The One-Day Event Talked About the Most Innovative and Actionable Best Practices to Scale Revenue While Being a Phenomenal Destination for C-Level Enterprise Leaders, Junior Sales, Sales Management, and Demand Generation Marketers
Missed one of the most amazing sales and marketing conference of this year? Don’t worry; we bring you a gist of what took place in San Francisco, California at Revenue Summit 2018.
Hosted by Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, The Revenue Summit is known for empowering B2B leaders to accelerate growth across the entire funnel, by aligning sales, marketing, and customer success through the lens of technology.
The top five key takeaways from the conference include:
- Not all analytics are created equal
During their talk about the future of sales leaders, Jacco vanderKooij, Founder, Winning By Design, and Rob Jeppsen, CEO Xvoyant spoke at large about how most sales teams are looking at the wrong metrics. They went on to explain how instead of volume metrics, companies should focus on conversion metrics and productivity metrics for better sales.
- Change Your Daily Rep Goals
Olivia Nottebohm, Senior Director, SMB Sales and GTM Operations, Google Cloud, and Sean Kester, VP of Product Marketing, SalesLoft, spoke about the significant improvements that were made ever since their sales teams switched daily rep goals from being volume-driven to focusing on 3-5 positive conversations per day.
- Sales Enablement Will Take You to the Next Level
With sales teams placing a higher emphasis on sales efficiency, there has been an increased focus on using the right sales tools to spur growth. Jacco and Rob also mentioned that more teams are likely to spend four days per week selling and dedicate 1 day per week on sales training.
“There’s no one-size-fits-all approach. You must speak with reps or managers directly to understand where they feel strong and where their gaps lie,” said Amanda Chang, Senior Sales Enablement Manager, Zoom Video Communications.
- Selling is a Team Effort
In his session, Amit Bendov, CEO, Gong.io informed that HE has found calls that involve multiple sales reps are 258% more likely to close. An approach also used by Jennifer Brandenburg, VP of Inside Sales, ServiceMax, and Chris Donato, VP of Sales, DXC Technology. While Jennifer uses a small army to close deals after handoff by the sales development team at ServiceMax, Chris found that team-based quotas and bonuses helped his reps keep each other accountable.
- Success depends on a structured process
John Barrows of JBarrows Sales Training, and Morgan Ingram, Director of Sales Execution, JBarrows Sales Training, recommended creating structured training and execution processes for companies that are hiring reps straight out of college, finding them to be highly effective.
This is what some of the attendees had to say about revenue Summit 2018
“Sales Hacker brings together the top practitioners in sales & marketing. The connections and the knowledge transfer that happens here is priceless,” said Steven Broudy, Director of Inside Sales, Americas.
Also Read: Are You Ready for The Revenue Summit ’18?
“Revenue Summit is the destination for learning how to accelerate sales & marketing at any B2B organization, with purely educational content that moves the needle,” said Mark Roberge, Former Chief Revenue Officer at HubSpot.
Calling it an “incredible event”, Koka Sexton, Global Social Sales & Marketing at LinkedIn, said, “An incredible event full of awesome insights and actionable takeaways from passionate people; a rare occasion for sales & marketing professionals to get together and learn from each other.”
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