Conference Presentation

Keynote: Heart of Darkness: A Service Leader's 3-year Journey as VP of Sales

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Services leaders can assume they understand the work, mindset and pressures experienced by Sales leaders. Sales leaders can appear too short-term focused, lacking in operational discipline and inattentive to the long-term success of a customer. Yet the journey to optimize Sales and Services functions in our companies will continue to be bumpy without transparent, authentic understanding of the strengths and weakness each team delivers. Rather than seeing operational and selling activities as "Services" or "Sales," it is time to change our organizational vocabulary. Viewing our organizations through the lenses of "Revenue" and "Success" rather than "Sales" and "Services" is a more constructive way to start conversations between organizations. Charles Matthews has run both large Services and Sales teams and lived to tell about it. Get his insights on why dispelling common stereotypes of successful Sales people is essential and how changes in the enterprise Sales role over the past few years will drive Sales and Services teams even closer together soon. Learn how you can collaborate with your Sales teams better, learn how to speak their language and maybe even learn how to build successful, long-term customer relationships from your Sales colleagues.

Presented By:

Charles Matthews

Alcatel-Lucent Enterprise

Publish Date: May 8, 2018

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