Saturday: Sales Force Structure: Defining Roles – Generalists or Specialists

What is the answer to my sales force structure issues? Generalists or Specialists?

 

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Sunday: 3 Steps To Understand Why My “A” Players Are My “A” Players

How to understand what competencies you should be looking for in your “A” players.

 

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Monday: The Second Step of Territory Design

Determine the correlation between customer firmographic information and spend levels to produce a territory design frontier assessment.

 

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Tuesday: Key Account Management (KAM) Case Study #2, Unsuccessful Program

The case study details and identifies the mistakes made as a result of an unsuccessful Key Account Program.

 

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Wednesday: Miss Q1 Sales Quota? 3 Things to do Differently in Q2

Getting your sales force back on track to meet quota in 2011.

 

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Thursday: Salesforce.com Acquires Radian6 to Solidify a Social CRM

Salesforce.com moves closer to a Social CRM by acquiring the leader of the Social Media and Monitoring space, Radian6.

 

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Friday: To Win an RFP Sales Campaign – Do The Opposite of Your Instincts

Reasons why to adopt an RFP response strategy and integrate it with your sales process.

 

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