Salesforce World Tour: Learn From Trailblazers and Solve Your #1 Problem

Professional selling is more fast-paced than ever before, with more channels, tools and networks to reach potential clients at our fingertips. So, why are the rates of failure today in selling higher than ever before?

“It's never been easier for sellers to research and obtain the information they need... yet never harder for them to succeed.”

In this time of constant disruption, sellers must find ways to break through to buyers and deliver value to customers that will result in loyalty. This is not easy with empowered and highly connected buyers who ignore the mass-produced outreach being blasted at them.

This will be one of the key issues I want to explore with other sales leaders attending Australia’s biggest technology event of the calendar, the Salesforce World Tour on March 6th in Sydney.

Sessions to include in your agenda

World Tour has a huge range of sessions for sales professionals to enhance their knowledge.  For instance, at 12.30pm I’m in a Q&A session with the legendary Tiffani Bova interviewing me and Daniel Blizzard, CEO of Maia Financial. The session is called Sales Reps Must Master Prospecting or Starve, and will give some great tips on building up your sales pipeline. Tiffani is a seasoned analyst and sales strategist who delivers practical insights that make a real difference in sales results so it will be a great session.

“Talk the language of leaders... delivering outcomes and managing risk.”

Tiffani is also speaking at 1pm in a session titled How Diversity can Drive High Performance in Sales. Diverse sales teams are more likely to outperform their peers, so if you’re after higher performance it’s definitely one to attend. At the session you’ll learn how diversity within your sales team can lead to innovation and the nuts and bolts of actually creating a team with diversity.

There’s also another great session I’ll be checking out that looks at connecting Sales and Marketing departments for the benefit of the customer. This is a topic I’m particularly passionate about - both teams need to be on a continuum where they provide value to each other in order to provide the best customer experiences. In this session, you’ll hear practical insights from hospitality equipment company Silver Chef on how they used Salesforce platforms to break down their silos and generate more leads.

Solving pipeline atrophy

My own presentation will explore how to future-proof a sales career in the machine-age of automation. I’ll also cover the importance of personal values in achieving results for the company, customers, and partners that ensure everyone thrives and avoids pipeline atrophy.

To open, I’ll dig deep into the three big expectations buyers have of sellers today:

1. Truly know me (even before you’ve met with me)
2. Personalise my experience (even though I have not answered any of your questions)
3. Anticipate my needs (like a mind-reader)

I’ll delve into the causes of sales failure and exactly what to do about it. Beyond inadequate levels of the right activity, sellers typically miss the mark because there is a lack of trust in the engagement and absence of value for people before they become a customer.

I’ll also be interviewing Mark Pollard, Head of Sales for Corporate Traveller, live. He leads one of the best sales organisations in the world and will be able to share his thoughts on sales culture, sales enablement and sales transformation in the real world.

For more insight into my session, check out an article I wrote for the Salesforce blog.

If you’re responsible for winning and retaining customers, or if you’re accountable for revenue and profitability; you must attend Salesforce World Tour 2018. There’s over 125 sessions, but don’t be overwhelmed - you can plan out which sessions you’re most keen on with the agenda. Hoping to see you there!

500 copies of COMBO Prospecting being given away on the day! Thank you salesforce! Book published by The American Management Association (AMACOM) and you can purchase it here on Amazon. If you valued this article, please hit the ‘like' button and also share via your Twitter, LinkedIn, Google+ and Facebook social media platforms. I encourage you to join the conversation or ask questions so feel free to add a comment. Please also follow my LinkedIn post page for all my articles.