The Sales Fix

Strategies to Power Growth

November 8, 2016

How Has Sales Management Changed in the Digital Era?

I recently participated in a panel discussion webinar hosted by Pipeliner CRM about the changes in sales management driven by the digital era. John Golden, Chief Strategy Officer, at Pipeliner moderated the discussion. In addition to me, the panelists included Mike Kunkle, Sr Director of Sales Readiness Consulting at Brainshark and Jim Obermayer, Founder of the Sales Lead Management Association.

It was a lively discussion around the central question of how much sales management has really been changed by the increased role of technology, data and analytics in sales. Among the questions fielded by the panelists included:

  • How do you convince sales managers and organizations of the need to change and adapt to the Digital World?
  • How do you help sales managers differentiate between tools that are really useful and those that are just shiny new toys?
  • What are some first steps you’d advise a sales manager to take to start adapting their management style to the Digital Age?
  • What should managers do if they are less digitally evolved than their sales people?
  • What are the main challenges that lay ahead for the discipline of sales management?

Click above to join us for this entertaining, educational and informative webinar.


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About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

1 Responses to How Has Sales Management Changed in the Digital Era?

  1. Mike Kunkle: November 9, 2016 at 10:01 am

    This was a blast, Andy. Really enjoyed working with you. Will be in touch soon.

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