Sales Management Conference & Expo — Impact of Technology Track
Managing the Impact of Technology
- Demystifying Technology: How to Figure Out What You Really Need
- Mary Boone, Author, Leadership and the Computer
- The Remote Access Road to Sales Force Success
- Christopher Calisi, Vice President, Remote Productivity Solution Business Unit,
Symantec Corporation
- Developing a Sales Knowledge System for Competitive Advantage
- Robert M. Regazzi, President and CEO, Product Knowledge Systems, Inc.
- Speed Driven Selling
- Gene McCalmont, President and CEO, BERMAC Communications, Inc.
- High Tech + High Touch = Higher Sales
- Debbie Depp, Managing Partner, The Fenemore Group
- The Internet: New Frontier of Computer-Based Training (CBT)
- Frank Coyle, Director of Multimedia Marketing, Asymetrix, Inc.
- Using the Internet to Leverage the "Information Value Chain" in Sales and Marketing
- Tom Sant, President & CEO, Thomas Sant & Associates, Inc.
Tuesday, 11:00 a.m. - 12:00 p.m.
Mary Boone, Author,
Leadership and the Computer
As a sales executive, one of the most important things you can do is to match the right technology to your most important business and leadership challenges. Whether you're contemplating creating a web site or implementing sales force automation, Ms. Boone's session helps to ensure that you'll be satisfied with the end result.
- 5 Questions to Ask Before Spending Money on Technology
- 3 Innovative Examples of Creative Technology Uses in Sales and Marketing
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Tuesday, 1:30-2:30 p.m.
Christopher Calisi, Vice President, Remote Productivity Solution Business Unit
Symantec Corporation
Review the most important issues in managing and supporting today's mobile sales force members, including: multitasking and remote control; security and intruder detection; network management tools, web sites and more. Mr. Calisi gives real-world examples of lessons learned by sales-driven companies in the successful management of mobile workers.
- How to Coach Employees to Make the Most Productive Use of New Technologies
- How to Manage Start-Up Costs for Training, Connectivity, Hardware, Software, etc.
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Tuesday, 2:40-3:50 p.m.
Robert M. Regazzi, President and CEO
Product Knowledge Systems, Inc.
As companies strive to improve sales performance with the support of various technologies, they are finding that their investments are falling short of expectations. Hear about a unique approach to managing "information overload and underuse" — a problem which plagues most sales and marketing organizations and is worsening in the era of sales force automation. See how a knowledge architecture can help you integrate unstructured information into a single framework based on customer needs. Benefits to be discussed:
- More Cost-Efficient Sales Knowledge Resources
- Improved Information Auditing and Assurance of Completeness of Knowledge Base
- Greater Overall Sales and Marketing Productivity
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Tuesday, 4:00-5:00 p.m.
Gene McCalmont, President and CEO
BERMAC Communications, Inc.
Learn how the intelligent application of technology to accelerate your sales process will result in faster cycle times, better communication, more value from company data and increased productivity for each salesperson.
- Better Results at Reduced Cost in Sales and Training
- Evaluate Your Sales Processes Before Purchasing More Technology
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Wednesday, 8:30-9:30 a.m.
Debbie Depp, Managing Partner
The Fenemore Group
To get the best payback on your SFA investment, you need to begin with a sales process that is designed to produce the results you're looking for. Improve your sales process first and you'll get a more effective, predictable, and lasting return on your automation investment. Combine your high tech investment with a "high touch" selling process.
- Why SFA Is Worth the Investment
- Examples of Successful and Unsuccessful SFA Strategies
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Wednesday, 3:40-4:50 p.m.
Frank Coyle, Director of Multimedia Marketing
Asymetrix, Inc.
Sales force managers may realize the value of training but they are also aware that conventional training methods relying on individual presenters are costly, and the process is increasingly inconvenient for the new breed of mobile workers. This session shows how organizations can support shorter product introduction cycles by bringing sales, service and support teams up to speed quickly and cost effectively through Internet-enabled CBT.
- How Sales Managers Can Use the Feedback Mechanism to Manage Training
- How Sales-Driven Organizations Are Using Internet-Enabled CBT
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Thursday, 8:30-9:20 a.m.
Tom Sant, President & CEO
Thomas Sant & Associates, Inc.
The growth and maturity of the Internet has provided new tools and opportunities for providing information to salespeople and customers. However, information alone is almost never effective in moving the sales process toward closure. The information must be leveraged against a specific buyer's needs or objectives and must highlight uniqueness factors that separate what is being offered from competitive offers.
- The Internet vs. Intranets
- Persuasive Structure vs. Informative Structure
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