Pressure is building. Business owners and executive leaders are looking for revenue growth while maintaining costs. Sales leaders are told to “do more with less.” Additionally, across the table, the process of buying has never been more difficult and complicated. There are more participants in the buying group than ever before and, thanks to the internet and social media, each participant has easy access to a large quantity of high-quality information. To make matters worse, today’s buyers have become less and less interested in even meeting with sales representatives. What should a sales leader do?

In this presentation, we will look at the trends impacting your sales efforts and evaluate what can be done strategically, structurally and tactically with your sales department to prevail.

ABOUT THE SPEAKER
Terry Cummins is the Chief Sales Officer at OEC where he’s helped the company re-invent its sales operations while doubling its sales results over the past two years. Prior to OEC, he held executive leadership positions with Oracle, Dealer-FX and Reynolds and Reynolds company.

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