CHICAGO SALES LEADERSHIP COMMUNITY | PREVIOUS MEETINGS

Below is information about previous Chicago Sales Leadership Community meetings including dates, topics, panelists and audio recordings.  Each meeting includes breakfast, networking, panel discussion on a sales leadership topic and questions from the attendees.

MAY 17, 2019

Optimizing the Sales Coverage Model to Best Engage Prospects and Customers

Optimizing the Sales Coverage Model to Best Engage Prospects and Customers

Panelists pictured above:

  • Robert Callaci (TransUnion – Senior Vice President of Sales)
  • Kevin Hooper (Lenovo – President of the Data Center Group)
  • Jonathan Leaf (Amazon Web Services – Area Sales Leader, Central US & Private Equity)
  • John Thackston (SOAR Performance Group – Vice President, Business Development)

Listen to or download the audio from the meeting:

We appreciate everyone that came out to the meeting. A big thank you to our panel for their perspectives on optimizing the sales coverage model to best engage prospects and customers. Here is a list of questions discussed at the event:

  • One of the areas where we are seeing a lot of discussion across our communities is the topic of sales coverage. How does your organization define your market and allocate resources to cover the market?
  • What are some of the initiatives that you have put in place to better optimize sales coverage?
  • One of the big drivers that we are seeing impacting sales coverage is customer buying preferences. What kind of changes are you seeing in your market as it relates to how customers prefer to buy?
  • What types of initiatives have you put in place to better cover your market and align with these changing expectations? (examples might include: inside sales, alliances/partners, redefining market segments and roles, etc.)
  • How have you measured the success of different sales coverage initiatives?
  • What have you seen that differentiates sales coverage changes that drove strong business impact vs. those that haven’t?
  • What recommendations would you make to other sales leaders as they think about enhancing or evolving their coverage model?

Finally, thank you to our hosts for the meeting, DePaul University’s Center for Sales Leadership.

Photos from the meeting:

SEPTEMBER 28, 2018

Tailoring the Customer Experience to Address Changes in Customer Decision Making Teams

Panelists pictured above (left to right):

  • John Thackston (SOAR Performance Group, Vice President, Client Engagements)
  • Dr. Rich Rocco (DePaul University, Assistant Professor)
  • Matt Forcey (SaaS, Senior Vice President of Sales)
  • Joe Super (Shearer’s Snacks, Senior Vice President of Sales)

We appreciate everyone that came out to the September 28 meeting. We would like to send a big thank you to our panel for their perspectives on changes in customer decision making and the impact on sales organizations. Here is a list of questions discussed at the event:

  • How is customer decision making changing in your market?
  • Who is involved in purchasing decisions now that wasn’t 5 or even 3 years ago?
  • How are these changes impacting your sales team?
  • What kinds of initiatives are you putting in place to deal with these changes in decision making?
  • What are some of the pitfalls or ‘gotchas’ that you would suggest other sales leaders watch out for as they deal with changing decision making processes?
  • How are you tailoring your sales experience to deal with new and changing stakeholders in the decision process?
  • What other advice would you give to other sales leaders that are looking to better address changing decision making processes within their customers?

Finally, thank you to our hosts for the meeting, DePaul University’s Center for Sales Leadership.

Photos from the meeting:

MAY 10, 2018

HOW TO ACHIEVE THE BEST SALES RESULTS FROM A MULTI-GENERATIONAL SALES ORGANIZATION

Panelists pictured above:

  • John Thackston (SOAR Performance Group, Vice President, Client Engagements)
  • Shane Trigg  (Salesforce, SVP, Marketing Cloud)
  • Debbie Schmidt (IDS Group, SVP, Sales and Marketing
  • Pat Loridas (Optum, National VP, Enterprise Employer Market)

Listen to or download the audio from the meeting:

We appreciate everyone that came out to the May 10 meeting. We would like to send a big thank you to our panel of sales executives for their senior executive perspectives on sales enablement. Here is a list of questions discussed at the event:

  • Thinking about the generational make-up of your sales team, how has it changed from 5-10 years ago?
  • What has been the impact of these changes on your role as a Sales Leader?
  • How are you leveraging each generation’s skills and strengths to enhance your overall selling efforts?
  • What types of approaches have you deployed to achieve the best results for your sales team?
  • What advice would you give to others on how to best address similar changes within their sales team?

Finally, thank you to our hosts for the meeting, DePaul University’s Center for Sales Leadership.

Photos from the panel discussion:

MARCH 02, 2018

SENIOR EXECUTIVE PERSPECTIVES ON SALES ENABLEMENT

Panelists pictured above:

Listen to or download the audio from the meeting:

We appreciate everyone that came out to the March 02 meeting. We would like to send a big thank you to our panel of sales executives for their senior executive perspectives on sales enablement. Here is a list of questions discussed at the event:

  • What does sales enablement mean to you and your organization?
  • Which functions are involved in sales enablement and how do you manage handoffs between groups?
  • At your company, what types of sales enablement initiatives have you put in place?
  • Of these initiatives, which have been the most impactful and what results have you seen?
  • Why do some sales enablement initiatives drive greater results than others?
  • As you are making investments in sales enablement initiatives, how do you evaluate the ROI?

Finally, thank you to our hosts for the meeting, DePaul University’s Center for Sales Leadership.

Photos from the panel discussion:

SEPTEMBER 15, 2017

ALIGNING SALES AND MARKETING TO DRIVE RESULTS

Listen to or download the audio from the meeting:

Thank you to everyone that came out to the September 15th meeting. Special thanks to the our panel of sales and marketing leaders that provided valuable perspectives and advice on aligning sales and marketing to drive results. Finally, thank you to our hosts for the meeting, DePaul University’s Center for Sales Leadership.

Panelists pictured:

Photos from the breakfast, networking, and panel discussion:

MAY 19, 2017

HOW SALES LEADERS ARE ADDRESSING CHANGING CUSTOMER BUYING BEHAVIOR

How Sales Leaders Are Addressing Changing Customer Buying Behavior | Chicago Sales Leadership Community | May 19, 2017

Listen to or download the audio from the meeting:

John Thackston (VP, Client Engagements for SOAR Performance Group), Vrahram Kadkhodaian (CEO of Prolifiq), Tom O’Connor (Senior VP for IRI), and Jonathan Leaf (VP Sales, Western US for Softchoice) discussing how sales leaders are addressing changing customer buying behavior at the Chicago Sales Leadership Community meeting on May 19th, 2017 at DePaul University’s Center for Sales Leadership.

Thank you to everyone that came out to the meeting. Special thanks to the panelists that provided valuable perspectives and advice on changes in customer buying behavior. Finally, thank you to our hosts for the meeting, DePaul University’s Center for Sales Leadership.

Photos from the breakfast, networking, and panel discussion:

FEBRUARY 17, 2017

HOW TO ATTRACT, RETAIN AND DEVELOP THE RIGHT TALENT FOR YOUR SALES ORGANIZATION

How to Attract, Retain and Develop the Right Talent for Your Sales Organization | Chicago Sales Leadership Community | February 17, 2017

Listen to or download the audio from the meeting:

Moderator John Thackston (Vice President, Client Engagements for SOAR Performance Group) and panelists David Cohen (Vice President of Sales, North America for LinkedIn Talent Solutions), Sunil Hazaray (Vice President, NRL, Strategic Corporate Accounts for Siemens Healthineers), and Robert Callaci (Senior Vice President, Sales for TransUnion) discussing how to attract, retain and develop the right talent for sales organizations at the Chicago Sales Leadership Community meeting on February 17th, 2017 at DePaul University’s Center for Sales Leadership.

Thank you to everyone that attended the meeting. Special thanks also to our panelists that provided valuable perspectives and advice on how to attract, develop, and retain the right talent for sales organizations. Some great questions and comments also from the audience. Finally, thank you to our hosts for the meeting, DePaul University’s Center for Sales Leadership. Learn more about the meeting here.

To watch the video of the meeting, go here. (opens in a new tab)

ABOUT THE CHICAGO SALES LEADERSHIP COMMUNITY

The Chicago Sales Leadership Community was co-founded by DePaul University’s Center for Sales Leadership and SOAR Performance Group to create a forum for best practice sharing and executive networking within the greater Chicago area. The community is a cross industry organization of senior sales leaders focused on building a community for advancing best practices in sales leadership. It also creates networking and mentoring opportunities for senior sales executives with DePaul University students participating in the sales program. The community is led by the advisory board with representatives from companies that represent different industries and go-to-market models.

Chicago Sales Leadership Community | Previous Meetings | DePaul University | SOAR Performance Group

Chicago Sales Leadership Community | Previous Meetings | DePaul University | SOAR Performance Group

Chicago Sales Leadership Community | Previous Meetings | DePaul University | SOAR Performance Group

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