7:45 am — 9:15 am
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Sales & Marketing Leadership SIG

Topic: Driving Sales Productivity in Today’s Competitive World
Facilitator: Don Gray, President Sales Engineering Group

The selling world has certainly been evolving in recent years.

– New tools to support the selling approach,
– new selling methodologies like the Challenger Sale
– revisions/improvements to existing selling methodologies.
– CRMs are continuously improving.
– And then there is marketing automation


Marketing Automation, done well, has been the biggest boon to sales in the last five years. While we have welcomed and embraced this evolution, the fundamental goal of sales has not changed. We still need to deliver sales productivity AND sales! Central to sales productivity is being efficient and effective in sales activities and closing initiatives.

In this session, we will look at many of the keys to driving an efficient and effective sales organization. Don will share some of his insights from his forthcoming book To Win Big, Lose Early. We will look at how today’s marketing productivity, done correctly, can drive both sales efficiency and sales effectiveness. And we will look at how to assess if your sales organization is efficiently and effectively driving sales productivity.

Biography – Don Gray
Don has enjoyed a thirty-plus year career in sales, marketing, international management, and sales development. Don has held positions in Sales, Sales Management, Marketing, International Management, and Strategic Planning. In addition, Don has extensive experience in facilitating both sales skills and business solution workshop sessions worldwide. Don started Sales Engineering Group in 2001 to help businesses drive better sales results.


About this SIG: Leadership and community opportunity for Sales Leaders and Marketing Professionals that meets on the 3rd Tuesday of the month.


PLEASE NOTE – This month’s SIG will be held in the 7th Floor Conference Room at OfficeKey.


Eventbrite - October, 2016 SIGs


Thanks to our event partners!





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October 18, 2016
7:45 am - 9:15 am
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