Leading sales into a post-pandemic world

It’s been a year and a half since the meaning of “normal”. During this leadership session we’ll hear how our panellists have adapted and how they’re planning on leading their sales teams into a post-pandemic world.

During this chat, leaders will share their experience in:

• Inspiring leadership – How they’re developing and mobilising their sales teams during and post the pandemic.
• How they keep their teams productive, motivated and in the right mindset including mental wellness selling from home?
• How have they sustained virtual selling and overcome digital fatigue from both buyers and sellers
• How have they balanced managing and motivating their hybrid and remote teams, what about their own wellbeing?
• What are some key success factors they’ve seen emerging in their teams during the last 18 months including accelerate lead-to-revenue and managing stalled deals?

Building blocks for a high-performing virtual selling engine

More than a year since the pandemic, 93% of sales reps are still experiencing significant challenges in virtual selling in spite of coaching, Gartner’s research found. A study by Bain also found execution by commercial organisations have fallen short on win rates and revenue per sales rep. So what has been missing? How do sellers deliver exceptional experiences for digitally oriented buyers in this crowded landscape? In this fireside chat, Joshua Mann will share the foundational capabilities Hostopia built to create a high-performing virtual selling engine. We will explore emerging tech trends in virtual selling that give your business a competitive advantage. Let’s discuss:

• Closing the gaps between buyer priorities and seller effectiveness in the digital-first world
• The role of data analytics in virtual customer engagements and deal progression
• Delivering connected, personalised experiences that differentiate your value and activate buyers
• Driving adoption of virtual selling practices
• What’s next in virtual selling – emerging trends and technologies

Accelerating revenue growth – The good, the bad, and the best

In this session Korn Ferry will cover the following items:

• The changing B2B Sales & Buying Dynamics
• The Good, The Bad and The Best
• Focus for High Performers & World Class Sales Organizations

Korn Ferry will provide the key findings form the 2020-21 Sales Performance Study where they examined the sales practices of 1500 organizations globally. What did world class sales organizations prioritize to outperform others. In this session Korn Ferry will also share the Sales Relationship Process matrix underpinning the correlation between client relationship status and sales process maturity and how this links to key performance metrics. Delegates will also receive an executive overview of the Korn Ferry 2021 Buyer Preferences Study.

Debate: The future of sales — ripe for disruption or already disrupted?

Not so long ago, the channel to sales was clear and defined. Marketing shared leads, proposals were drawn, relationships built, and products sold. Today however, like many other industries, that channel is as blurred as it is busy.

What was once straight-forward is now a minefield of faceless buyers, challenging environments and endless opportunities, leaving many questioning what the future of ‘sales’ really looks like.

Find out when you join us for this exciting and useful discussion as part of the annual Great Sales Debate.

As we unpack what the future of sales really looks like, find out how each team makes a case for or against “Is the industry ripe for disruption or has it already disrupted?”

• Faceless buyers – How do you sell to those you can’t connect with?
• Increased information gathering for buyers – How to re-calibrate the sales pitch to close a deal?
• Responsibilities – How much ownership over leads should sales have and who is responsible for the buyer experience?
• Skills – What really carries weight in today’s landscape, and will they hold up tomorrow?
• Leads vs. Insights – What’s realistic when it comes to growing your business?

Who wins? You decide! We look forward to seeing you there for a fun filled debate

How to Coach Your SDRs to be the ultimate growth engine in a hybrid workforce

Is your sales development team struggling to adapt to the hybrid workforce? The secret might lie in coaching your SDRs to focus on agility and connection (especially when communicating over Zoom and using other virtual business tools). In this panel hosted by Aircall, leading sales experts will dive into their best tips and tricks on coaching and training, how to structure your team, and how to adjust your performance metrics for the new era of work.

How MYOB’s SaaS Transformation is driven by the needs of the customer

During this session Daniel and Nick will discuss how MYOB’s sales transformation always starts with the customer.

They will share:

• Organising based on customer segments and an understanding of their stage and maturity
• Introduction of go-to-market function at segment level to drive customer focused GTM initiatives
• Role specialisation aligned with customer journey (demand gen, sales, success, support)
• Taking a full lifecycle view to provide an holistic approach to maximising lifetime value
• Differences in working with SME and Enterprise segments and what this means for organisation set-up

The future of B2B sales: Setting up for success post-pandemic

The state of sales has clearly changed and 2020 will be remembered as a watershed moment when B2B buying and selling radically changed forever.

Regardless of the timing or degree to which we return to in-person selling, one thing is for certain: customer preferences for how they engage with vendors will have permanently shifted.

As we look into the future this session will discuss how sales leaders are refining seller skills for a post-pandemic world and what the future of sales and sellers will look like?

This panel will discuss:

• Will the hybrid sales reps become the most common sales role? If so, how do we re-evaluate the skills sellers will need to be successful? What does re-tooling, re-skilling and re-deploying sales people look like? Will we continue to build resilient teams for the future of digital sales?
• Field and Inside/Virtual/Digital selling teams are blurring like never before – What are the emerging roles, new team structures to consider, and the best locations for scaling your growing teams?
• The future of  Omni-Channel Selling

Accelerating sales transformation & revenue enablement

The evolving role and transformation of sales, creating commercial excellence and growth mindsets

The case for change now could not be clearer. Business leaders face pressure to deliver above-market growth at the best of times and the pandemic has had a profound impact on the buying and selling process. An exponential rise in digital interactions between buyers and suppliers is making traditional sales models obsolete.

During this session our sales leaders will share how they’ve transformed their sales teams and focused on long-term success that better enable their revenue engines to perform in today’s environment including go-to-market strategy, the way their teams are structured, their people, processes and their technology:

• How their transformations have driven sustainable performance, achieved predictable sales pipeline and effectively managed the consistent demand for growth in a hyper competitive market
• How they’ve ensured their teams stay relevant and drive revenue, by implementing adaptive sales models that engage the customer when and how they want and enable sellers’ digital skills
• How they’ve overcome the challenges for sales teams around training, coaching and enablement especially to minimise the transformation’s impact on productivity and revenue.
• Customer obsession that puts the customer at the center of all decision making.
• Revenue enablement across the entire buyer journey, not just the sales process.
• Examples of enablement strategies, the implementation strategies and how they’ve measured success, including the metrics used.