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Sales

  • Grow An Enterprise Account: 10 Steps to Collaborate on a Campaign
    Grow An Enterprise Account: 10 Steps to Collaborate on a Campaign
    Barbara Weaver Smith, CEO, The Whale Hunters Recorded: Dec 10 2018 22 mins
    Once you are doing business with a national, multi-national or company it’s hard to plan for growth. What’s next? Who’s in charge? Is marketing still involved? Should you include the entire footprint? I’ll give you a method for an account-based sales development plan jointly designed and run by marketing and sales.
  • Hustle for the Win: Analytics for Political Campaign Success
    Hustle for the Win: Analytics for Political Campaign Success
    Joe Gallagher, Director of Data Science at Hustle and Erica Pearson, CSM at Periscope Data Recorded: Dec 6 2018 48 mins
    Many organizations use data to improve, however many sectors (including the political campaign space) have a much harder time capturing and analyzing data. Hustle is a texting tool that empowers organizations to have personal, human-to-human conversations at scale. Hustle has not only been able to leverage data to improve product experience, but has gone a step further to provide unique analytics opportunities for their customers.

    Join our webinar on Thursday, December 6 at 11 a.m. PT to hear Joe Gallagher, Director of Data Science at Hustle, discuss how Hustle is using analytics to empower organizations to engage their users and achieve desired actions.

    In this webinar, Joe will discuss:
    - What data challenges Hustle faces
    - How Hustle helps their customers track campaign performance against goals
    - How embedding analytics added value for Hustle’s customers
    - How Hustle uses data to improve product performance and customer outcomes
  • How video can transform your sales process
    How video can transform your sales process
    Amiet Chevrier Gill, Head of Business Development, Digital Brew Recorded: Dec 6 2018 60 mins
    The age of digital transformation is happening but how have you applied it to your sales process?

    There are an array of tools on the market that promise to help you close deals faster so it can be tough to know where to start. In this webinar with Digital Brew, we’ll discuss:

    -How to best leverage video throughout your entire sales process
    -How to revolutionize the way people interpret your brand
    -How to deliver a high-quality experience your customers will love
  • Timing is Everything: How to Identify, Engage, & Win More Target Accounts
    Timing is Everything: How to Identify, Engage, & Win More Target Accounts
    Nancy Nardin | Smart Selling Tools, Aaron Kotick | DealIQ, & Jake Shaffren | DiscoverOrg Recorded: Dec 6 2018 46 mins
    Fortune 500 companies trust Deal IQ to negotiate significant savings on technology contracts. But when it came to targeting and seizing its own business opportunities, Deal IQ had hit a roadblock.

    Because of Deal IQ's unique solution, the ability to target potential new accounts at the right time - just as they prepare to acquire new technology or close a new deal - was absolutely crucial to success. And the need to engage high level stakeholders - the true decision makers at these accounts - meant Deal IQ needed reliable, accurate contact data, and organization charts.
  • Best Practices to Increase Self-Service Success on Your Support Portal
    Best Practices to Increase Self-Service Success on Your Support Portal
    David James, Director, Product Marketing, Coveo Recorded: Dec 6 2018 37 mins
    It’s no surprise when it comes to resolving issues and finding information, customers prefer self-service. And organizations prefer it because it dramatically reduces support costs. But if you want to make great self-service a reality on your support portal, you need to give customers an intelligent and intuitive search experience and proactively recommend content that can help.

    Join us for this live webinar to learn the 6 best practices to increase self-service success & boost case deflection.

    In this webinar, we will:

    -Dive into what great self-service looks like and show you the formula for creating relevant support experiences
    -Share case study examples of successful support portals and communities using Coveo
    -Answer questions about AI-powered search capabilities

    If you’re a Customer Service Innovator, a Community Manager, or interested in the latest self-service trends, you won’t want to miss this info-packed session on the the power of AI-powered search to boost customer self-service.
  • Secrets to 21st Century Selling
    Secrets to 21st Century Selling
    Sam Richter w/special guest Mark Hunter Recorded: Dec 6 2018 54 mins
    Technology has dramatically changed the way people buy and sell. But maybe not how you think. It’s certainly important to participate in “social selling.” But the real secret is leveraging online information resources with proven sales techniques to discover the right prospect, at the right time, with the right message.
  • DETERMINING DIGITAL MARKETING’S REAL IMPACT ON REVENUE
    DETERMINING DIGITAL MARKETING’S REAL IMPACT ON REVENUE
    Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb Consulting Recorded: Dec 5 2018 46 mins
    Directly attributing revenue from digital marketing efforts has traditionally been a serious challenge for marketing departments. For many the digital content strategy has become a money pit with no clear signs of revenue.
    Join industry leaders to weigh into this highly contested area that affects revenue growth in what will likely be a heated exchange of insights focusing on determining digital marketing’s real impact on revenue.
  • In WFM Apps We Trust!
    In WFM Apps We Trust!
    Brandon Rowe, Sr Manager - Product Marketing, OpenText Recorded: Dec 5 2018 53 mins
    Attracting and retaining agents can be a cumbersome task for contact centers. In many ways, they (agents) expect a blending of their work and personal lives. A WFM mobile app keeps agents engaged, provides a better work-life balance, and ensures time management and collaboration, while giving supervisors and analysts the ability to quickly identify problems and take action to ensure proper staffing and service levels are met.

    Join us as we discuss how intraday management with a mobile app is helping contact centers to connect and empower their agents.
  • How to Build a Sales Organization from the Ground Up
    How to Build a Sales Organization from the Ground Up
    Liz Heiman, Chief Strategy Officer Recorded: Dec 5 2018 43 mins
    Other sales experts talk to you about how to sell, I teach companies how to build sales organizations that hit revenue goals.

    Starting with:

    - What your sales team will need to succeed
    - Why strategy delivers sales results
    - The importance of messaging to close deals
    - How a funnel will support your sales effort
    - Things to consider before you hire
  • A Walk in The Clouds: The Modern Customer Experience
    A Walk in The Clouds: The Modern Customer Experience
    Jacqueline Touma, Sandy Mathis, Amy Protexter, Razia Richter Recorded: Dec 4 2018 60 mins
    The customer expects fast, personal and engaging experiences, integrated and aligned across touch points in real time.

    The Cloud brings along a paradigm shift in the way customers interact with the businesses and what businesses must be prepared for. Understand what the Modern Customer Experience is and how content and customer analytics are keys to success.

    Organizations need to have the right tools to capture feedback and provide needed content at each point in the life cycle.

    Learn more from our Panel of experts as they share their experiences, best practices, and lessons from leading Companies.
  • Change the Way Your Team Sells with the Client Evolution Model
    Change the Way Your Team Sells with the Client Evolution Model
    Deb Calvert w/special guests Rebecca Twomey & Charles Bernard Recorded: Dec 4 2018 47 mins
    Are you looking for ways to help your sales team succeed? (Well I mean, of course you are!)

    So, let's get to it. Let's help your sales team succeed at selling and building relationships. This special edition webinar features two members of the Criteria for Success team, a sales growth company:

    Charles Bernard, CEO
    Rebecca Twomey, Director of Marketing
    During the webinar, Charles and Rebecca will share the Client Evolution Model with you. It's an impactful tool that will help your sales and marketing teams understand where to focus energy, and what to do during each step of the prospect/client relationship process.

    If you want more business and stronger relationships with your prospects and customers--this webinar is for you!

    Ready to empower your sales and marketing teams and grow your business? Get signed up today!
  • Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters
    Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters
    Deb Calvert w/special guests Thomas Williams & Thomas Saine Recorded: Dec 3 2018 44 mins
    Three seemingly simple questions lie at the heart of why sellers win or lose. “Who buys?” “Who cares?” “What matters?” If you don’t know or aren’t sure of the answers, you may be in for a bumpy ride.

    In this 45-minute webinar we will discuss the importance of stakeholder mapping and how it can prioritize and customize sales activity. The information provided will be from Chapter I of the book entitled “The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales” which the presenters co-authored.
    You will learn:
    Why It’s Difficult to Identify Key Stakeholders
    What is Stakeholder Mapping
    The Six Questions That Stakeholder Mapping Can Answer
    The Difference Between Internal and External Stakeholders
    The Importance of Identifying Mindset
    The Three Types of Change Drivers
  • Make Web Experiences Personal: Use AI to Inject Relevance into Every Interaction
    Make Web Experiences Personal: Use AI to Inject Relevance into Every Interaction
    Simon Langevin, Product Manager, Coveo Recorded: Nov 29 2018 36 mins
    Manually personalizing your digital experience for every website visitor is near impossible. Having your team track, update, and deliver the most relevant content, the moment it’s needed, is just not feasible. This approach can lead to inconsistent and unreliable experiences for customers, places unnecessary burdens on marketing and web teams, and significantly increases cost of operation. Smarter, automated, and more scalable technologies are necessary to both satisfy today’s relevance-seeking customers and stay ahead of competition.

    This webinar reveals best practices on how to inject relevance and personalization into your website experience. We’ll demonstrate how companies are using AI-powered search and recommendations to leverage the intent and information behind every touch point of the web journey to drive contextual and personalized experiences that:

    -Increase conversion rates by providing relevant search results
    -Increase website engagement through proactive recommendations
    -Drive higher customer lifetime value
    -Empower your marketing team with insights on your visitors’ content consumption and trends


    You’ll also get a peek at AI-powered strategies that pacesetter companies are using to deliver relevance at every touchpoint.
  • High Velocity Sales & Marketing: What it Takes
    High Velocity Sales & Marketing: What it Takes
    Matt Wheeler CEO | QualifiedMeetings Recorded: Nov 28 2018 41 mins
    Join DiscoverOrg's VP of Customer Success, Andrew Brewer, and QualifiedMeetings CEO & Co-founder, Matt Wheeler, as they discuss key areas for achieving high velocity sales. Learn why accurate and actionable intelligence is key to identifying prospects, setting more meetings, and closing more business. The 'secret sauce' is not only having access to the right data, but knowing how to use it. QualifiedMeetings shares how they achieved High Velocity status by deploying an outbound strategy reliant on accurate and actionable data from DiscoverOrg.
  • 8 Steps to Rolling Out a Powerful Social Selling Program
    8 Steps to Rolling Out a Powerful Social Selling Program
    Brynne Tillman Recorded: Nov 27 2018 37 mins
    Learn the 8 steps that every sales team needs to implement in order to launch a profitable and scalable LinkedIn & Social Selling program.

    1. Define KPIs and Goals
    2. Buyer Mapping
    3. Selecting Tool Stack
    4. Content Strategy
    5. Playbook
    6. Profile Development
    7. Training
    8. Measure and Coach for Improvement
  • The future of sales: How big shifts will impact your sales organization
    The future of sales: How big shifts will impact your sales organization
    Brandon Kulik, Principal, Sales Force Effectiveness Practice, Deloitte; Simmi Mehta, Senior Manager, Sales Force Effectivenes Recorded: Nov 27 2018 43 mins
    The sales planning process is constantly changing, with new technologies emerging every day to enhance how we meet business goals.However, sales leaders are struggling to understand the implications of artificial intelligence (AI), data and analytics, digital platforms, and robotics, as well as their impact on the business.

    Anaplan and Deloitte invite you to join this on-demand webinar to learn how these key technology disruptors are impacting the sales organization.

    After the webinar, you will know:
    -How to use macro trends to differentiate yourself from competitors
    -What sales and channel operations teams can do to understand and harness new capabilities
    -The leadership skills and cultural attitudes needed to adopt changes in a sales organization
  • Smart Cities: Real IoT Use Cases
    Smart Cities: Real IoT Use Cases
    Steve Brumer- Partner at 151 Advisors and Steve Wimsatt - Senior Director, Alliances and Business Development Ruckus Network Recorded: Nov 26 2018 60 mins
    Problems faced by IoT and smart city opportunities are knowing how all the moving pieces work together to obtain a real ROI! Join Steve Brumer, Partner at 151 Advisors and Steve Wimsatt, Senior Director, Alliances and Business Development Ruckus Networks, a unit of ARRIS for a 45-minute open discussion on IoT in Smart Cities, the real-world applications and uses cases across the globe and how to make money!

    Topics will include:
    - Real World Applications & Uses Cases
    -Where is the money in supplying products and services and the commercialization aspects of them!
    - What is the true meaning of ROI in the Smart Cities and Smart Buildings space?

    Key takeaways will focus on where should you focus your time, energy and efforts within this space and how to drive revenue.
  • Next Generation Sales and Business Alignment: Driving Past Legacy Integration
    Next Generation Sales and Business Alignment: Driving Past Legacy Integration
    Aaron Goldberg - Market Expert at Content 4 IT, Jason Loh - Global Head, Sales Solutions at Anaplan Recorded: Nov 23 2018 37 mins
    In many organizations, sales metrics are typically driven by a sales-only view that can diverge from the company’s overall business plan at the detail level. This is the result of legacy approaches that have limited integration between sales and business operations metrics.In today’s hyper-competitive landscape, successful digital businesses can no longer afford to operate this way.

    Building truly connected sales plans and strategies that are tightly linked to enterprise performance management, CRM, and other critical business data ensures that every part of the organization is working together.

    Watch this webcast to gain key insights into incentives and best practices for true sales and business alignment.
  • 7 Sales Hacks to Boost Your Sales Productivity
    7 Sales Hacks to Boost Your Sales Productivity
    Deb Calvert Recorded: Nov 20 2018 38 mins
    Join Deb Calvert from People First Productivity Solutions to learn 7 sure-fire sales hacks that will amp up your sales productivity. Each of Deb's sales hacks are field-tested and come directly from top-performing sales pros who found smart workarounds and processes that led to sales success, quota attainment, and making more money!
  • Accelerating Channel Innovation | AWS Marketplace
    Accelerating Channel Innovation | AWS Marketplace
    Whit Crump, Global Head, AWS Marketplace Channels Recorded: Nov 20 2018 47 mins
    We are excited to announce a new feature that allows Partners to resell software solutions directly to customers in AWS Marketplace.

    Many AWS Customers prefer to purchase software solutions through Partners, benefiting from their knowledge of the customer’s business, localized support, and expertise. Partnering with Consulting Partners ensures that customers can deploy the right product at the right price for their business. Additionally, ISVs rely on Consulting Partners for scale, reach, specialization, and value-add services for their customers.

    This new feature combines these benefits and enables Consulting Partners to work with customers from the start of their procurement process all the way to purchase.

    Join this webinar to learn about the feature and how to get started with AWS Marketplace.

    This webinar is intended for:
    - All partners interested in Enterprise Software Procurement
  • How Element 26 Uses Quip to Improve Deal Velocity & Seamless Customer Service
    How Element 26 Uses Quip to Improve Deal Velocity & Seamless Customer Service
    Nathan Haines Managing Director Element 26. Kate Aldridge Senior Producer Element 26.Louis Tsamados Editing Colorist Element Recorded: Nov 20 2018 39 mins
    Join us to learn how Nathan Haines, Managing Director at Element 26 empowers a team of 20 to deliver a fast, seamless experience across marketing, sales and service. See first-hand how Quip is used to enable cross-functional collaboration for the sales process, and then on to service delivery.

    On this webinar we will share successes and best practices using Quip to:

    1- Create collaborative sales processes that keep everyone on the same page
    2 - Track filming, scheduling and service deliverables
    3 - Review opportunity management and deal creation use cases
  • Creating Motivating and Personalized Sales Incentive Plans
    Creating Motivating and Personalized Sales Incentive Plans
    Steve Marley, principal at ZS Associates Recorded: Nov 20 2018 49 mins
    Discover the changing world of incentive compensation. Would a psychologist agree with how we design incentive plans?

    Sales compensation plans are traditionally designed around sales roles, and they assume every individual has the same motivations—which psychologists would disagree with. One of the great visions for sales compensation is to provide a level of personalization to sales comp plans to maximize the motivation of individual sales representatives. As a result, more and more companies are tailoring their incentive plans to increase motivation in their sales reps and encourage desired sales behaviors.

    Join Steve Marley, co-author of The Future of Sales Compensation, in this webinar as he discusses how companies are enabling personalized incentives to benefit both the individual and the company.

    This webinar is brought to you by Anaplan and its partner ZS Associates.
  • How Sales Leaders can Manage and Motivate Their Millennial Salesperson
    How Sales Leaders can Manage and Motivate Their Millennial Salesperson
    Danita Bye, Founder of Sales Growth Specialists; Author of Millennials Matter Recorded: Nov 16 2018 46 mins
    In this webinar, you’ll learn:
    -3 critical Millennial mindsets to leverage to get engagement
    -3 must-have beliefs needed for success
    -3 differences to providing feedback to Next Gen salespeople
  • Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives
    Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives
    Hunter James, Sr Director, Voiant Group; Jason Loh, Sales Solutions, Anaplan; Linda Connor, Director of Finance, Tibco Recorded: Nov 16 2018 60 mins
    Learn to keep the elements of your go-to-market strategy working in harmony.

    Your product and services define what you bring to the market, but your go-to-market is your secret sauce. It’s the strategy that you’re constantly developing to approach, target, and dominate, and it includes how you orchestrate your territory plans, quotas, account segments, incentives, staffing, and KPIs. But how do you tune your go-to-market strategy to strike the perfect note? In this webinar, learn to keep the elements of your go-to-market strategy working in harmony, including:

    -How to unify the components of your sales planning process
    -Understanding how Anaplan customers gain competitive advantages through improved sales planning
    -Ways to align sales territories and quotas to increase the bottom line
  • How to Triple Your Close Ratio With Just Two Questions
    How to Triple Your Close Ratio With Just Two Questions
    James Muir CEO of Best Practice International and Bestselling Author of The Perfect Close Recorded: Nov 15 2018 55 mins
    Discover how to triple your close ratio using the two key questions that are zero pressure and advance the sale with 95% certainty. In this session you will learn the exact questions for advancing the sale while making client feel more educated, in control, and causes them to see you as a trusted advisor and consultant.
  • The 5 Planks of Door Opening Success
    The 5 Planks of Door Opening Success
    Caryn Kopp, Chief Door Opener Dec 12 2018 5:00 pm UTC 38 mins
    The first step in closing a sale is the initial meeting. Do you want more of those? Learn:

    -What motivates the right decision makers
    -How to find the ideal prospects
    -The secret to creating compelling messaging
    -Objection responses which work
    -Secrets to hiring the right hunter
    -Techniques for creating urgency
  • Transforming Your Discovery, Engagement and Talent Acquisition Strategies
    Transforming Your Discovery, Engagement and Talent Acquisition Strategies
    Steve Bryerton VP of Sales | DiscoverOrg & Maurice Fuller Founder | StaffingTec Dec 18 2018 7:00 pm UTC 26 mins
    DiscoverOrg, the leading B2B intelligence provider, is transforming the way organizations discover, engage and acquire target buyers and hires by significantly expanding the number and type of data points delivered through its platform. New data points include visual parent-subsidiary relationships; mobile numbers and personal email addresses; in-depth work and education profiles; and investor and funding insights.

    Attend this free webinar to learn more about DiscoverOrg’s powerful search capabilities. By the end of the webinar, you'll know how to:
    +Hone in on best-fit prospects and talent across 100+ data points using any channel integrated directly into your workflow.
    +Build a plan for how to break into new divisions and departments with in existing customers.
  • Disruptive Technologies: A Quarterly Update
    Disruptive Technologies: A Quarterly Update
    Johna Till Johnson, CEO & Founder, Nemertes Research Dec 19 2018 4:00 pm UTC 30 mins
    Quantum computing. Quantum cryptography. What are they?

    Find out why vendors like IBM, Microsoft, Intel, and others are placing a bet on these technologies, and what they mean for enterprise technology.

    Join Nemertes' CEO and resident futurist Johna Till Johnson for a quarterly update on these disruptive technologies.
  • Prospecting Secrets – How to Find the Right Person, Right Now
    Prospecting Secrets – How to Find the Right Person, Right Now
    Sam Richter Dec 19 2018 6:00 pm UTC 45 mins
    Keeping your pipeline filled with quality leads is the key to sales success. Yet how do you find the right prospects? In this webinar, you will learn online search secrets for finding decision makers who are ready to buy, and how to connect in ways that generate a positive response.
  • How to Make Your Business a Customer Magnet
    How to Make Your Business a Customer Magnet
    Peter Strohkorb Dec 19 2018 9:00 pm UTC 59 mins
    If you are a B2B business owner or run a B2B business and want sustainable sales growth then this is a must-see webinar for you!

    Peter Strohkorb, international expert on customer centricity in sales and marketing (smarketing) outlines the ten customer touch points that will make or break your business.
  • How to Boost your SaaS 2019 Sales Pipeline with Savvy Lead Generation
    How to Boost your SaaS 2019 Sales Pipeline with Savvy Lead Generation
    Rod Sloane Dec 20 2018 11:00 am UTC 60 mins
    This webinar will show you how to create and write a 2019 Lead Generation Plan that will generate more conversations that lead to sales opportunities
  • Create. Dominate. Generate: Get Maximum ROI on Your Next Trade Show
    Create. Dominate. Generate: Get Maximum ROI on Your Next Trade Show
    Alice Heiman, CRO Dec 20 2018 6:00 pm UTC 45 mins
    What if you got just one more deal from your next trade show?

    Discover some simple ways you can maximize your ROI.
    Analyze past results to make decisions about future shows
    Build a plan for the lead generation activities you will do before, during and after the show
    Stand out and be memorable to get qualified leads
    Turn those qualified leads into deals to generate revenue
  • Make More Time for SALES in 2019
    Make More Time for SALES in 2019
    Debbie Mrazek - President Dec 28 2018 4:00 pm UTC 45 mins
    - Create more Sales Success by creating more time for SALES
    - Increase your Sales Productivity by managing your time more effectively
    - Shorten your Sales Cycle and create more SALES
    - Develop more Prospects and have time to IMPROVE Prospecting
    - Make your SALES Goal what you REALLY want it to be
  • How a Mobile App Enhances Your Contact Center Strategy
    How a Mobile App Enhances Your Contact Center Strategy
    Ben Couch, Solutions Architect, OpenText Jan 9 2019 7:00 pm UTC 60 mins
    Intraday management is one of the highest priorities and most demanding tasks for contact center managers. Mobile self-service provides supervisors with the tools needed to quickly adapt to unexpected changes, manage all aspects of schedules, and better communicate with their agents.

    During this webinar we will demonstrate how to use the mobile app from a managerial and agent point of view, and show how agents can view/change schedules, manage preferences, receive push notifications, shift trade, and more.
  • Sell More & Faster: B2B Sales Acceleration Techniques you can use right now!
    Sell More & Faster: B2B Sales Acceleration Techniques you can use right now!
    Peter Strohkorb Jan 9 2019 8:30 pm UTC 49 mins
    This webinar is ideal for B2B Business Owners, Salespeople and Sales Leaders who want to quickly fill their sales pipeline and accelerate their sales results with field-proven techniques.

    Secure your attendance now!
  • The Business Value Hierarchy:A strategic approach to cure underperformance
    The Business Value Hierarchy:A strategic approach to cure underperformance
    Christopher Ryan, The B2B Revenue Growth Expert Jan 17 2019 6:00 pm UTC 45 mins
    Your mission is not just to generate more awareness, leads and revenue, but also to increase the financial and brand equity value of your company. To do this, you need to rise above the noise in the marketplace and truly understand your company’s place in the customer’s widening array of expectations.
    Step one is to uncover the current value of your offerings to your customers and prospects (the existing state). Truth here is an absolute must.
    You then need to protect and enhance your marketplace value by either being a top player (perhaps “the” top player) in your value category or better yet, launching yourself into a higher-value and more profitable category. Topics include:
    How to find your current place on the Value Hierarchy Scale.
    What four value measurements to capture and track.
    How to identify and close your value gap.
    Your best options for moving up the value scale.

    You will learn how to:

    1.Measure where you are in relation to your competition.
    2.Achieve lasting competitive differentiation
    3.Increase the financial and brand-equity value of your company.
    4.Become a leader in your existing value category or catapult to the next category
  • ISM Webinar: Could personalised technology give you that extra 10%?
    ISM Webinar: Could personalised technology give you that extra 10%?
    Iain Sinnott – Sales and Marketing director – VanillaIP Jan 29 2019 11:00 am UTC 30 mins
    Key Takeaways:

    Technology is constantly evolving, and businesses are becoming more and more dependent on technology to run their businesses efficiently.

    Technology is transforming businesses and disrupting entire industries. One of those industries that has been heavily affected is sales.

    From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been unthinkable only a few decades ago.

    As a result, many sales organizations are embracing new technologies to drive productivity, profitability, and competitive advantage to revamp the sales process.

    With that in mind, here’s a look at some of the technological tools organizations are using to streamline the selling process:

    -Big Data
    -Social Platforms
    -Sales Force Automation Systems
    -Cloud-based CRM Technology
    -Mobile technology

    Reasons to Attend:

    -Why individuals need to be involved in the choice of business productivity tools
    -The different benefits different users derive
    -Why learning to work with salespeople is the best way for buyers to avoid white elephants

    Technology is constantly reinventing and improving, and the world is being constantly reinvented around it.
  • How to Manage Sales AND Lead People
    How to Manage Sales AND Lead People
    Deb Calvert, Coach and Trainer for Sales Managers Jan 29 2019 4:00 pm UTC 60 mins
    The most effective Sales Managers understand that managing sales is only part of the job. To succeed long term and build the business, you can't ignore the other part of your job -- leading people. Join me to learn how you can out-perform your peers, delight your customers, and support your team members in ways that really matter.
  • How to boost lead generation with employee advocacy
    How to boost lead generation with employee advocacy
    Bruno Bin, Head of Marketing at Smarp Jan 30 2019 3:00 pm UTC 45 mins
    Companies spend lots of time, money and resources creating great content. The problem is this content often doesn't get the attention it deserves.

    Whether it's an eBook, video testimonial, blog post, webinar, new job post or even sales collateral, when information doesn't flow, engagement is low and well, you know the drill.

    Watch this webinar to learn how you can leverage employee advocacy and the power of networks to give your content the attention it deserves with increased reach, trust and content marketing ROI.
  • ISM Webinar: How to Write an Effective Sales Email
    ISM Webinar: How to Write an Effective Sales Email
    ISM Fellow - Phil Dickenson Feb 5 2019 11:00 am UTC 30 mins
    Key Takeaways:

    How to write an email which gets a better chance of being opened and getting a response. This will increase your chances of hitting your sales target for the month, quarter and year.


    Reasons to Attend:

    Email is the most common form of communication in business. Most sales emails don't get replied to because they're not good enough.

    So how do you improve your email? How do you communicate to a customer and increase the likelihood of them replying?

    Author of the Amazon bestseller, Everybody Works In Sales, Niraj Kapur, will show you how. Face to face is important. Social media is important. Email is the most common form of communication in business and if you don't get it right, you will lose out.
  • UNDERSTANDING WHY MOST MARKETING LEADS FAIL TO HELP SALES
    UNDERSTANDING WHY MOST MARKETING LEADS FAIL TO HELP SALES
    Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb Consulting Feb 6 2019 10:00 pm UTC 45 mins
    Why is it that most marketing leads fail to help sales generate revenue and retire quota?
    Marketing leads & appointments that are more a source of frustration than a source of revenue.

    Join industry leaders to weigh into this highly contested area that affects revenue growth in what will likely be a heated exchange of insights focusing on determining why marketing lead’s fail to help sales.
  • Essential sales skills needed to succeed in the construction industry
    Essential sales skills needed to succeed in the construction industry
    Stella Dixon - Training Manager, Aggregate Industries Feb 7 2019 11:00 am UTC 30 mins
    Key Takeaways:

    A suggested approach to developing commercial skills in Business Graduates in the construction industry.

    Reasons to attend

    Commercial awareness is one of the key attributes cited by many employers as being essential to employability, but unfortunately, one that many people seem unable to demonstrate. It comes up time and time again in job advertisements, discussions between recruiters and on careers guidance websites. But what does 'Commercial Awareness' really mean, and how can you develop it?
  • ISM Webinar: 5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding
    ISM Webinar: 5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding
    Sarah Hughes ,”The LinkedIn Lead Generation Expert” and Founder of Boost Business Growth Feb 12 2019 2:00 pm UTC 45 mins
    Reasons to Attend:

    I show you LIVE inside my LinkedIn account so you can use the same techniques to predictably fill your sales pipeline too.

    Here are a further 3 valid reasons to attend:

    1.You’d love to get the inside track on what I do so that you and your teams can do it too
    2.I show you the 23 filters within LinkedIn to instantly pinpoint your prospects with laser precision
    3.You’ve been itching to conquer LinkedIn or social selling and want to create a flow of leads.

    Key Takeaways

    •2 phrases in your sales team LinkedIn profiles that kill prospect conversations stone dead
    •1 action that alerts you to new prospects, even without a fresh database of leads
    •2 approaches to credibly grow your audience of prospects and referrers
    •1 Power Play that attracts, rather than repels, your prospects.
  • ISM Webinar: Social Selling In The Real World
    ISM Webinar: Social Selling In The Real World
    ISM Fellow - Ian Moyse Feb 21 2019 11:00 am UTC 30 mins
    Key Takeaways:

    •What it is
    •What it isn’t
    •Turning Social into real engagements
    •Is it just LinkedIn
    •Receive a Personal Action Plan

    Reasons to attend

    Social Selling is the new sales skill in your toolbag to help you open doors, build your own reputation & have stronger engagement with prospects. Ian Moyse, is a respected authority on Sales Leadership and the new methodology of Social Selling, sitting as a non-exec on Digital Leadership Execs, a leading Social Selling firm. He has spoken widely on Social Selling. Ian is a judge on many Sales Awards and has interviewed hundreds of Salespeople and can share in today’s market a valuable skill that can help set you apart
  • ISM Webinar: Lack of Pipeline - The number 1 reason you are not hitting Quota
    ISM Webinar: Lack of Pipeline - The number 1 reason you are not hitting Quota
    ISM Fellow, Steve Burton Mar 12 2019 11:00 am UTC 30 mins
    Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).

    I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
  • UK supermarkets - the longest cold war?
    UK supermarkets - the longest cold war?
    ISM Fellow - Andrew Grant Mar 21 2019 11:00 am UTC 30 mins
    Why you should attend:

    An up to date analysis of the UK supermarket sector - mergers, acquisitions, consolidation, relentless pressure - but why no all-out price war for the past 15 plus years - would Amazon's entry be the final straw?

    What you will learn

    •Unmissable for anyone selling into the UK supermarkets
    •Get yourself fully up to date with the latest changes that could impact your business
    •Delivered by an acknowledged industry expert
  • DETERMINING THE TRUE COSTS OF UNDER-QUALIFIED LEADS
    DETERMINING THE TRUE COSTS OF UNDER-QUALIFIED LEADS
    Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb Consulting Apr 3 2019 9:00 pm UTC 45 mins
    Working with leaders we found that the costs associated with the engagement of marketing generated leads far exceeded the costs associated with producing the lead. While leads remain the lifeline of sales organizations, the cost of engaging underqualified leads would cause most to reconsider what gets communicated to sales.

    Join industry leaders to weigh into this highly contested area that affects revenue growth in what will likely be a heated exchange of insights focusing on determining the true costs of underqualified leads.
  • ISM Guest Webinar: The 9 Key Characteristics Required in Strategic Sales
    ISM Guest Webinar: The 9 Key Characteristics Required in Strategic Sales
    Jim Bloomfield & Sarah Clapperton - Director, Bloojam Consulting Ltd Apr 9 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    The Acuity® for Strategic Sales model has been designed by Business Psychologists to enable organisations to develop high performing salespeople and to recruit new sales talent.

    By reviewing credible research from 30 years of scientific studies into sales behaviours, the Acuity® for Strategic Sales model identifies the 9 key sales capabilities that determine success. Aimed at Sales Directors and Sales Managers this webinar will share with you how you can measure these sales capabilities in your team to drive sales performance.

    Key Takeaways

    Environmental drivers that require a change in sales behaviours

    What to look for in your sales teams:

    •Personal Drive- Describes why an individual enjoys sales activities and whether they will seek to perform at a consistently high level.

    •Sales Focus- Describes what the individual does to understand the client and the relevant economic and industry drivers, to use this knowledge to provide insight and solve customer problems, and to seize opportunities to create momentum in the sale.

    •Interpersonal Insight- Describes how the individual interacts with the customer, through appreciating the perspective of the other party, modifying their behaviour in a way that is appropriate to the situation and developing relationships and connections internally and externally.
  • ISM Webinar: Personal Development Essentials Part 1: How to Set Quality Goals
    ISM Webinar: Personal Development Essentials Part 1: How to Set Quality Goals
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK Apr 18 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    Have you already failed your New Year’s resolutions? Are you dreading coming into work on Mondays? Are you in need of some motivation to kick-start your goals and finish 2019 with a bang? Then you’re in luck because this webinar is meant for you!

    Within four short years, Ruta Misiunaite has progressed from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers at IRI UK, responsible for going after £39m worth of key prospects’ business. The key driver behind Ruta’s success is her relentless focus on continuous personal development and passion for learning everything there is about being a great salesperson.

    In this first installment of our three-part series on Personal Development Essentials, Ruta will show you how to set quality goals that are challenging, exciting, and help you fall in love with what you do. Don’t wait for a Monday or January 1st to start working on your goals and sign up to this webinar now!

    Key Takeaways
    ●Tips & tricks that will help uncover what truly motivates you to get up in the morning
    ●Simple tools to help write a quality goal that makes you feel excited about realising your full potential
    ●Easy to implement techniques to ensure you stick to your goals throughout the whole year
  • Personal Development Essentials, Part 2: How to Create an Effective Plan
    Personal Development Essentials, Part 2: How to Create an Effective Plan
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK Apr 23 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    Have you set yourself a quality goal and you get the things started, but you’re don’t know where to start? Well then, it sounds like you’re in need of some help building a solid plan!

    During this second instalment of our Personal Development Essentials, Ruta will talk you through the importance of having a personal development plan and show you how to write an effective and actionable plan that helped her progress from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers within 4 short years.

    Key Takeaways
    • Clear understanding of why having a solid plan is so important in successfully achieving your goals
    • Practical advice on how to use reverse engineering to create an effective personal development plan
    • Tips on what to do when you feel that you’re not getting anywhere close to achieving your goals or if your goals are not exciting to you anymore.