Building a Better Sales Organization at the Sales 2.0 Conference

Fresh off of the Sales 2.0 Conference in Philadelphia on Monday, our sales team is buzzing with ideas, strategies and tactics from the information presented at the sessions that covered new best practices to ensure sales teams perform at peak levels. If you were unable to attend, check out some of our favorite tweets that recapped the event:

• Liz Heiman ‏@LizRHeiman: “It’s no longer about being a consultative seller, it’s about being a collaborative seller.” @jeffreybseeley #s20c
• Selling Power ‏@SellingPowerMag: Salespeople are in front of customers only 41% of the time @jeffreybseeley @carewsales #s20c
• Jeff Perkins ‏@jeffperkins8 50% of buyers say sales reps do not understand their needs. Good insight from @joshgray77 #s20c
• Sales 2.0 Conference ‏@Sales20Conf: Sales orgs that use video for sales conf calls get 156% higher revenue and their sales cycles are shorter #s20c @jeffperkins8 @PGI

PGi’s VP of Global Online Marketing, Jeff Perkins, spoke at Sales 2.0 with his presentation, Evolve or Die: Surviving the Changing Sales Landscape. He focused on six areas that sales leaders should reinvent in their organizations in order to “survive and thrive.” In short, sales leaders must evolve:

• The way they view prospects
• Relationships with other departments
• The way they sell
• The types of reps they hire
• The tools they use to sell
• The way they compensate

The focus on the buyer was a key theme throughout all of the presentations. Knowing how people buy and what they expect from a salesperson, is more than just lip service – it’s absolutely critical to surviving and thriving in sales today.

Striving to understand your buyer in order to be more effective and drive more revenue? – Attend PGi’s upcoming webinar, Entering Into the Mind of the Executive IT Buyer, on April 16. Even if you can’t make attend the live session, if you register we’ll send you a link to the on-demand presentation.