During this podcast, Brent and Craig explore the specific steps sales teams can take to adapt their commercial messaging for prospective customers navigating the world of COVID-19. They also review the importance of changing customer buying behavior, customer (re)segmentation, and competitor considerations.  

Runtime 30:10

During this podcast, Brent and Robert discuss the specific steps suppliers can take to significantly boost the value of customer-facing quarterly business reviews.  The conversation ranges across five dimensions:  purpose, content, attendees, frequency, and engagement style.   

Run Time: 34:27

Robert Blaisdell is a Sr. Director Analyst in the Gartner Sales Research and Advisory covering all aspects of sales but with a primary responsibility for account management and growth focusing on account planning and management along with key account management.  Mr. Blaisdell has 20 years of experience in strategic account management, sales enablement, sales L&D, strategic planning and marketing.

During this podcast, Brent and Shayne discuss design principles for any good sales kickoff meeting and then explore the application of those principles to a virtual setting.  The podcast also identifies and addresses a number of challenges and opportunities specific to the virtual setting.  

Run Time: 40:41

This content provides sales compensation leaders an accessible, conversational version of Steve’s latest thinking on sales compensation design for uncertain times.  Concepts reviewed include:

• Sales operations leaders will face difficult trade-offs between protecting sellers’ incentives earnings and meeting company cash-flow needs.
• Promptly updating an incentive plan improves seller morale, but moving too quickly in changing conditions may necessitate more changes later on.
• After the most acute phase of selling disruption ends, available revenue forecasts will still be highly uncertain.

During this podcast, Brent and Doug discuss how virtual training not only provides significant advantages, such as improving access to sellers, flexibility in training delivery and learning retention, but also reduces sales training costs. The podcast also covers best practices and key considerations for transitioning from face-to-face training to virtual training. 

As an analyst, Doug Bushée is recognized as a thought leader in sales and sales enablement. He has researched, written and spoken extensively on sales training, sales content and other topics related to seller and buyer enablement. Before coming to Gartner, Doug spent over 25 years leading sales, marketing and sales enablement teams for Xerox.

Run Time: 30 Minutes