Seminars and Talks
Sales Operations: Enabling Business Strategy
Talk with the Sales Management Association on May 10, 2011
Sales Operations is rapidly becoming a function critical to achieving sales excellence, maintaining a competitive edge, and expediting the execution of new business strategies. In this workshop presentation, Sales Economics' Alejandro Erasso and Matthias Linnenkamp examine how Sales Operations connects sales support processes across different functions of the organization for maximum impact on business and sales strategies. Also covered: practical approaches for organizing and prioritizing Sales Operations activities. This presentation was originally delivered at The Sales Management Association's May workshop, "Focusing Sales Operations' Productivity Impact" at DePaul University.
Change Management for Sales Operations Analytics and Reporting
Talk with the Sales Management Association on May 10, 2011
Sales Operations is rapidly becoming a function critical to achieving sales excellence, maintaining a competitive edge, and expediting the execution of new business strategies. In this workshop presentation, Sales Economics' Alejandro Erasso and Matthias Linnenkamp illustrate the principles of successful change management in analytics efforts that provide actionable and timely insights to sales teams and management across the entire sales process. It also includes a template to effectively address analytics and management reporting implementation and deployment challenges. This presentation was originally delivered at The Sales Management Association's May workshop, "Focusing Sales Operations' Productivity Impact" at DePaul University.
Pricing Principles for Finance Executives
Training with the Professional Pricing Society
This course begins with the theoretical and practical principles of pricing necessary to address operational aspects of its execution, where pricing, as part of the four P’s of marketing, plays its most important financial role. Once the linkages of the pricing process to different parts of the company are established, the course continues highlighting the impact of pricing on financial statements and the ways a typical Finance organization influences and enables pricing activities.
Sales Leadership's Role in Managing Pricing
Webcast with the Sales Management Association on August 30, 2011
In this SMA webcast we provide sales leaders with insight into common pricing related challenges, suggest ways to integrate strategic pricing principles within a sales management framework, and provide best-practice insight on leading firms' use of pricing to optimize sales effectiveness.
