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Session Description

Improving sales performance has never been more important for major global corporations. After years of recession-induced cost cutting, leaders are putting increasing emphasis on implementing go-to-market strategies to boost both top- and bottom-line results, and expecting their sales organizations to execute them.   But times have changed, purchasing organizations have gained more power, and it’s more challenging than ever to close the gap between go-to-market strategy as articulated by senior management and its profitable execution with customers.

Join sales performance experts Ron D’Andrea and Paul Hennessey from BayGroup International as they share best-practices and insights from top-performing companies on what works in today’s demanding new selling environment.  Ron and Paul will discuss the current realities of B2B selling, purchasing, and negotiating, including five new rules to guide better decision-making about sales training, management coaching and using technology to drive improved sales performance.
In this webinar, Ron and Paul will provide examples and actionable insights for leaders on how:
· Recent research on selling to purchasing organizations can help you implement a more effective sales execution approach.
· Critical new pressures in the B2B purchasing environment should prompt changes in the way you think about sales performance development.
· You can move beyond skill improvement, and create sustainable change in habits and behavior on your sales team.
· To most effectively leverage technology to support stronger field coaching by your managers.
· Training can be deployed as a platform for change management in your sales organization.



About Ron D’Andrea

Ron D’Andrea is President of BayGroup International.  He is an leadership, sales and marketing expert.  Ron oversees all aspects of BayGroup International’s sales and service worldwide.  He has more than twenty-five years of experience in the performance improvement field, with a deep expertise in program design, development, implementation, and related management consulting, coaching and reinforcement, especially with respect to sales, cross-functional team work, and collaboration. Since joining BayGroup International in 1990, Ron has helped develop and implement behavior change processes at a wide variety of major global corporations, including Hewlett-Packard, Thomson Reuters, GE, Philips, CA Technologies, American Express, Unilever, DuPont, Cisco Systems, and BASF.


About Paul Hennessey

Paul Hennessey is Executive Vice President, Marketing, Research & Development of BayGroup International, where he oversees execution of the firm’s marketing strategy, marketing communications (including online and social media presence), research, product development, sales training, and pricing.  Paul has more than 25 years of background in the sales performance improvement field, with extensive expertise in sales execution and negotiation, as well as change management, initiative implementation, and marketing-sales alignment.  He has helped implement successful sales performance initiatives that have produced documented ROI at major global corporations, including Autodesk, Chevron, Hershey Foods, Honeywell, Johnson & Johnson, Owens Corning, and UPS.



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