond

From my experience, busy C-level executives are increasingly avoiding the biggest trade show events. Why compete with thousands of conference goers for key meetings and conversations? In contrast, leaders are doing an increasing amount of their business at the smaller, more exclusive events. This is also where they get ideas and data that can transform the way they run their department or company. What today’s leaders need to know is what’s working from their counterparts at other companies, allowing them to implement fresh (and proven) ideas and strategies of their own. Here are my picks for ten of the best events...

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Why Sales Reps Spend Less Than 36% Of Time Selling (And Less Than 18% In CRM)

It’s no secret time management is one of the highest requirements for succeeding in sales. But a new study of more than 720 reps (including in-depth interviews with more than a dozen) proves what we had predicted in our snapshot survey of 200 reps during Dreamforce. Today’s salespeople are spending the majority of their time on activities other than sales. Here’s the kicker: nearly two-thirds (64.8%) of reps’ time, on average, is spent in non revenue-generating activities, leaving only 35.2% for functions related to selling. Field reps are somewhat ahead, spending 3.1% more time selling than their inside sales counterparts. Only 22 Percent of...

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Highlights from Dreamforce 2017: Playmaking, AI Revolution, CRM Evolution, Giving Back

Since 2003, Dreamforce has experienced explosive growth from 1,300 attendees to 170,000 participants over a four-day event. The dialogues emerging over the past week’s event about the sales process, CRM, sales strategies and giving back have been key to this successful conference. Of the messages that have resonated from this year’s Dreamforce, I’ve been most compelled by the following four: CRM is declining.  I’ve written and presented extensively about the paradigm of CRM. Customer Relationship Management software simply isn’t enough anymore. It is necessary as a system of records, but salespeople now look to other technologies to improve their...

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CRM Isn’t Enough – Here’s What’s Next

Everybody’s using Customer Relationship Software (CRM) today. Everybody. And although it’s become such a commodity, average sales quota attainment has fallen each year, for the last five years. Why? The CRM’s ability to deliver on its promise of improving the sales process has stalled. It’s not built to address the challenges of today’s complex buying environment. In our connected economy, buyers educate themselves through online information, peer references, and crowd sourced reviews. They are making decisions in a non-linear and recursive way, and the approval process varies by company. Many buying decisions can be made with no sales rep...

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A Selling Secret: Have Better Conversations

In a recent series of articles about extreme velocity sales on Forbes Magazine, I’ve mapped a way to improve your sales performance. In the latest article, I share a useful selling secret. There are two main ways to have better conversations with your leads: one is to polish up your skills with sales training, and the other is to have more conversations with qualified decision makers. The average sales training program can increase your results by a little more than 20%, on average. But sales courses take a lot of time and resources that sometimes a company might not...

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