Sessions and Events

2018 TMSA Logistics Marketing & Sales Conference

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"Unpacking the Blackbox of Sales"
The Black Box is where 90% of your sales team works – the many different areas that have little to no visibility within a sales cycle. In organizations, it is characterized by lack of understanding around the handling of leads by reps, not knowing if the sales process is being followed, inconsistency with pipeline, not regularly reviewing sales communication, having rogue reps that are successful (or not successful) but nobody knows what they are doing differently, etc. 

When the Black Box is opened, clear paths are identified to achieve growth, revenue efficiency, and process excellence. In this session, you'll identify 3 key areas that are common to sales organizations that, when identified and unpacked, have a major impact on the output of the contributors.

      

About the Presenters: 
Pleasant Rich is the Regional Vice President of Sales for Outreach, and is a powerhouse in enterprise selling, influenced by her background as a teacher. Her experience in gap analysis in sales processes and solution selling has been a key to the growth and development of clients working with Outreach. She resides in the Virginia/Washington D.C. area, and manages and develops a team of top selling performers on the East Coast. She earned her BA at Liberty University, and ME at Shenandoah University. 

Greg Ghia also works at Outreach, the leading Customer Engagement Platform, accelerates revenue growth by optimizing every interaction throughout the customer lifecycle. The platform manages all customer interactions across email, voice and social, and leverages machine learning to guide reps to take the right actions.