Sales Transformation: From approved vendor to trusted advisor

Technology Revolution: The Future of Now

Bonnie D Graham

News, Business News, Technology

4.9 • 112 Ratings

🗓️ 15 August 2012

⏱️ 57 minutes

🔗️ Recording | iTunes | RSS

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Summary

Sales transformation. A catch phrase “for virtually every C-level executive in the race to find answers to questions about sales and earnings growth, positioning and differentiation; even survival,” says Bob Nicols, author of The Journey to Sale Transformation: Twenty-five Axioms for Becoming a Trusted Partner to your Customers. Bob and other experts have a lot to say about why and how your sales organization needs to change...now. Bob Nicols, AXIOM Sales Force Development: “Sales is the most broken of all business functions.” Kimberly Senior, AT&T: “Transformation, like a leopard’s spots changing, happens seldom and slowly. Transformation is a marathon, not a sprint. So, the key to success in driving any type of transformation is committed, focused, disciplined incremental improvement over time.” Nicholas Kontopoulos, SAP: “Sales force automation is dead :).” Join us for their insights on Sales Transformation: From approved vendor to trusted advisor.

Transcript

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0:00.0	The following program is being brought to you on the Voice America Business Channel.
0:05.6	For more information about our network and to check our additional show hosts and topics of interest,
0:10.2	please visit voiceamericabusiness.com.
0:13.1	The Voice America Talk Radio Network is the worldwide leader in live internet talk radio.
0:18.1	Visit voice America.com.
0:19.8	The views and ideas expressed on the following program are strictly those of the host or guests,
0:24.6	and do not necessarily reflect the views and ideas held by the Voice America Talk Radio Network,
0:29.9	its staff and management. Welcome to the most nutritious hour of business talk all week.
0:45.9	This is Coffee Break with Game Changers, presented by SAP.
0:49.8	The best run business is run SAP.
0:52.4	Your host and moderator is Bonnie D. Graham.
0:54.8	You'll hear from the innovators who have learned to use game-changing technologies to shake
0:58.8	up the status quo and help move today's businesses in new directions.
1:02.7	Now, here's Bonnie D. Graham.
1:05.3	Okay, the words for today are sales transformation.
1:09.1	You might be listening and say, hmm, Bonnie, is that an oxymoron
1:12.6	when you put them together? And the answer is no, according to Bob Nichols. He's the author of
1:18.0	The Journey to Sales Transformation, 25 axioms, important word axioms, for becoming a trusted
1:24.7	partner to your customers. According to Bob, and I quote, it's a catchphrase, sales transformation is a catchphrase
1:31.2	for virtually every C-level executive in the race-defined answers to questions about sales and
1:37.5	earning growth, positioning, and differentiation, even survival.
1:42.3	I want you to stick with me for the next hour and hear what Bob and our other
	...

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