Hi [[ session.user.profile.firstName ]]

Sales

  • What Sales Can Learn From A Teacher
    What Sales Can Learn From A Teacher
    Carole Mahoney, The Sales Coach Expert Recorded: Aug 19 2019 34 mins
    Join host Carole Mahoney as she talks with Matt Miller, a teacher, blogger and presenter who has infused technology and innovative teaching methods in his classes for more than 10 years. He is the author of the book Ditch That Textbook: Free Your Teaching and Revolutionize Your Classroom and writes at the Ditch That Textbook blog about using technology and creative ideas in teaching.

    In this 30 minute interview, Carole asks Matt:

    1. What is the one thing that salespeople can do to better educate their buyers and adopt new ideas?

    2. What is one thing that sales managers can do to help salespeople learn and apply new skills?

    3. We are overloaded with tech- in every profession and market, it was supposed to make us more productive- but has it?

    4. What are some things that sales managers can use (like in GOogle apps) and how should they use them?
  • Top 5 Podcasts: Digital Transformation From Cisco to GE and Beyond with Bill Ruh
    Top 5 Podcasts: Digital Transformation From Cisco to GE and Beyond with Bill Ruh
    Ed Maguire, Principal Partner, Momenta Partners & Bill Ruh, CEO of Digital Business at LendLease Group Recorded: Aug 15 2019 58 mins
    Bill Ruh is CEO of Digital Business at Lendlease Group, a global developer and construction company for high rise and other real estate developments. Previously, he was the Chief Digital Officer for all of GE and CEO of GE Digital. Our conversation explored the nature of digital transformation, the considerations for creating goals and aligning the organization for success. One of the key insights is that transformation for industrial firms draws from best practices of technology companies, and the core principle is that technology companies’ missions are tied to asset optimization and better outcomes. He also shared how large companies need to think of transformation in two speeds – shorter term and longer term, where Speed 1 is the quarter to quarter focus and Speed 2 is the long term “moon shots”. He compares and contrasts the innovation mindset and approaches between startups and established companies, and shares best practices for larger companies to bridge the cultural gaps between their legacy and digital businesses. He also shares his views of the future of the construction and real estate industries enabled by the transformative impact of new technologies, which he is spearheading in his new role at Lendlease.
  • Today’s State of S&OE
    Today’s State of S&OE
    Hear from Victoria Chen, who has been helping F500 companies achieve supply chain operational excellence for over a decade Recorded: Aug 14 2019 33 mins
    Time is running out, so register today to save your spot.
  • Transforming Customer Care with AI -- An Interview with Laura Bassett
    Transforming Customer Care with AI -- An Interview with Laura Bassett
    Laura Bassett, Senior Director Product Marketing, NICE inContact Recorded: Aug 9 2019 5 mins
    Consumer expectations are changing. How do your customers perceive CX vs the perception of CX in your center? What are consumers willing to do today and how does this impact your agents?

    Watch this 4 minute video interview between Laura Bassett of NICE inContact and David Hadobas of CCNG as they discuss some key points for an upcoming live webinar on September 10th. If you are looking for a different perspective on AI and how advances in AI can contribute to an improved customer experience, this is a webinar you won't want to miss!
  • Two Steps Forward, 5 Steps Back
    Two Steps Forward, 5 Steps Back
    Robert Rose, Chief Strategy Officer, The Content Advisory and John Graham, Vice President of Revenue, Clearslide Recorded: Aug 8 2019 43 mins
    This webinar is a must for both sales and marketing professionals. You will discover how content-marketing and sales-enablement teams are:

    • Relying on engagement engines propelled by content to boost performance
    • Creating strategies together and designing ways to measure content's effectiveness for their sales teams and business
    • Using content collaboration, customer centricity, and common measurement to drive better alignment between sales and marketing
  • Fast-Tracking Your Service Transformation with Salesforce Lightning & Coveo
    Fast-Tracking Your Service Transformation with Salesforce Lightning & Coveo
    David James, Product Marketing Director at Coveo & Neil Kostecki, Sr. Product Manager - Salesforce at Coveo Recorded: Aug 8 2019 32 mins
    The customer community. The contact center. The self-service support site. The chatbot you’re struggling to implement.

    With so many customer touchpoints, how do you keep pace and transform your service delivery to ensure customers and support agents alike are delivered the most relevant content, in the right context and at the exact moment of need?

    Coveo for Salesforce brings AI-powered search and recommendations directly inside your Service Cloud, Community Cloud, Sales Cloud and Salesforce Platform investments. The best part? Coveo is Lightning ready. So goodbye to custom coding and hello to drag and drop components. Whether you’ve already made the switch, or you’re looking to make the transition to Lightning, we have you covered.

    Join us for a live demo webinar to learn how fast-tracking your service transformation using Lightning and Coveo can:


    - Improve the agent experience inside Service Cloud to make them more productive and proficient
    - Deliver more relevant digital experiences for your customers on your community or website with chatbots and case deflection workflows
    - Gain deeper customer insights with rich analytics and reports to help your support org make better decisions
  • The PFPS Recipe for Retaining Top Talent
    The PFPS Recipe for Retaining Top Talent
    Deb Calvert, Executive Coach, president of People First Productivity Solutions Recorded: Aug 7 2019 41 mins
    Slow down that revolving door of talent! Keep the people you want to have on your team! How? That's the BIG question.

    And we're going to answer it in this webinar. We'll take a look at the research and best practices that make some employers better at retaining top talent than others. Spoiler alert: It's not because they pay more or have better free food in their cafeteria! What they've got is a higher level of employee engagement. And you can have that, too.

    In this presentation, we'll show you how:

    - Employee engagement really does matter when it comes to retention (and every other indicator of business success!)
    - You can boost engagement levels and have a positive impact on retention (and every other indicator of business success!)
    - HR and front line managers can impact employee engagement even in a difficult corporate environment
    - YOU can make a difference that makes a positive impact

    There's a reason that human capital tops the list of C-Suite concerns in 2019. And we're going to cover that, too. We'll address some of the myths and mis-perceptions that get in the way of truly engaging and retaining people in your organization. You'll also receive a free checklist for daily engagement activities that you can distribute to all your managers. Don't miss this presentation from Deb Calvert, president of People First Productivity Solutions -- we can help you build organizational strength by putting PEOPLE first.
  • AI Myths Debunked Series: AI and the Nature of Work
    AI Myths Debunked Series: AI and the Nature of Work
    Stephen Rahal, Director, Product Marketing, Coveo Recorded: Aug 7 2019 45 mins
    The biggest fear in the advancement of AI is its impact on our work. But we’ll look beyond the most common myths to uncover and understand the supporting role AI and machine learning can play in helping workers grow and perform in their roles, and how relevancy can be injected throughout the employee experience. In this webinar, you’ll learn:

    - The relationship between AI, machine learning and knowledge work
    - Work scenarios that are optimized through the practical use of AI
    - How to digitally-enable your employees and deliver a consumer-like experience
  • UNDERSTANDING THE IMPACT OF SALES & MARKETING MISALIGNMENT
    UNDERSTANDING THE IMPACT OF SALES & MARKETING MISALIGNMENT
    Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb Consulting Dec 5 2019 10:00 pm UTC 60 mins
    Marketing serves two customers. The external customer and the internal customer or sales organization. Alignment with the internal customer is just as important to revenue success. Research has shown that revenues are positively impacted when marketing improves their alignment with 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 effects of marketing and sales misalignment.
  • Top 5 Podcasts: Managing Expectations - A Conversation with Guido Jouret
    Top 5 Podcasts: Managing Expectations - A Conversation with Guido Jouret
    Ed Maguire, Principal Partner, Momenta Partners Recorded: Aug 6 2019 49 mins
    Our conversation explored Guido Jouret’s core principles around digital transformation, best practices for implementation as well as key lessons as they have applied in his career. Notably, we explore the implications of how the coming transition in transportation from internal combustion engines to self-driving electric powered transportation has implications all across the value chain.

    We explored a range of topics including:

    - What does digital transformation mean?
    - How to asses where change is occurring external to the organization, and how best to map impact on the business, the organization and the market;
    - How to asses with which customer journeys matter most to the company;
    - How to effectively organize sponsorship and leadership;
    - Best practices in implementing an iterative approach to improvement;
    - How to evaluate and challenge ideas;
    - How to ensure effective collaboration between IT and the rest of the organization;
    - How to manage resistance and/or risks related to the existing business;
    - Common mistakes organizations make early in the process of launching digital initiatives.
  • Sales Hiring for Sustainable Sales Success
    Sales Hiring for Sustainable Sales Success
    Deb Calvert, sales researcher / author / speaker / coach / trainer Recorded: Aug 1 2019 45 mins
    Selecting sales talent should be more than gut instinct, predictable interview questions, and "sell me this pen" role plays. If you want to know (for certain!) which candidates are most likely to succeed in your sales environment, your selection process needs:

    + To be based on clear sales competencies
    + To be coordinated with HR for efficiency
    + To use behavioral interviewing question sets
    + To include an interview panel and 2-step process
    + To evaluate candidates with a matrix

    Join this webinar for an overview of selection practices that will give you a competitive edge and ensure that you get the RIGHT talent on your first try. No more revolving doors or newbie ramp up that takes too long!
  • Accelerating Customer Performance via Strategic Customer Assessments
    Accelerating Customer Performance via Strategic Customer Assessments
    Thomas B. Cross Recorded: Jul 31 2019 31 mins
    In this 30-minute webinar, we will explore the means for accelerating company performance by increasing performance of their customers using strategic assessments. Here are the Top-10 Topics presented.
    1 - Customer – now and forever will always be about the customer.
    2 - Content - the words, images, ideas, AI abstractions or messages you use to communicate to the customer.
    3 – Channels Media – what mainstream and other media channels are customers using now and will use?
    4 - Channels of Distribution – build “agile” sales channel models adapting to known and emerging markets designed to reduce enterprise sales cycles.
    5 – Connections - the means for networking with other businesses, industry, government and others.
    6 - Communications - the unique organization processes that occur between companies and customers.
    7 - Collaboration - organizational thought leadership for content development and delivery processes.
    8 - Call to Actions – driving behavior without which nothing happens.
    9 - Crisis - chaos, buzz, glitz, hate, squawk, gossip, glam and anything you can imagine being said for or against you.
    10 - Coming Sooner - the race to zero and competition is not just coming soon but sooner.
  • Future-Proof Your Sales Career and Beat the Bots!
    Future-Proof Your Sales Career and Beat the Bots!
    Deb Calvert, The People Engagement Expert Recorded: Jul 31 2019 46 mins
    As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
    Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.

    You will learn:

    1.How to use the power of personalized value to differentiate yourself.
    2.Make Human-to-Human connections with your buyers.
    3.Use the new ABC: Always Be Considering your client’s needs.
    4.Psychological principles that make you more effective in delivering value.
  • AI Myths Debunked Series: AI and How We Buy
    AI Myths Debunked Series: AI and How We Buy
    Simon Langevin Recorded: Jul 31 2019 43 mins
    We crave personalized buying experiences. Too much choice stresses us out. In this session, we explore some of the misconceptions about delivering relevance throughout the buying process, and engage with experts to learn how pairing AI-powered site search and recommendations can reduce frustration and increase conversions.

    In this webinar, you’ll learn:
    - The relationship between AI, machine learning and purchase behavior
    - Examples to help shape your personalization strategies
    - How to achieve relevance and buyer personalization at scale
  • How to Develop a Winning Strategy for your Top 5X Account
    How to Develop a Winning Strategy for your Top 5X Account
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Jul 24 2019 45 mins
    Do you know how to build a winning strategy to land your largest prospect? Has the account team mapped out all the strategy points? Do you have short, medium and long term account goals?

    You will learn:

    1.Why account strategy development is a fundamental element required to win 5X deals (i.e. contracts valued at 5X your average deal size).
    2.What are the most important aspects to a winning strategy?
    3.How to determine if you are on the right track and set up for success.
  • How to Map and Support A Large Account Sales Process
    How to Map and Support A Large Account Sales Process
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Jul 24 2019 44 mins
    Part #7 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    In this presentation, we are moving from the 3-part phase on “Structure” into the first of 3 webinars in the “Process” phase, starting with your company’s sales process. Although the so-called “Buyer’s Journey” is of course chronological, I reject the notion that it can be reduced to a linear series of steps in a process. It’s much more cumbersome and convoluted than your CRM typically allows you to believe! This session is about how to manage that process and teach your sales reps how to manage it.
    You will learn:
    1. What kind of large account sales process do you need?
    2. What’s the most important point in your process?
    3. How to move from process steps to account planning.
    4. What technology tools are most helpful?
    5. How to handle a very long sales cycle.
  • AI Myths Debunked Webinar Series: AI at your Service
    AI Myths Debunked Webinar Series: AI at your Service
    Neil Kostecki, Sr. Product Manager, Coveo Recorded: Jul 24 2019 44 mins
    There are times when service automation goes all wrong. Instead of enhancing the customer experience, it hinders it. But AI and machine learning have the power to create experiences that keep customers coming back. Join us to break through the myths and learn how to empower customers and agents in the delivery of intelligent support.

    In this webinar, you’ll learn:

    - The relationship between AI, machine learning and service
    - Real-world applications that meet your customers where they are
    - How to focus your investments to reap the biggest ROI
  • Top 5 Podcasts: From Genesis to IoT Big Bang: A Conversation with Rick Bullotta
    Top 5 Podcasts: From Genesis to IoT Big Bang: A Conversation with Rick Bullotta
    Ed Maguire, Principal Partner, Momenta Partners & Rick Bullotta, Technologist and Founder of ThingWorx and Lighthammer Recorded: Jul 23 2019 60 mins
    Rick Bullotta founded two companies that have been pivotal in the development of Connected Industry: Lighthammer (acquired by SAP in 2005) and Thingworx (acquired by PTC in 2014) and he is now an adviser to Microsoft Azure IoT. Rick is a passionate advocate of new technologies and innovation, and enjoys the disclaimer that “80% is fact and 20% is BS - and I don’t know which is which”.

    Our conversation explores his personal background in industrial technology, and how the insights gained from his experiences at Wonderware helped shape the vision for the companies he started. Exploring the genesis of Lighthammer and Thingworx, the discussion touches on why blue-collar tasks benefit from an IT-driven “multiplier effect”, how innovation comes from empowered customers, and how simple visibility can kick-start profound changes in industrial businesses. Other topics covered include the market landscape around IoT platforms, potential of AI and machine learning, the possibilities and pitfalls around blockchain and the future of Connected Industry.

    Areas of particular interest in technology include meta-sensing technologies around drones and robotics, simplifying the last foot of connectivity, 5G technologies and a company called Waveio.ai that seeks create events and alerting without relying on audio.
  • What Sales Can Learn From an FBI Special Agent
    What Sales Can Learn From an FBI Special Agent
    Carole Mahoney, The Sales Coach Expert Recorded: Jul 22 2019 33 mins
    Join host Carole Mahoney as she talks with Christopher Freeze, an FBI Special Agent in charge of Mississippi, whose has strengthened partnerships with public and private sector agencies, bring attention to the challenges facing law enforcement, and encourage individuals to demonstrate leadership in all aspects of their professional and personal life.

    In this 30 minute interview, Carole talks with Chris about:

    How to build rapport when people aren’t inclined to be open with you and when you don’t have a lot of information to go on, or what to do with the information you do have.
    Why building relationships internally is just as important as building relationships with your buyers.
    What salespeople can learn about resilency from an FBI agent who has had many doors slammed in their face.
    What sales leaders and executives need to understand about how personal trauma can impact their teams.
  • Showpad: How to fix the broken buyer journey with digital transformation
    Showpad: How to fix the broken buyer journey with digital transformation
    Showpad Recorded: Jul 22 2019 3 mins
    Watch the video to gain insights to top tips from buyers like Bacardi and leading agencies on how a robust Sales Enablement technology along with CRM and marketing automation solutions, helps B2B organisations to:

    •Align sales and marketing for better customer experience
    •Close the gap between buyers and sellers to improve results
    •Improve customer engagement and retention with a unified approach
  • Showpad: Turbo-boosting digital transformation
    Showpad: Turbo-boosting digital transformation
    Showpad Recorded: Jul 22 2019 3 mins
    Watch the video to learn how Showpad’s Sales Enablement solution enables Kanthal to embrace digital transformation for better alignment between marketing and sales. With Showpad, Kanthal has improved growth by providing:

    - Customer intelligence in real-time
    - Easy access to assets stored in one flexible solution
    - Professional messaging to boost customer engagement
  • Showpad: Cambridge Medical Research - video customer story
    Showpad: Cambridge Medical Research - video customer story
    Showpad Recorded: Jul 22 2019 3 mins
    “The CMR commercial team absolutely loves the Showpad solution.” Dom Brown, Cambridge Medical Robotics, Product Marketing

    Watch the video to understand how Showpad’s Sales Enablement solution helped increase buyer engagement for CMR's next-generation robotic system, Versius by:

    •Allowing control over the content shared with customers
    •Providing visibility, transparency, and customer feedback
    •Enabling content reporting and insights into customer engagement
  • Helping Your Agents Manage the Expansion of Customer Channels
    Helping Your Agents Manage the Expansion of Customer Channels
    Noel Roberts, CTO and VP Marketing, Aria Solutions Recorded: Jul 18 2019 61 mins
    On average agents are handling 3-4 channels and Gartner predicts that by 2020 organizations will need to address 12 emerging customer channels. In this webinar, Noel Roberts, CTO from Aria Solutions, will discuss how you can arm your agents with the right tools and processes to provide great customer engagements.
  • What's Your Digital Game Plan? A Playbook For Success
    What's Your Digital Game Plan? A Playbook For Success
    Jesse DeMesa, Partner, Momenta Partners Advisory Recorded: Jul 18 2019 58 mins
    There is no one-size-fits-all-strategy for implementing digital innovation, but there are best practices and experiences you can leverage to enable your firm's road to change in the 21st century. Momenta Partners has created a playbook gleaned from practitioner's perspectives on how to best navigate digital transformation, and we'll share our insights with you in this webinar. This webinar is for CEOs and leadership teams seeking insights and actionable intelligence by example.

    We will take a look at:

    - The steps of a firm's digital transformation journey
    - The best approaches to beginning your transformation journey
    - Getting your team to embrace digital transformation
    - Building a playbook to help you achieve your transformation goals
    - Best practices for adoption
  • 4 ways to improve customer retention - for B2B SaaS companies
    4 ways to improve customer retention - for B2B SaaS companies
    Arun Trivedi Recorded: Jul 17 2019 20 mins
    According to Gartner, 34% Product Marketers at Technology & Service Providers select retaining clients as one of their most important challenge. Growth continues to be a strategic business priority for CEOs. This webcast presents 4 strategies companies can adopt to improve customer retention & grow the business
  • B2B Site Search Best Practices: Give Customers What They Need, When They Want It
    B2B Site Search Best Practices: Give Customers What They Need, When They Want It
    Andrew Crowder & Lipika Brahma Aug 20 2019 6:00 pm UTC 60 mins
    Are visitors looking for a needle in a haystack when they come to your website? Prospects and customers have an insatiable need for information. If they can’t find what they are looking for quickly and easily, they will stop looking and leave.

    That’s why personalized search results delivered with lightning speed are critical. Search is the most popular site function for manufacturers, and the biggest indicator of a customer’s intent to purchase from distributors. The website is now a crucial priority that directly impacts business revenue.

    Join us to learn how Acuity Brands -- the largest manufacturer of lighting and lighting control systems in North America -- completely rebuilt its search-led website in just five months and on budget. Andrew Crowder, VP of Enterprise Architecture, will share his team’s strategy for executing on a critical imperative that came with high expectations, with tips on planning, lessons learned, and what’s next for search.

    Attend this webinar and learn:

    - How to plan and execute a large search-enabled site on time and on budget
    - Why machine learning, AI and a server-less environment are key to delivering quality content for every search use case, every time
    - The efficiencies of enabling business users to manage search right from Sitecore
  • [Ep.1]: AI Drives Measurable Success in Customer Engagement
    [Ep.1]: AI Drives Measurable Success in Customer Engagement
    Robin Gareiss, President & Founder, Nemertes Research Aug 21 2019 12:00 pm UTC 60 mins
    Intelligent Customer Engagement Series [Ep.1] AI Drives Measurable Success in Customer Engagement

    Nearly 50% more companies are using or planning to use AI in their customer engagement initiatives.
    Nemertes recently studied how 518 companies are using AI and analytics to improve their customer experiences. This webinar details:
    • how these companies use AI
    • what measurable improvements resulted.
  • MoneySupermarket Delivers Intelligent Marketing for the Empowered Consumer
    MoneySupermarket Delivers Intelligent Marketing for the Empowered Consumer
    Marina Zennaro and Tom Smith, Product Marketing Salesforce. Clara Toombs, Head of CRM Strategy, MoneySuperMarket Aug 21 2019 1:00 pm UTC 31 mins
    Watch this session from Salesforce World Tour, London where the product leaders and trailblazer MoneySuperMarket show how the #1 marketing platform is enabling intelligent marketing and driving growth for one of the UK’s leading price comparison websites, an established member of the FTSE 250.
  • The Power of The 4th Quarter – Sales Strategies To Finish Strong
    The Power of The 4th Quarter – Sales Strategies To Finish Strong
    Meridith Elliott Powell, The Connection Expert Aug 21 2019 3:00 pm UTC 45 mins
    It is fourth quarter what is your plan? Believe it or not, the fourth quarter is the most important business sales quarter of the year. What you do in fourth quarter not only determines your numbers for the year, it has a major impact on your future success as well.
    But fourth quarter is famous for being the quarter you slow down, stop selling, and over-indulge in activities that do anything that keep sales growing.
    Keeping the energy high and the drive going through fourth quarter can be tough! First you’re tired; you have worked hard all year long to meet your sales quotas, excel at your goals and ensure that your bottom lines is healthy and strong. Not to mention the fact that fourth quarter comes with schedule overload: budgeting, holidays, parties and a much needed break from the everyday routine.
    But if you want a strong first quarter – the key is to start now. You need a strategy to keep the momentum going. Join us for this high-energy, power-packed webinar designed to put you ahead of your competition, and drive strong to the finish line.


    You will learn:

    1. Why fourth quarter is the key to success in sales
    2.Proven strategies that keep clients engaged, an business moving through fourth quarter
    3.Epic ideas to position yourself for more closed sales first quarter
    4.Secrets to getting clients to put you at the top of their holiday list
    5.Your personal plan of action
  • AI for Business & IT - 8 Technologies, 9 processes, 10 checklist items
    AI for Business & IT - 8 Technologies, 9 processes, 10 checklist items
    Arun Trivedi Aug 21 2019 4:00 pm UTC 45 mins
    As AI becomes all-pervasive, more and more companies need to start thinking about how AI can help in their business transformation and optimization journey. According to a Gartner survey, 54% respondents plan to start deployment within the next few years. However, their are multiple barriers, including finding a starting point and fear of the unknown.

    This webinar breaks down AI for the business & IT - what use cases should CIOs and business organizations focus on and how do we get started? What are the possible use cases? How do we even go about thinking about AI in our organization in a structured way?
  • How to Lead the Buyers’ Process in Large Accounts
    How to Lead the Buyers’ Process in Large Accounts
    Barbara Weaver Smith, The Large Account Sales Expert Aug 21 2019 4:00 pm UTC 45 mins
    Description: Part #8 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    Volumes have been written about how to match your sales process to “the buyers’ journey.” Frankly I think most people involved in selecting and influencing big, complex buying decisions in large corporations don’t have any real clue how to do it. Procurement people have a set of procedures and rules, but they still have to satisfy the end users, who may have very different ideas about what criteria are most important. And the relative power of procurement and executive users varies greatly. Smart sellers know how to lead the buyers to the right decision, and how to do that is the subject of this webinar.

    You will learn:

    1. How to locate and connect with the appropriate buyers and influencers.
    2. How to plan with an internal team.
    3. How to plan for the initial meeting..
    4. How to prepare great questions.
    5. What to do when the process stalls.
  • Be the CEO of Your Sales Career
    Be the CEO of Your Sales Career
    Scott Ingram, The Sales Success Stories Expert Aug 22 2019 4:00 pm UTC 45 mins
    Whether you're looking to get started in sales, or are already established and want to plan the next steps of your sales career path this, is for you! In this webinar Scott Ingram, founder of Sales Success Media, will talk with David Weiss, Sales Executive at ADP and author of “Your Definitive Sales Career Guide,” about how to start, grow and manage your sales career journey.

    You will learn:

    1.    The best way to get a strong start in the sales profession
    2.    Intentionally advancing into better opportunities and bigger earnings
    3.    How to develop relationships with mentors
    4.    What it will take to get to the next level
  • Top 5 Podcasts: Helping Industrial IoT Become a Reality with Dr. Richard Soley
    Top 5 Podcasts: Helping Industrial IoT Become a Reality with Dr. Richard Soley
    Ed Maguire, Principal Partner, Momenta Partners & Dr. Richard Soley, Chairman and CEO of the Object Management Group Aug 22 2019 4:00 pm UTC 46 mins
    Richard Soley is Chairman and CEO of the Object Management Group, Executive Director of the Industrial Internet Consortium (IIC) and founding partner of the IoT Solutions World Congress. In this special edition of the Edge Podcast recorded on site in Barcelona, he shares some of the notable developments coming out of the conference.

    The IoT Solutions World Congress is differentiated from other events through the focus on end users and case studies, showcasing test bed work shepherded by the IIC. In our conversation, Richard Soley shares stories and examples of notable work underway, the potential for productivity gains across industries, and the view that manufacturing represents the industry with the most to gain from connecting assets and advanced analytics. Additionally he discusses the launch of the IIC’s new Resource Hub. Finally he shares a fascinating story about standards that connected the design of Space Shuttle booster with the Ancient Romans.
  • Positioning Your Company for Sales Success
    Positioning Your Company for Sales Success
    Liz Heiman, Chief Strategy Officer Aug 22 2019 7:00 pm UTC 45 mins
    Understanding how to position your company for sales success is critical. In this program, you will understand how to improve sales and marketing alignment with a clearly defined market position and value prop. You will know how positioning yourself with the right buying influences is key to sales acceleration.
  • Combining  #3brainselling with Neuroscience to accelerate growth
    Combining #3brainselling with Neuroscience to accelerate growth
    Mark Erskine: ISM Fellow Aug 27 2019 10:00 am UTC 60 mins
    Reasons to Attend:

    Understanding brain development since caveman times provides the key to influencing others especially given the massive advances in neuroscience over recent years which has taken the art of persuasion beyond psychology into brain chemistry. The Reptilian brain, the Limbic system and the Neo Cortex can be likened to your “Gut”, “Heart” and “Head” brain. These three brains transmit data constantly to each other when we make decisions but if we want sales success we must first understand our own preferences by using behavioural profiling and then diagnose which of these dominates the customers brain to stimulate sales, increase conversion ratios and shorten sales cycles.

    Key Takeaways

    •Understand how the human brain has developed and how to use this in sales
    •Discovering your own behavioural brain preferences is the critical first step to managing your selling style
    •Learn what techniques stimulate which part of the brain and how to leverage them
    •Understand why selling has to stimulate each part of the brain to ensure success
    •Learn why so many training methodologies and programmes are too one dimensional to succeed.
  • Use Cases for Conversational AI in the Automotive Industry
    Use Cases for Conversational AI in the Automotive Industry
    Siem Uittenhout, Ann Knox, Yelena Kasianova Aug 27 2019 4:00 pm UTC 60 mins
    Conversational AI is changing the way people interact with technology.

    From speech-enabled interfaces, through to intelligent virtual assistants and chatbots, it’s becoming increasingly apparent that customers are looking for a more humanlike, natural experience.

    Teneo is one of the most human-like experiences available in commercial conversational AI today, providing the complex capabilities required to create the simple, intuitive experience that your customer demands, while increasing customer engagement. With Teneo, a chatbot can be trained to go beyond the typical 85% understanding mark of competitor products to deliver near-perfect results every time.

    Join Siem Uittenhout, Presales Consultant at Artificial Solutions as he demos a Teneo built automotive solution called the Smart SatNav assistant. As well as, Ann Knox, who will discuss our current live solutions with a client in the automotive industry.

    -

    Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.
  • Three Strategies to Accelerate Sales in the Age of Information Overload
    Three Strategies to Accelerate Sales in the Age of Information Overload
    Shari Levitin, The Sales Evolution Expert Aug 27 2019 4:00 pm UTC 45 mins
    Here’s a statistic that will boggle your mind: Humans consume 74 gigabytes, the equivalent of 175 newspapers of content, per day. Customers are assaulted with facts, pseudo facts, white papers, media and statistics all posing as relevant information. Much of the well sourced information is contradictory. Sorting the “need to knows” from the “nice to knows” can be exhausting. Add to this a new average of
    ten stake holders and more and more customers are defaulting to the status quo or a no deal. What’s the solution? New research, just released by Gartner, reveals that sellers who help make sense of information, who can simplify and tune into the feelings of their customers rather than piling on more data, significantly outperform
    their peers. How must sellers adapt to this new reality? What are the three most important behaviors to this new reality of sense making?

    In this webinar you will learn to:

    1. Leverage video to reach additional stakeholders and improve customer experience.
    2. Create buyer focused presentations that drive your unique value.
    3. Ask questions that line up with how the brain processes information.
    4. Guide buyers to a buying decision through stories, metaphors and anecdotes.
  • How to Use Intelligent Site Search to Increase Conversions
    How to Use Intelligent Site Search to Increase Conversions
    Jon Rossman & Mark Floisand Aug 27 2019 6:00 pm UTC 55 mins
    Your customers don’t have time to browse all over your site. They want to search for – and find – what they need quickly and easily through personalized experiences. And with site search users being up to 5 times more likely to convert, the stakes for relevant results and recommendations are higher than ever before.

    In this webinar, you will learn how Motorola Solutions is adapting its digital strategy to the changing expectations of their customers. Jon Rossman, Solutions Digital Experience Manager at Motorola will share his experience and lessons learned from creating a more relevant, unified and personalized website experience. You’ll hear practical tips to increase website traffic and conversion, and strengthen the relationships with your brand. Additionally, you will learn:

    · Motorola’s strategy and roadmap to create relevant experiences at scale
    · Simple site design and functionality changes that can have a big impact on search
    · How artificial intelligence can help you deliver the most relevant search results
    · How to leverage analytics from the search experience to evolve your web strategy
  • How to Leverage the Account Team to Win your Top 5X Opportunity
    How to Leverage the Account Team to Win your Top 5X Opportunity
    Lisa Magnuson, The Landing 7-Figure Deals Expert Aug 28 2019 4:00 pm UTC 45 mins
    Do you know how to leverage the account team to win your biggest (5X) opportunity?

    You will learn:

    1.Why the full account team must be activated to win your biggest contracts.
    2.What you need to know about the pitfalls associated with team selling.
    3.How to determine if you are on the right track and set up for success.
  • How to 10X Your Sales Pitch’ Effectiveness Using Storytelling
    How to 10X Your Sales Pitch’ Effectiveness Using Storytelling
    Lloyd Yip, The Startup Sales Expert Aug 28 2019 5:00 pm UTC 45 mins
    In this presentation, we’ll go through how Storytelling can help you better capture your audience’ attention, create more urgency, and ultimately win more business. We will show you how to create those magic moments that give your audience the “aha”feeling that ultimately drives them to purchase.


    You will learn:

    How storytelling relates to sales
    How to create a story arc that pulls your audience in
    How you can transform your pitch using storytelling to 10X your sales
  • The Science of B2B Sales
    The Science of B2B Sales
    James Isilay, CEO & Founder, Cognism Aug 29 2019 10:00 am UTC 45 mins
    Reasons to Attend:

    Imagine if you knew the formula for outbound success.

    Attend the Revenue AI: The Science of B2B Sales with James Isilay CEO of Cognism and you will! Learn how you can use a simple formula to improve your outbound B2B marketing and sale.

    Key Takeaways

    •Areas of AI in Sales & Marketing
    •Impact of AI in Sales & Marketing
    •Benchmark with conversion rates
  • JumpStart guide for cloud-based firewalls in AWS
    JumpStart guide for cloud-based firewalls in AWS
    Brian Russell, CTO at TrustThink | Anthony Tanzi, Partner Architect, Optiv | David Aiken, Solutions Architect Manager, AWS Aug 29 2019 1:00 pm UTC 59 mins
    This webcast provides guidance on the key issues to consider when choosing cloud-based firewall/threat prevention solutions for integration on the AWS platform and suggests a process for making that important decision.

    About Optiv Security:

    Optiv is a market-leading provider of end-to-end cyber security solutions. We help clients plan, build and run cyber security programs that achieve business objectives through our extensive capabilities in security strategy, managed security services, incident response, risk & compliance, security consulting, training and support, integration and architecture services, and security technologies.

    About AWS Marketplace:

    AWS Marketplace is a digital software catalog that makes it easy to find, try, buy, deploy, and manage software that runs on AWS. AWS Marketplace has a broad and deep selection of security solutions offered by hundreds of independent software vendors, spanning infrastructure security, logging and monitoring, identity and access control, data protection, and more. These products can be integrated with AWS Services and other existing technologies, enabling you to deploy a comprehensive security architecture across your AWS and on-premises environments. Visit aws.amazon.com/marketplace to learn more.
  • [Ep.2]: Top 5 'Must-Haves' for Your Next-Generation Contact Center
    [Ep.2]: Top 5 'Must-Haves' for Your Next-Generation Contact Center
    Robin Gareiss, President & Founder, Nemertes Research Aug 29 2019 3:00 pm UTC 60 mins
    Intelligent Customer Experience Series [Ep.2]: Top 5 'Must-Haves' for Your Next-Generation Contact Center

    Contact centers are changing--drastically and swiftly. If you're not keeping pace--or exceeding it--you'll be at a competitive disadvantage.

    Learn what successful companies are doing with areas such as agent experience, interaction channels, and emerging technologies.

    Based on Nemertes' brand new, detailed, Customer Experience research study with 518 organizations, this webinar will explain the five crucial items that must be on your priority list to ensure your contact center is positioned to deliver successful customer experiences.
  • Venture Industrialist: Investment Strategies for Connected Industry
    Venture Industrialist: Investment Strategies for Connected Industry
    Ben Steven, Associate Partner, Momenta Partners Aug 29 2019 4:00 pm UTC 60 mins
    The digital transformation of industry is creating significant opportunity with millions of devices connected to the internet for the purpose of collecting data, tracking usage, monitoring functionality, automating and optimizing systems and processes. While traditional venture capital has shied away from industrial applications and hardware, there’s been a rise of a new class of ventures investors: the venture industrialist. In this webinar, Momenta Ventures will share their insights and practitioner's perspective on investing in Connected Industry, understanding the market, trends and risks. This webinar is for ANYONE seeking insights on investing in Connected Industry.

    - What is Connected Industry?
    - How do Connected Industry investments differ from traditional venture investments?
    - Momenta’s Connected Industry investment themes
    - Momenta’s investment criteria
    - Q&A; ask our practitioners your burning questions
  • Driving the Enterprise Sale
    Driving the Enterprise Sale
    Michael Dalis, The Drive-Sales Expert Aug 29 2019 6:00 pm UTC 45 mins
    You are a CXO, you want to increase enterprise sales.  You spend a lot on marketing and business development, so why aren’t your share of large sales opportunities growing at the pace you need?  While you have had success in new client pursuits, it is less clear what role you and your Leadership team play in enabling stronger performance on larger deals. Michael Dalis — a recognized leader on the subject of B2B selling, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow growth in enterprise selling,
    -avoid the common failure points in enterprise sales initiatives, and
    -pick your spots where strong Leadership and Coaching accelerate growth in this important part of your business.

    Following this webinar, it will be clear what you can do as a leader to drive faster Business Development growth through enterprise selling, by making the right adjustments to your Business Development investment.


    You will learn:

    1.Why the responsibility for your company's growing enterprise sales cannot be fully delegated.
    2.What roles senior leadership plays in closing larger sales
    3.How to play those roles effectively
  • Valuable Takeaways from CSO Insights - Sales Performance Report
    Valuable Takeaways from CSO Insights - Sales Performance Report
    Seleste Lunsford, Chief Research Office at CSO Insights. Aug 29 2019 6:00 pm UTC 60 mins
    Hear Seleste Lunsford, Chief Research Officer at CSO Insights, discuss the findings from this recent survey of 900 global sales leaders, "Selling in the Age of Ceaseless Change: The 2019 Sales Performance Report."

    You will discover:
    > How to overcome time-consuming new account capture
    > 4 data-derived approaches to improve lead generation
    > 3 ways to increase customer account penetration
    > How to increase the metric that causes the most heartburn, win rates

    Sign-up now to also learn about the compelling characteristics of outperforming sales organizations, and the chance to participate in a Q&A session with one of CSO Insights' leading analysts.

    ***
    NOTE: THIS WEBINAR IS HOSTED ON THE BRIGHTTALK PLATFORM. IF YOU DO NOT HAVE A BRIGHTTALK ACCOUNT, YOU WILL NEED TO CLICK THE JOIN NOW BUTTON IN THE TOP RIGHT CORNER BEFORE YOU ARE ABLE TO REGISTER.
    ***

    About CSO Insights:
    CSO Insights is a research company dedicated to improving the performance and productivity of complex B2B sales. The team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build strategies for sales performance improvements.

    About Seleste Lunsford:
    Seleste Lunsford has consulted with sales and service organizations for more than 20 years, helping them acquire, grow and retain client relationships. As Chief Research Officer of CSO Insights, Seleste helps guide their research focus areas and define their market deliverables. An experienced business leader, Seleste has led a range of product development, professional services and operations functions.
  • 2019 State of Sales for Small to Mid-Size Businesses
    2019 State of Sales for Small to Mid-Size Businesses
    Maura Kautsky Aug 29 2019 7:00 pm UTC 45 mins
    Discover how businesses rate their sales performance and learn best practices for driving growth
  • Helping New Leaders Succeed in the Toughest Transition of Their Career
    Helping New Leaders Succeed in the Toughest Transition of Their Career
    Kevin Eikenberry, The Remarkable Leadership Expert Sep 4 2019 5:00 pm UTC 45 mins
    Getting promoted to a supervisory role is exciting . . . and scary. A promotion to leadership, supervision or management brings new responsibilities, new relationship dynamics, and new opportunities for personal and career growth. And often, new leaders don’t get the training, support, and guidance they need to be successful.

    Did you know that 40% of new managers fail within the first 18 months of promoting them? Why? They got promoted because they were good at their job—not because they can actually lead people. They’ve never led people, dealt with challenging time management issues, administered company policy or had to deal with upper management directly before. In other words, they’re completely unprepared.

    The good news is first-time managers and supervisors can learn the kinds of things it usually takes managers years to learn. Whether you are in learning and training or HR wanting to help others in this important and challenging position or are that new leader yourself, this interactive and informative webinar will help you be more effective and successful.

    You will learn:

    1. The most common mistakes new leaders make (and some solutions)
    2.The four perspectives that must change for a new supervisor to be successful
    3.How to manage relationships and expectations during the transition – up, down and across the organization
  • How to Write Prospecting Sales Emails That Really, Really Work
    How to Write Prospecting Sales Emails That Really, Really Work
    Lisa Leitch, The Sales Evolution Expert Sep 5 2019 3:00 pm UTC 45 mins
    Are you frustrated by writing sales emails that don't get a good response? Either you're not getting many replies (cue the crickets) or your emails don't move the sales process forward much (cue the snails!).

    Well, there's good news. In this new webinar, award-winning copywriter Steve Slaunwhite and Teneo Results president Lisa Leitch will show you strategies that will boost your sales email success rates by 35% or more.

    You'll walk away with several step-by-step techniques you'll be able to use right away to craft emails that get noticed, get opened and — most importantly — get actions. Think of the impact that will have on your prospecting, your follow-ups, your sales.

    You will learn:

    A few minutes of research will enable you to write customized messages that get better responses
    The double whammy approach to increase your response rate
    Blocking time every week to pro-actively prospect
  • Sales Onboarding & Training for Better Retention and Ramp Up
    Sales Onboarding & Training for Better Retention and Ramp Up
    Deb Calvert, sales coach / researcher / trainer / author / speaker Sep 5 2019 6:00 pm UTC 45 mins
    Are you tired of interviewing, hiring, onboarding, and LOSING sales talent so you have to start all over again? Do your new hires flounder and fail because they never seem to get a good grasp of what will make them succeed? Join me for this webinar to:

    + Find out what new hires need, starting on day one
    + Learn how to make onboarding more effective
    + Ramp up new sellers faster so they hit goals sooner
    + Partner with others to make the onboarding/training go faster
    + Stop the revolving door on your sales team

    Remember -- your sales can only be as good as your sales team! Take these proactive steps to improve performance today.