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Product Information

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Qstream Solution Brochure

Learn more about how Qstream is bringing together the best of mobile, data analytics, social mechanics and science to create one powerfully simple solution for improving sales performance.

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Qstream for Salesforce.com

Learn how Qstream can unlock the untapped potential of your Salesforce.com investment, providing the sales capabilities and insights you need to manage revenue performance in a whole new way.

Customer Stories

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Black Duck Software

To ensure continuous field support, Black Duck’s sales enablement team developed a process of implementing key takeaways from their monthly sales meetings into a series of Qstream challenges designed to reinforce the sales knowledge and capabilities that matter most. A 98% engagement rate showed that Black Duck sales reps are tuned in to Qstream daily.

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Philips Healthcare

To ensure their sales teams were equipped to win in the fast-growing market for sleep and respiratory care products, Philips Healthcare wanted a solution that would not simply support their training and sales enablement efforts, but also help verify — with clear, actionable data — whether or not those programs were actually working. With 99% engagement, Qstream helped Philips’ Sales Operations team execute a program to reinforce their reps’ selling skills and knowledge of new products in just minutes a day.

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American Medical Systems

Despite a variety of sales enablement approaches and investments, AMS found that its sales force’s ability to recall critical product information would decline in as little as two weeks following a sales meeting. Leveraging Qstream, AMS was able to drive post-sales meeting mastery scores of participating reps from a baseline of 68% to upwards of 92%, with more than 96% engagement. Also available in French, Italian and German.

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Exactech

The medical device leader needed a way to ensure the highest levels of sales force knowledge to more aggressively differentiate their products within hyper-competitive markets. Achieving an 11% enhancement of selling skills in just weeks, Exactech has made Qstream its platform of choice for strengthening sales channel performance.

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illy caffè

illy caffè North America is a division of illy caffè S.p.A, an international provider of super-premium coffee known for its distinctly balanced taste and innovation in the coffee industry. With 100% engagement and a 15% increase in essential product knowledge, illy relies on Qstream’s sales performance platform to assure that its associates deliver the best possible customer experience.

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Intuitive Surgical

With its large, dispersed sales force, Intuitive Surgical needed an innovative way to keep information delivered at sales kickoff top of mind until product availability several months later. With Qstream, they found a solution with the balance of convenience, motivation and analytics they needed to foster retention. Compared to other methods, they proved Qstream to be as effective as 1:1 coaching on an ongoing basis.

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SDL

Named by Forbes as a major disruptor in their industry, SDL’s software helps the world’s largest companies create integrated customer experience (CX) environments. With the release of SDL Trados Studio 2015, the company needed a more effective way to ensure sales readiness. Qstream helped them achieve a 23% increase in product message proficiency across the global team in just weeks.

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TAM Faktoring

To maintain a competitive edge during their rapid growth, TAM Faktoring sought to ensure the highest levels of product and market knowledge within its 250-member sales team. By the end of the first Qstream-supported program, TAM’s sales reps achieved 96% mastery of new selling skills, strengthening their knowledge of critical topics related to regulation, processes, collection techniques, and customer service.

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Xerox

As an innovative leader in sales and technology, Xerox’s Managed Print Services executives need to know that their sales reps are prepared to address customer needs. In order to ensure new skills are applied on-the-job following face-to-face sales workshops, Xerox deployed Qstream for direct and indirect sales reps. As a result, sales reps sharpened critical skills and increased their confidence in product expertise without wasting precious selling time. Also available in French and German.

Whitepapers & eBooks

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Sales Enablement Research Brief: Sales Onboarding 90-Day Cadence

In this complimentary research brief from SiriusDecisions, you’ll find a detailed 90-day cadence of activities that corresponds to your sales reps’ first quarter of employment, including a weekly theme and specific areas of focus for driving maximum sales effectiveness and productivity.

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5 Data-Driven Best Practices to Boost Sales Onboarding Success

The key to rapid — and successful ­— sales onboarding is to establish a data-driven process and implement supporting technologies that can both manage and measure onboarding effectiveness. In this eBook, we discuss the benefits of a data-driven approach that enables sales leaders to identify baseline skills, measure proficiency of the knowledge and skills that matter most, correlate productivity and performance with proficiency over time, and ensure appropriate coaching support.

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Sales Management Association Research: Supporting Sales Coaching

Smart sales coaching is both time and resource-intensive. Done right, it can have a big impact for both team development and revenue performance. Yet without the right organizational support, or the right data about precisely how and where to focus your valuable coaching time, this impact can be easily undermined by competing priorities, inconsistent execution, and lack of focus. In this complimentary report, the Sales Management Association reveals new research on how B2B organizations can best support sales coaching initiatives

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CSO Insights White Papers: Optimizing Sales Management

In this two-part series, CSO Insights provides a synopsis of the challenges leaders face when coaching and mentoring sales reps, referencing response data collected from more than 600 companies as part of their 2015 Sales Management Optimization (SMO) study. Download these research briefs for a better understanding of how to increase coaching effectiveness within your organization.

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The Cure for the Common Sales Kick-off: 2016 Event Planning Guide

The annual sales kick-off continues to be a uniquely important forum, often bringing together hundreds of worldwide team members in one location. But given the complexity of today’s B2B selling environment, the stakes for these meetings, and the expected ROI for all the man hours and dollars required to execute them, have never been higher. So how can you make sure your next sales kick-off is not simply business as usual, and how will you measure its ultimate success (or failure)? Download this eBook for a list of the 7 secrets you need to know to make your next sales kick-off the most effective − and memorable ever.

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Top 5 Ways Sales Teams Benefit from Qstream

Succeeding in sales is tougher than ever. That’s why a growing number of innovation-seeking sales leaders in life sciences, technology and financial services are turning to Qstream, a radically new mobile sales performance platform, for help. Download this eBook to discover how you can apply Qstream’s clinically-proven approach to creating an “always-on” channel for the reinforcement of core brand messages, product knowledge and selling skills, respond to competitive threats, build an effective coaching culture, accelerate time-to-productivity for new sales reps, and drive adoption of new sales methodologies.

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10 Do’s & Dont’s for Developing an Effective Sales Reinforcement Program

Sales enablement and training professionals have long suffered with the frustrating reality that reps will forget most of the information relayed to them in a matter of days. What we’ve come to understand is that sales reps must be able to apply that knowledge to fully encode it into memory and subsequently apply new information and skills on the job. For anyone considering investing in a sales knowledge reinforcement solution, we’ve compiled a list of must-do’s (and some don’ts) to get the optimal benefit for your reps, and your bottom-line.

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Why You Must Stop Ignoring Your Average Sales Performers:
New Strategies for Making Them the Secret to Your Revenue Success

​If your goal is to create a higher-performing sales force, focusing on your top closers is far less effective than engaging your average or “middle” tier reps. Why?  Greater numbers and more room for improvement make this middle core of your team a much more likely source of significant revenue growth. In this eBook we review the untapped potential of a sales organization’s “middle” tier, and the ways in which new technologies are helping to transform sales behavior and drive new revenues.

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CSO Insights FirstView Report – Dynamic Sales Process Enablement

According to CSO Insights latest report, sales teams that can respond more quickly to market changes and competition significantly outperform those that can’t, including higher win rates and quota attainment. Uncover the benefits of dynamic sales process, and how to achieve them.

Videos & Infographics

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Qstream in 2 Minutes

Qstream is built for today’s mobile sales forces. It’s a fast, effective way for reps to acquire and retain critical information and skills they need by playing a game in just minutes a day on any mobile device. Watch this two minute video to learn how Qstream allows organizations to manage the skills and knowledge of their sales force. (2:03)

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Qstream Salesforce Integration

Without the ability to address the “human side” of sales acceleration, your CRM investment simply falls short. Changing rep behaviors and knowing with greater confidence what they are personally prepared to bring to every client interaction is the missing link for sales leadership today. (1:53)

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Sales Performance Technology that Makes CRM Smarter

Qstream CEO and co-founder, Duncan Lennox, sits down with Gerhard Gschwandtner of Selling Power TV for a discussion on how sales organizations can get more value out of their CRM investment with smarter sales performance technology. (5:22)

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Qstream for Accelerated Sales Onboarding

Qstream helps reinforce the skills that matter most while giving front-line sales managers targeted coaching tips that accelerate the development of new hires during those first months on the job. And, by correlating their Qstream sales capabilities score against other metrics, such as activity levels, pipeline growth, and time to first deal, you know for sure your new reps are ready to win. Watch now. (2:00)

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Qstream Sales Manager Dashboards

Qstream’s onboard Predictive Insights Engine continually analyzes user response data to provide graphical management updates, comparisons and trends on sales force capabilities, as well as targeted coaching actions to help address gaps that can put revenue at risk. Watch now. (1:27)

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Turning Frontline Sales Managers into Rockstar Coaches

Qstream CEO and co-founder, Duncan Lennox, sits down with Gerhard Gschwandtner of Selling Power TV for a discussion on overcoming sales coaching challenges with data. (5:57)

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Qstream for Pharmaceutical Sales

Whether you’re establishing baseline sales capabilities, reinforcing new information from sales meetings and POAs, or engaging field management in more effective coaching, Qstream can help. In minutes a day, Qstream’s proven, data-driven approach helps you manage and measure your reps’ understanding of disease states, competition, selling skills, and more. (1:38)

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Selling Trends You Need to Watch

Qstream CEO and co-founder, Duncan Lennox, sits down with Gerhard Gschwandtner of Selling Power TV for a discussion on game-changing approaches to sales performance management. Learn how mobile, data, CRM and more are driving next-generation solutions.(5:40)

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Over One-Third of Sales Reps Not Prepared for New Selling Models

According to data compiled by Qstream, more than one-third of enterprise sales reps today – even those with extensive market and product training – arrive at sales calls unprepared or unable to apply the critical information and context needed to successfully sell into their markets. How do your sales reps rank?

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Are Salespeople Prepared for Executive Conversations?

A recent Forrester Executive Buyer Insight Study reveals that only 36% of executive buyers believe that their meetings with salespeople are valuable and live up to their expectations. Fewer than 25% accept a follow-on meeting. How much revenue could this be costing you? Qstream can help.

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Smart Selling Tools ‘Top Sales Tool of 2015’

See why Nancy Nardin of Smart Selling Tools, together with hundreds of today’s top-performing sales teams, think Qstream is a Top Sales Tool of 2015. Here Nancy shares her insights on what makes Qstream unique, and how it can help your organization to build smarter, more confident sales teams at scale. (2:19)

Webcasts

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Recorded Webcast – Is Your Sales Enablement Strategy Millennial-Ready?

Comfort with new technologies, a desire for purposeful work, and entrepreneurial drive make Millennials a natural fit in sales. The same old training and development approaches won’t cut it with Millennial team members. Sales leaders must evolve their onboarding and enablement programs to satisfy the needs of this critical demographic. In this session, Lisa Clark shares the most important considerations for developing a millennial-friendly sales enablement approach. 

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Recorded Webcast – Making a Sales Methodology Stick

Sales forces spend countless hours installing new processes and training reps to execute them. Yet, most fail to reach adoption levels sufficient to make the new sales methodology “stick.” In this recorded webcast, presented with the Sales Management Association, Dan Dawson, Senior Partner at GrowthPlay, shared best practices for boosting the success of your sales transformation initiative, including a 5-step model for effective sales transformation. Recorded July 28, 2016.

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Recorded Webcast – What High-Performing Sales Reps Really Want (And What Pushes Them Out the Door)

In this live, interactive Q&A, Heather Cole, SiriusDecisions Service Director for Sales Enablement Strategies, shares the research findings of a comprehensive survey of sales people conducted earlier this year and discusses what really inspires and sustains high-performers, the sales enablement implications managers and trainers must understand, and new, data-driven approaches to managing and measuring sales behavior change at scale. Recorded June 16, 2016.

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Recorded Webcast – Improving Middle Performers with a Patient-Centric Commercial Approach

Commercial success requires strong customer relationships, but with as few as 50% of HCPs still willing to meet with reps, pharma must create new ways to engage. In this webcast, eyeforpharma and Qstream host a panel of expert commercial leaders who share best practices for defining the skill set of a top-performing patient-centric sales rep, designing patient-centric approaches that engage both the top and middle performers, and leveraging performance data and insights to support front-line manager coaching. Recorded June 1, 2016.

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Recorded Webcast – Transforming Your Reps from Pitch Men into Problem Solvers

Last year Forrester Research indicated that by 2020, the trend toward self-service and digital buying channels will require a significant transformation in the skill sets of sales teams (Death of a (B2B) Salesman, April 2015). As buyers spend more time online before engaging with your sales force, reps will be required to play a dramatically different role. In this webcast, Forrester VP & Research Director, Peter O’Neill and Lisa Clark discuss the impact of these market changes on B2B sales teams. Recorded May 12, 2016.

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Recorded Webcast – Reboarding Your Team to Keep Reps Sharp

Most sales organizations understand the need to invest in onboarding: structured training and development to speed new hires up the learning curve. But given the incredible pace of change in today’s B2B sales environment, traditional onboarding is no longer enough. Sales enablement pros need new approaches for optimizing salesforce performance throughout their tenure, essentially “reboarding” their sales teams. In this webcast, we explore the concept of “reboarding,” and why it’s critical for fast-growing teams. Recorded April 6, 2016.

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Recorded Webcast – The Three Most Overlooked Sales Metrics

If you plot the average performance of a sales team, there’s a relatively small number of reps that reach top levels of quota achievement. Rather than hiring more ‘A’ players, you must coach the biggest number of individual contributors to reach their goals faster. In this webcast from the 2016 Inside Sales Virtual Summit, Lisa Clark examines the data needed to improve rep performance, including the most commonly overlooked metrics management should be using to predictively impact future performance. Recorded March 2016.

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Recorded Webcast – Transforming Sales Managers Into Effective Sales Coaches

Recent research reveals that an overwhelming 77 percent of firms don’t provide adequate coaching to their salespeople. In this webcast, co-hosted with ATD, our presenters share data-driven best practices for implementing a sales coaching program that will help your organization develop a sales coaching culture, support front-line managers with real-time insights, and overcome the most common barriers to better coaching. Recorded March 9, 2016.

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Recorded Webcast – Next Generation KPIs for the Data-Driven Sales Manager

In this webcast, co-hosted with Sales & Marketing Management, Qstream’s Lisa Clark defines a new generation of sales performance indicators giving rise to the data-driven sales manager, including strategies that enable forward-thinking sales managers to assess and strengthen the sales capabilities that matter most. Recorded February 23, 2016.

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Recorded Webcast – Creating a Top-Performing Sales Organization | Your Roadmap for 2016

For sales reps and managers alike, getting to – and staying at – the top of the leaderboard is a constant battle.  To discover exactly what top-performing sales organizations are doing differently to reach their goals, the RAIN Group Center for Sales Research conducted a global survey. In this webcast, Qstream CEO Duncan Lennox and RAIN Group President Mike Schultz review the research findings, outline the traits of top-performers, and offer actionable tips to help sales create a roadmap for success in 2016. Recorded January 12, 2016.

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Recorded Webcast – Seeing Your Training Through Rep-Colored Glasses | New Approaches for Driving Sales Force Engagement and Results

Today’s sales and talent development professionals face a unique set of challenges. The growth of mobile technology and the need for reps to engage in more value-added selling techniques has forced training organizations to innovate to keep pace. Powerful digital options for managing and measuring team performance make it possible to engage sales teams in new ways. In this webcast, co-hosted with ATD, discover how to extend learning beyond the learning management system to critical sales systems. Recorded December 8, 2015.

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Recorded Webcast – Research Update: Supporting Sales Coaching

Smart sales coaching is both time and resource-intensive. Done right, it can have a big impact for both team development and revenue performance. Yet without organizational support, this impact can be easily undermined by competing priorities, inconsistent execution, and lack of focus. In this webcast, Steve McKenzie of InsightSquared, Greg Thomas of the Sales Management Association, and Qstream’s Lisa Clark unveil new research on how B2B organizations can best support sales coaching initiatives. Recorded October 21, 2015.

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Recorded Webcast – The Rise of the Data-Driven Sales Manager

As B2B buying cycles grow more complex, sales professionals must continually acquire and adopt new skills to compete and win. How can sales managers identify and measure the skills and behaviors required today to build sales success for tomorrow? In this webinar, Jason Jordan of Vantage Point Performance, and Qstream’s Lisa Clark, define a new generation of sales performance indicators that is giving rise to the data-driven sales manager. Recorded June 17, 2015.

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Recorded Webcast – Going Mobile: The Five C’s of a Winning Strategy for 2016

The use of mobile apps is changing the game for insurance trainers seeking new, more scalable approaches to ensuring the effectiveness of agents and service representatives. In this webinar, presented in partnership with the Society of Insurance Trainers and Educators, Qstream’s Lisa Clark reveals five proven “C’s” you need to revolutionize your training department’s mobile strategy in 2016. Recorded October 23, 2015.

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Recorded Webcast – Five Winning Ways to Accelerate Effective Sales Onboarding

For companies with aggressive revenue goals, nothing is more critical to success than hiring, onboarding and accelerating the performance of new reps as fast as possible. Listen to this interactive webinar with Ray Makela of Sales Readiness Group and Lisa Clark of Qstream as they discuss how to develop a highly effective sales onboarding program that boosts sales productivity and lowers turnover.
Recorded April 30, 2015.

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Recorded Webcast – Effective Sales Manager Engagement: The Missing Link to Training Success?

The pinnacle of success in sales training is your reps’ ability to apply critical information and skills to the job. The key to this lies in your ability to effectively engage sales management in the sustainment process. Despite sales reporting rich with data, supported by a common set of key performance indicators (KPIs), sales managers still lack the ability to proactively react to skills gaps. In this LTEN Webinar led by Nancy Pratt, discover a new generation of tools and KPIs giving rise to the data-driven sales coach. Recorded May 19, 2015.

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Recorded Webcast – Stop Wasting Money on Sales Training

The act of sales training alone — without the context of continuing sales support or manager engagement — might leave you wondering what this investment is really buying you. In this exclusive Webcast for ATD members, sales transformation expert Mike Kunkle and Qstream’s Lisa Clark discuss the most common reasons sales training fails, the importance of knowledge transfer and the role of managers in motivating long-term change, and the metrics that matter most when it comes to improving sales performance. Recorded March 4, 2015.

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Recorded Webcast – Q&A with Nancy Nardin, Smart Selling Tools and Qstream CEO, Duncan Lennox

Listen to sales guru, Nancy Nardin of Smart Selling Tools.com and Duncan Lennox of Qstream in this dynamic, 30-minute roundtable as they explore the latest thinking, technology, and best practices for managing, measuring and motivating high-performance sales teams. Recorded February 24, 2015.

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Recorded Webcast – Linking Sales Training to Business Results: The Three C’s of Success

The chief objective of training has always been to go beyond information delivery and skills assessment to identify a direct, positive impact on business results. Sales managers are continually frustrated by their inability to associate training investments to sales performance and new revenue acquisition. In this webcast, we explore how the 3 C’s (coaching, confidence and correlation to sales performance) can help you successfully transform real-time training data into executive insights that managers love. Recorded January 7, 2015.

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Recorded Webcast – Refocusing Sales Enablement Investments

Today’s reps only have minutes to demonstrate value, yet nearly 1/3 of enterprise sales reps arrive at sales calls unprepared to apply the information and context needed to drive buying decisions. In this Webcast with the Sales Management Association, Qstream helps sales enablement pros move beyond content management to focus on new approaches to boosting sales performance. Recorded October 1, 2014.

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Recorded Webcast – Lessons from Harvard: How to Boost the Knowledge and Performance of Your Medical Representatives, in a Measurable Way

The life science industry is striving to work in a patient-centric manner, and a key to that ethos is the role of the medical representative. How can managers ensure reps know what they need to know, and that they apply this knowledge on-the-job? In this LTEN webinar, Dr. B. Price Kerfoot explores recent scientific advances in medical knowledge retention and the impact of new mobile and gamified approaches on behavior change. Recorded November 17, 2015.

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Recorded Webcast – The Science of Changing Behavior: Navigating the Transition to Value-based Selling

Insurance training professionals face growing pressure to engage agents and producers and help them transition away from price-centric conversations in favor of more value-based selling activities. In this webcast, hosted by the Society of Insurance Trainers and Educators (SITE), Qstream reveals new research insights demonstrating that selling systems designed to embrace the way our brains actually work can increase sales effectiveness and improve revenue achievement. Recorded September 26, 2014.

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Recorded Webcast – From Malcolm Gladwell to Harvard: The Science of Changing Sales Behavior

Sales enablement is more than a one-time event, and must be sustaining in order to change behavior. As highlighted in Malcolm Gladwell’s best-selling book David and Goliath, the incorporation of “desirable difficulties” into educational programs can also have a profound impact on learning. In this webcast, Dr. Price Kerfoot explores recent scientific advances, as well as new reinforcement approaches proven to positively impact learning and behavior. Recorded July 29, 2014

Conferences & Events

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Q1 Productions 9th Semi-annual Medical Device & Diagnostic Sales Training & Development

September 19 – 20, 2016
San Diego, CA

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SiriusDecisions 2016 Summit Europe

September 26 – 27, 2016
London, United Kingdom

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6th Annual Pharma Commercial and SFE Summit

October 4 – 6, 2016
Berlin, Germany

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Dreamforce ’16

October 4 – 7, 2016
San Francisco, CA

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5th Annual Medical Device & Diagnostic Trainers Summit

October 18 – 19, 2016
Austin, TX

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SMA Sales Force Productivity Conference

October 24 – 26, 2016
Atlanta, GA

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Inside Sales World 2016

November 15, 2016
Dublin, Ireland

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