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SALES ENABLEMENT


Tim O’Connor President, Uptrend Partners Inc. Tim is one of the rising stars in the sales


unique in the industry. He created the P2P Ratio™


consulting industry. In less than three years since leaving a sales leadership position at Johnson & Johnson, he has served numer- ous S&P and Fortune 500 clients. Tim’s recent real-world experience – coupled with proven sales methodology – make him , a new


success metric. Tim is also one of an elite group of Global Business Partners with Sales Performance International.


Areas of Expertise • Sales force training and development • Sales process design and implementation • Sales management, coaching, and reinforcement


Links Website: https://www.uptrendpartners.com LinkedIn: https://www.linkedin.com/in/timoconnor19


Scott Santucci


CEO, Growth Enablement Systems Scott Santucci is the CEO of Growth Enablement Systems, a new style execution agency that provides its clients with the right blend of consulting, delivery, and training resources they need to drive organic revenue growth. The firm special- izes in the brackish water between strategy and execution. They help executive teams develop strategic sales enablement functions – and sales and marketing leaders create the enabling programs required – to drive measurable results. Their teams follow proven methods to streamline the content, tools, and training required to help your sales teams create value for customers. Services include: customer engagement playbooks, programs to help clients drive internal selling, customer outcome content creation, and buyer empathy training for sales.


Links Website: https://www.growthenablement.com LinkedIn: https://www.linkedin.com/company/growth- enablement-advisory/ Contact: https://www.linkedin.com/in/scottsantucci/


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Every year in consulting is like three years in the corporate world because you have multiple clients, multiple issues - you grow so much. – INDRA NOOYI


32 | DECEMBER 2018 SELLING POWER © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Tamara Schenk


Research Director, CSO Insights Tamara Schenk is a sales enablement leader, analyst, speaker, and co-author of Sales Enablement – A Master Framework to Engage, Equip, and Empower a World- Class Sales Force. Tamara is research director at CSO Insights, the research division of Miller Heiman Group, where she


is focused on global research on sales enablement, CX and sales effectiveness.


She has enjoyed 25 years of experience in sales, busi- ness development, and consulting in different industries on an international level. Before becoming an analyst in a research director role in 2014, she had the pleasure to develop sales enablement from an idea to a program and a strategic function at T-Systems, a Deutsche Telekom company where she led the global sales force enablement and transformation team.


Links


LinkedIn: https://www.linkedin.com/in/tamaraschenk/ Twitter: https://twitter.com/tamaraschenk Book: https://www.amazon.com/Sales-Enablement-Mas- ter-Framework-Productive/dp/1119440270


Adam Sheehan


Senior Consultant, Sales Benchmark Index Adam has leveraged his sales and consulting background in a variety of sales strategy and enablement projects while at SBI. Adam has designed and implemented best-in-class custom sales processes for multiple clients. He has redesigned territories, realigned quotas, and constructed sales compensation plans to


provide the best opportunity for reps to optimize their selling time – and for clients to make their number. Adam builds deep relationships with his clients to ensure the solutions built are successfully executed and implemented, achieve company growth targets, and enable reps to reach their full potential.


Areas of Expertise • Sales enablement • Sales process design • Market and competitive intelligence


Links SBI Website: https://salesbenchmarkindex.com LinkedIn: https://www.linkedin.com/in/adamrosssheehan Twitter: https://twitter.com/AdamRossSheehan YouTube: https://www.youtube.com/user/salesbenchmar- kindex/featured


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