“The Death of Selling?” (with Dave Brock)
Some social selling advocates have projected the loss of over 1 million B2B sales jobs by 2020, and while Dave is a supporter of social media as a sales tool, he thoroughly disagrees with that conclusion. We will also talk about the impact of social media on selling and the ways in which companies must respond and adapt - or become irrelevant.
“Sales is Not Magic” (with Alice Heiman)
Alice spent the first 13 years of her career as a teacher, but later went to work for her parents, who just happened to be part of (then) Miller Heiman, Inc., a world-renowned sales training company. Once upon a time, the books Conceptual Selling and Strategic Selling from Miller-Heiman were the two books that became the cornerstone of my own sales career. I am really excited to talk to Alice about her experiences there, and to discuss the ways in which she develops world-class sales organizations today.