Get powerful sales management insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on the sales strategies that are generating record-breaking booking, revenue and retention numbers.
Steven Rosen with David KurlanRecorded: Feb 19 201942 mins
Join sales management expert Steven Rosen and his guest sales expert David Kurlan for an exciting “Fireside Chat.” In this episode, they will share their insights on what sales executives and managers need to do to ensure that they can overcome many common coaching challenges and coach their salespeople to crush their sales numbers.
No PowerPoint, no videos, just open and frank discussion.
Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories that will help you crush your sales numbers.
Are you doing a great job coaching? Are you coaching frequently enough? Steven and Dave will answer these questions and share their insights into why coaching is not working and what you can do to ensure that you can get the impact you desire from coaching.
You will learn:
- What is the current state of sales coaching
- What can you do to improve your coaching effectiveness
- How to ensure that you and your sales managers are coaching
Gregor Kolk (Business Development Lead, Adobe) & Ulrich Isenmeyer (Senior Business Development Manager, Adobe)Recorded: Feb 15 201961 mins
Digitale Transformation und Wettbewerbsfähigkeit gehen für viele Unternehmen Hand in Hand – vor allem in Branchen wie dem Finanz- und Versicherungswesen, in denen Vertragsabschlüsse zentral sind, ist eine gute Customer Experience differenzierend.
Die Grundlage dafür bilden oft die Geschäftsprozesse innerhalb eines Unternehmens. Denn wenn es intern schnell und reibungslos läuft, kann das nach außen weitergegeben werden.
Im ersten Teil unserer Webinar-Serie „Sign-Up 2019“ verraten Ihnen Experten, wie Sie Ihre Geschäftsprozesse mit den richtigen Tools digitalisieren und die Weichen für das bestmögliche Kundenerlebnis stellen. Erfahren Sie mehr zu smartem Dokumentenhandling und E-Signaturen im Webinar:
• Dokumente digitalisieren und Verarbeitungszeiten um bis zu 83% reduzieren.
• Wichtige Prozesse erneuern und mittels KI automatisieren.
• Mit digitalen Berührungspunkten mehr Komfort für Kunden schaffen.
Julie Hansen, The Sales Presentation ExpertRecorded: Feb 14 201949 mins
Hate using a sales script? Afraid you’ll sound phony? You’re not alone. Yet a good sales script, delivered well, can be one of your most powerful selling tools. Fortunately, you can learn how to take those words “off the page” and bring them to life in a natural, conversational way by applying the same techniques actors use in film and television. In this webinar, Actor and Author Julie Hansen reveals simple acting secrets for working with your sales script in an authentic, fresh way that will free you up to have an active, engaging dialogue with your prospect.
You will learn:
1.Scripts vs. “winging it” – what you need to know
2.5 things you absolutely, positively must have down cold
3.How to break down your sales script into “beats” like an actor
4.The difference between “internalizing” and “memorizing” your script
5.How to deliver your script so it never sounds canned!
Will Spendlove, VP Product Marketing & Marcus Wadell, Solutions EngineerRecorded: Feb 14 201950 mins
Automating the creation and distribution of your most commonly used and highest-value documents can help teams across your company achieve greater speed and efficiency, deliver a better customer experience, and improve business operations without additional resources or expense.
Join us to:
1. Discuss the importance of Digital Document Transformation.
2. Hear more use cases for Conga Composer and Conga Collaborate.
3. Start transforming your processes to generate more revenue and create business-critical efficiencies.
Christopher Ryan, The B2B Revenue Growth Expert w/special guest Mladen KresicRecorded: Feb 13 201945 mins
Due to the expanding involvement of multiple people (and functions) in the decision process, sales cycles are getting longer and the entire process is becoming more complex. As a result, customers prefer not to change and to remain with the status quo. This leads to a lot of frustration for sellers and a great loss of productivity.
We will discuss the realities of today’s complex selling environment and how to avoid pitfalls that lengthen the process. You will also hear about how to maintain the value of your offering while keeping your credibility and leverage strong. Most important, we will give you the details of six proven strategies to shorten the sales cycle:
1. Factor in the decision process.
2. Stop excessive and unnecessary reorganizations.
3. Sell solutions that impact business.
4. Manage internal expectations.
5. Don’t overcomplicate it.
6. Avoid unprincipled concessions.
This training event is not based on theory, but rather on the specific strategies and tactics developed by top international negotiation expert Mladen Kresic. Mladen has taught and consulted with many leading corporations to help them close more than $2 Billion in closed deals. Several examples of successful negotiations will be provided.
As a result of attending this event, you will learn how to:
Make it easier for your customers to buy.
Sell solutions that impact the customer’s business
Simplify the process and manage internal expectations.
Avoid unprincipled concessions.
Angie Tinnell, President Of Meridian ResourcesRecorded: Feb 12 201943 mins
The termination of an employee is never easy and although there is no exact science to the process, there are measures that can be taken to lessen the adverse impact of emotional, legal, and safety issues that might arise. Surprisingly, even the most seasoned human resource professionals and managers are often at a loss for the most appropriate actions during such an event, which results in a less than dignified situation for the affected employee. This webinar will guide you through the essential elements of developing a strategic plan to ensure you and your management team navigates through the termination with the best possible outcome for all involved.
Andrew Walters, CLM Practice Manager & Lizzy Painter, CLM Marketing ManagerRecorded: Feb 12 201929 mins
Effective contract management has many quantifiable benefits for companies. The return on investment can be remarkable, appearing on many levels across various departments.
At Conga we understand the importance of getting contract management right and we believe that all successful deployments share a common journey.
Join us as we discuss:
1. How to think big but act small - We know CLM can be overwhelming
2. Key Elements of CLM
3. Phased and iterative approach to Implementation (when to phase and a few considerations)
4. The difference between a successful and a failed implementation
5. CLM Maturity and it's affect on contracts
Let us show you how your business can realize it’s full potential by understanding and managing your current and future contracts.
Sarah Hughes ,”The LinkedIn Lead Generation Expert” and Founder of Boost Business GrowthRecorded: Feb 12 201936 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.
•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.
Daniel Yamoah, Pardot Specialist. Denis Hoogweg, Pardot Solution EngineerRecorded: Feb 7 201945 mins
Alignment between Sales and Marketing is potentially the largest opportunity for improving business performance today. When sales and marketing teams unite around a single revenue cycle, they dramatically improve sales productivity, marketing ROI and, most importantly, top-line growth.
Join this Webinar to hear how the Pardot marketing team used Pardot's B2B Marketing Automation platform + Salesforce Engage to put the power of marketing automation in the hands of our sales reps.
During this live webinar you will learn:
How to create marketing-approved sales campaigns that will generate more leads
Close more deals and maximise ROI
Achieve sales and marketing alignment
Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb ConsultingRecorded: Feb 6 201948 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.
Monica Stewart | Skaled & Matt Heinz | Heinz Marketing & Trish Bertuzzi | The Bridge GroupRecorded: Feb 6 201948 mins
DATA IMPACTS ALL ASPECTS OF SALES AND MARKETING EFFORTS. DOES YOUR DATA RISE TO THE CHALLENGE?
We surveyed top sales and marketing consultants to find out how they evaluate data providers and asked them to rank in order of importance:
Verified contact info
Firmographics (public, private, government, and 501c)
Personnel and project changes
Watch DiscoverOrg's Director of Partnerships Krystan Resch, and guests from Skaled, Heinz Marketing, and The Bridge Group, as they review the survey and share what they think sales and marketing teams need to consider when evaluating a data provider for revenue growth.
Krystan Resch Director, Partnerships | DiscoverOrgRecorded: Feb 6 20199 mins
Org charts are an invaluable tool for sales professionals to navigate business relationships in target accounts. In this video, our Director of Partnerships, Krystan Resch offers 5 ways to use the org chart to uncover cross-sell opportunities, sphere of influence, multiple stakeholders, group email tips, and smart event follow-up.
The end of the fiscal year is always a mad rush of activity as department heads hurry to push through projects, spend remaining budget, and finalize contracts before the year closes. Sales, procurement, and legal teams usually feel the brunt of the pressure, as they battle timewasting manual processes and piles of paperwork to squeeze in priority projects and revenue opportunities in under the wire.
Join Conga and Statera for a discussion about contract management pain points and best practices to remedy those pitfalls and put you on a path to efficiency for 2019.
In this session you’ll learn:
-Common pain points and pitfalls when it comes to contract management
-Best practices for the buying process and implementation
-Demo: MSA and NDA tips & tricks
Mike Kunkle, The Sales Transformation ExpertRecorded: Feb 5 201938 mins
Ongoing sales research repeatedly tells us that modern buyers want something different from sales reps than they’re getting today. Yet, for the most part, sellers continue to do the same old things they’ve always done. This does not bode well for 2019.
Are you tired of how many of your sales team’s deals end in “No Decision?”
Does it concern you how many of your sales reps don’t make quota?
Are you ready to do something about it?
In this webinar on The Sales Experts Channel, sales enablement expert Mike Kunkle will share a Buyer-Oriented Selling System that will help you:
1.Shift your sellers’ mindset to think like a buyer
2.“Flip the script” to operate outside-in, from your buyers’ perspective
3.Operate in ways that build trust, rather than sounding like a stereotypical salesperson
4.Increase competitive differentiation as well as improve win-rates and quota attainment
5.Sell differently to get different results
Deb Calvert w/special guest, Jennifer Gluckow, author of Sales in a New York MinuteRecorded: Feb 4 201945 mins
Deb is hosting special guest Jennifer Gluckow to talk about her new book “Sales in a New York Minute.”
You've heard the term ''...in a New York minute,'' and you have your own ideas of what it means. Jennifer Gluckow defines it as ''fast, clear, direct, and successful.'' That's the way of New York, and it's the way sales are made (or lost) in New York City, and everywhere else on the planet.
Jennifer's concepts and strategies for selling follow the timeless New York City line, ''If you can make it there you can make it anywhere,'' transitioned to, ''If you can make the sale there, you can make the sale anywhere.''
212 is a sales nuance - it's the boiling point, the tipping point, and the emotional point. It's the NYC area code, and it's the number of mastery ideas and strategies in Jennifer's book that will bring salespeople success. Whether you're a sales newbie or a sales master, Jennifer's 212 New York minutes will bring your sales and your customers to the buying point.
From attracting customers online and face-to-face, to helping secure lifelong relationships, referrals and reorders, by building trust over time, minute by minute; to ensuring profitable sales and customer loyalty, you will learn 212 strategies that when put into practice, will make your sales and success soar.
Deb Calvert w/special guest, Jeffrey Gitomer, The King of SalesRecorded: Feb 4 201945 mins
Deb is hosting special guest Jeffrey Gitomer because…
After 50 years of successfully making sales all over the world.
After delivering more than 2,500 customized speeches to the world's biggest companies.
After establishing an unrivaled social platform with millions of views and followers.
After leading the marketplace with Sell or Die podcast.
After delivering more than 350 sold-out public seminars to audiences all over the globe.
After writing 13 best-selling books including The Sales Bible and The Little Red Book of Selling...
Jeffrey Gitomer has finally written the SALES MANIFESTO. A book that sets the standard, and lays bare what it will take for salespeople to succeed now, and for the next decade.
The MANIFESTO identifies in simple language the 5.5 parts of the new sale, and builds easy-to-learn and easy-to-implement models for each component:
1. Value Attraction (creating social messages that make the reader want more)
2. THEM Preparation (planning strategy, getting ready, and executing)
3. Value Engagement (attraction PLUS value)
4. Connection and Completion (perceived value beyond price in both 'how to connect' and 'connect to make a sale')
5. Building profitable long-term relationships (loyal, value driven customers)
5.5 Building a permanent referable first-class reputation (both online and community based)
This book is not just the answer - it's a no bull book of ANSWERS and ACTIONS that will put you on top of your sales world and keep you there.
Barbara Weaver Smith, The Large Account Sales ExpertRecorded: Jan 30 201944 mins
Part I in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEO, President, Founder, Owner, Business Development, Sales VP, CMO, Sales Enablement, Key Account Manager 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. Far too often, these responsibilities become divided by territories, individual reps, product lines, historical relationships, or sales to divisions or subsidiaries. The corporate board and senior management make their most strategic business and financial decisions with their entire global footprint top of mind—unless you can see the whole as well as its parts, you operate from a position of weakness. How can your company initiate and manage long-term relationships with the many people, subsidiaries, locations and divisions of a global account in a way to provide the greatest value to that customer and you? This webinar covers your company’s knowledge base—how do you gain relevant knowledge, manage it, share it, and keep it up to date. Who should be responsible and how can you afford to do it?
You will learn:
1.How much does your team need to know in order to be successful?
2.How to conduct research, synthesize what’s relevant, and keep it up to date?
3.How to share and communicate among all who need to know?
4.What are the relevant tools and resources to make this process easy?
5.Who should be responsible for doing this work? How can you afford it?
Greg Strickland, COO at Periscope DataRecorded: Jan 29 201932 mins
Ever wondered how Periscope Data actually uses Periscope? In this webinar, you'll get a behind the scenes look at the dashboard our executive team uses to report on all our top level KPIs. Combining data from all business units here at Periscope Data, it provides us a concise view of our single source of truth - the one dashboard to rule them all.
Attend this webinar to hear directly from Greg Strickland, COO at Periscope Data, to learn how he:
- Templatizes his dashboard requests to our Data team for quicker work
- Uses data from all departments to inform the entire company
- Partners with Data on larger strategic projects
- And learn his #1 most important tip for visualizing data across teams
Deb Calvert, Coach and Trainer for Sales ManagersRecorded: Jan 29 201944 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.
Iain Sinnott – Sales and Marketing director – VanillaIPRecorded: Jan 29 201931 mins
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:
-Sales Force Automation Systems
-Cloud-based CRM 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.
Deb Calvert w/special guest, Jonathan Farrington, CEO of Top Sales WorldRecorded: Jan 28 201947 mins
In sales, learners are earners! The benefits of lifelong learning and ongoing development are well-documented. In sales, curiosity and the pursuit of knowledge translate into goal-attainment and professional success.
But who has time for training or going back to school? Sellers are busy!
Maybe there's another way.
Join Deb Calvert, founder of The Sales Experts Channel, and special guest Jonathan Farrington, CEO of Top Sales World, as they discuss resources, options, and best practices for busy sales professionals. They'll show you how to accelerate your development, expand your knowledge base, and earn more by learning more even if:
- you are busy or overwhelmed
- you've never attended a single college class
- your company doesn't provide sales or management training
- you don't like reading
- you disliked school and feel intimidated by the thought of learning or changing
What do you have to lose? Register today so you can start learning (and earning more!) right away.
Fran Kidd, Business Development & Marketing ManagerRecorded: Jan 28 20196 mins
Hear about how this leading accountancy firm chose Workbooks, the integration between Workbooks and CCH, how they can now quickly report on sales and marketing activities to make informed decisions and ensure they focus on activities that win business.
Lisa Magnuson, The Landing 7-Figure Deals ExpertRecorded: Jan 24 201945 mins
If you want to accelerate your top opportunity development, then consider a war room approach. Your biggest prospects require a strategic mindset, planning and tools to develop and close. Sales leaders will learn how to coach account based teams to big wins and account successes.
You will learn:
1.What is a war room?
2.How to get the senior leadership team to back your war room efforts.
3.What to include in your war room strategy sessions.
4.Best practices for setting up a successful war room strategy meeting.
5.What results can you expect from your war room?
Barbara Weaver Smith, The Large Account Sales ExpertFeb 20 20194:00 pmUTC41 mins
Part II 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.
These corporations face all the usual business challenges and needs as well as issues unique to their size and global reach. The leadership team in one subsidiary company may ultimately be subject to the decision-making authority of corporate leaders in another country, from another culture, with different concepts of risk, the speed of decision-making, and what constitutes proof. Corporate culture is influenced by the cultures of all the countries from which leaders originate and where employees reside. Besides culture, large corporations are uniquely complex, unwieldy, influenced by the speed of business, technology dependent, and rule-governed. How will you train your sellers and SMEs to understand and position your company as a superior resource to executives in very large companies?
You will learn:
1. How understanding the unique issues of global corporations can help you better position your company’s value proposition.
2. What is the most important issue facing all global businesses.
3. What resources are available to help you learn about doing business in other countries.
4.How you can decide what to do when your customer is expanding internationally
5.What opportunities you have to be innovative with global customers.
Deb Calvert, Sales Coach - Trainer - Speaker - ResearcherFeb 20 20194:00 pmUTC60 mins
Sales Managers - join me for a discussion about how to set expectations that motivate sales professionals. We'll tackle the myths about sales management that interfere with goal attainment and reveal the secrets of sales motivation.
Caryn Kopp, The Chief Door Opener Expert w/special guest, Kent GregoireFeb 20 20196:00 pmUTC45 mins
In Part I of this two-part webinar series, you will learn the process for winning sales opportunities at the executive level and the next-generation in opportunity management for sales organizations. We’ll discuss a structured, scalable process for qualifying and most importantly, winning strategic sales opportunities where competitors are strong and customer buying protocols are influenced by formal and informal decision criteria.
The content of this webinar is highly effective when you face:
•Long sales cycles (larger deal size)
•Multiple decision-makers in the buying process
•Executive level decision makers
You will learn how to:
1.Qualify in or out of deals quickly to improve close ratio using 9 criteria
2.Examine formal and informal power and find the relevant executive
3.Improve forecast accuracy
4.Win more profitable business
Be sure to sign up for Part II of What Management Needs to Know About Successfully Selling to the Top to learn the 4 leadership practices that ensure results when selling to executives, on Feb 26 @1pmE.
Chris Scheppler CEO| CloudNerd & Katie Bullard Chief Growth Officer | DiscoverOrgFeb 20 20197:00 pmUTC42 mins
WatchChris Scheppler, CEO of CloudNerd, to learn five practical tips to maximize your prospecting efforts. He will demonstrate how to optimize your CRM and Sales Intelligence integrations to get the right messages to the right people at the right time.
In this webinar you’ll learn:
Why pushing fresh and accurate data into your CRM is critical
How simplifying your CRM configuration will make your sales team more productive
5 quick steps to see immediate results in outbound efforts
ISM Fellow - Ian MoyseFeb 21 201911:00 amUTC30 mins
•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
Amy Franko, The Strategic Sales ExpertFeb 21 20196:00 pmUTC45 mins
The new sales economy has made the standard definition of “satisfaction” obsolete. To attract and grow the best customers today, we need to cultivate loyalty. This requires sellers and sales leaders who are ambassadors. Loyal clients are 3X more likely to continue buying from you; you can expand your reach at higher margins. Amy’s session reveals strategies to improve overall client loyalty and boost your sales success.
You will learn:
1. What it means to sell like an ambassador
2.Key value elements that are most important to our prospects and customers
3.The differences between tables stakes (satisfaction) and differentiators (loyalty)
4.Loyalty strategies you can apply with prospects and existing clients
Roger Lee, Director Customer Success, GridspaceFeb 21 20197:00 pmUTC60 mins
Ring in 2019 … Join us for a discussion on how machine learning analytics drives quality assurance.
Here are a few interesting statistics from a study by Siegel and Gale entitled “Simplified CX is Worth $86B. Are You Getting Your Share?”
*64% of consumers will pay more for simpler experiences
*61% of consumers are more likely to recommend a brand because it’s simpler to use
Imagine having machine learning to process and interpret large volumes of data, especially all of your calls -- which drive action through decisions and predictions … on a scale and speed of data consumption that we as humans can’t match. Machine learning is dynamic. It learns and becomes “smarter” the more data it processes.
Forget the debate on statistically significant sample size, and begin to analyze the total population of calls with machine learning. This will better drive targeted action for coaching, developing staff, and identifying broken processes. Machine learning helps us understand “what was said” as well as considering “tone” and “sentiment” (or emotions), all while helping with compliance, security, regulations, etc., and allowing you to focus on the customer experience.
During this webcast, Roger Lee, Director Customer Success for Gridspace, will share his thoughts on how we as contact center leaders, process improvement experts, and quality monitoring gurus can use machine learning speech analytics to improve both the customer and employee experience.
He will provide action-oriented tips to streamline your quality monitoring program:
1. Why now?
2. Why automate and how?
3. How to utilize the analyses from analytics-driven QA for both contact center and enterprise.
Yana Lapitskaya - Managing Director, Yay!Starter Marketing; James Mclaughlin - Regional Account Manager, IntroFeb 26 201910:00 amUTC60 mins
Artificial intelligence has been around for a while and is already shaping the digital marketing – even if you haven’t noticed it. Every time you work with Google Ads – you are feeding in the data that informs Google’s AI enabling them to serve you with keyword suggestions, additional ad options and much more. Imagine this happening around the clock on a global scale! No wonder Google knows everything.
Neuroscience has uncovered the decision-making process happening in our brain that advertisers knew very little about.
Making advertisers understand how system 1 and system 2 brain works as well as their differences is like giving a video camera to someone used to drawing primitive pictures to capture and interpret the reality… It is changing the game forever – the TV, print and digital advertising will never be the same again! We are perhaps witnessing the biggest revolution in marketing since the launch of social media advertising.
Blockchain is the newest kid on the block, and we are yet to see it manifesting itself in marketing but even now we can say it will go far beyond the cryptocurrency world, tokenizing and decentralizing the digital economy further.
What does it all mean for you and your company?
Sign up to our webinar ‘The Future of Marketing Emerging from Technology of Today: 3 things to watch closely’ to learn more about Artificial Intelligence, Neuroscience and Blockchain shaping the new marketing reality.
Lisa Magnuson, The Landing 7-Figure Deals ExpertFeb 26 20195:00 pmUTC45 mins
How about a 20% or more boost in your sales effectiveness? If you want to improve the quality and efficiency of your customer meetings and boost close ratios, then this webinar is for you. You can accelerate your sales development by mastering how to plan for every sales call.
You will learn:
1.What is a pre-call planning?
2.Why is pre-call planning one of the most effective sales tools to increase sales effectiveness?
3.What are the five keys to successfully plan for every sales meeting?
4.What results can you expect from pre-call planning?
Caryn Kopp, The Chief Door Opener ExpertFeb 26 20196:00 pmUTC45 mins
In Part II of this two-part webinar series, you will learn the 4 leadership practices that ensure results when selling to executives. We’ll discuss “must-do’s” for increasing the number and quality of executive level prospect meetings, making it inevitable for sellers to get optimal outcomes from pitches, reasons why some sellers and managers fall short of expectations (and what to do about it) as well as ways to protect your company’s most valuable asset – your pipeline.
The content of this webinar is highly effective when you face:
•Long sales cycles (larger deal size)
•Multiple decision-makers in the buying process
•Executive level decision makers
You will learn how to:
1.Implement a formula for landing more high-quality prospect appointments
2.Know what sellers must include in their pitches to get the best results
3.Pinpoint the real “why” behind the gap in sales staff delivery (so you solve the right problem)
4.Initiate policies which ensure a continuous, predictable healthy pipeline
Bonus content: Which “hidden” metrics tell you you’re getting it right
Alex Goulding, Major Account ExecutiveFeb 28 201912:00 pmUTC60 mins
Agreements are often plagued by slow, costly processes due to a lack of automation. These disconnected steps require customers or employees to re-enter the information you already have, hinder the ability to get business done, and provide a poor user experience.
There is a better way: a modern System of Agreement.
The DocuSign System of Agreement Platform connects the world's No. 1 eSignature technology to every other aspect of the agreement process.
Discover all that’s possible, next, and new, with DocuSign during this webinar. We’ll give you the know-how, insights, and inspiration so you can:
•Prepare agreements with a high degree of automation
•Sign agreements quickly and securely
•Act on agreement terms after signing
•Manage agreements with flexible options
Jamie Merrick, Director of Industry Strategies & Insights. Guy Elliott, SVP& Industry Lead for Retail EMEA & APACMar 5 20193:00 pmUTC55 mins
Today’s consumer expectations are upending the industry’s approach to retail, and brands must evolve quickly to avoid irrelevance. To help you navigate this shifting landscape, SapientRazorfish and Salesforce have joined forces to reveal new patterns in shopping behavior and new opportunities for retailers like you. This study is based on the activity of more than 300 million online shoppers, 6,000 consumer survey responses from shoppers in six countries, and dozens of interviews with retail experts.
Lloyd Yip, The Startup Sales ExpertMar 5 20194:00 pmUTC45 mins
An Ideal Client Profile (ICP) is a detailed description of the clients who would benefit most from your product/service. These clients are more likely to buy in to your vision, advocate for you, and ultimately stay a long term profitable client.
Knowing your ICP means it’ll be easier to bring in more high value business that STAYS and ADVOCATES for you. As well, because you truly understand your market and their pain points, it is easier for you to improve the product/service in a way which keeps your clients happy.
On the flipside, not knowing your ICP would mean:
-It’s more difficult to find clients who want to buy
-It’s harder to retain clients long-term
-You’re more likely to bring on poor-fit clients who drain your resources
-It’s confusing as to which marketing channels to use
-It’s more challenging to improve the product/service to be in line with your clientele
You will learn:
1.How to analyze your existing client base to understand which clients fit your ICP
2.How to also uncover who are the clients who are BAD fits, so you can avoid them
3.How you can maximize your sales and marketing efficiency once you have a fully built ICP
4.How to ultimately leverage your ICP to improve sales and revenue
5.BONUS: How to discover your ICP even if you have very few clients to look back at
Melissa Madian, The Sales Experience ExpertMar 6 20194:00 pmUTC45 mins
Your sales people are often the first people with whom a prospective customer interacts. Are you equipping Sales with what they need to have an engaging, relevant conversation while also providing an experience that makes the customer say, ‘Wow, that salesperson really got me!”? This session will cover how to design a sales experience that is geared towards building customers for life.
You will learn:
1.Why the Sales experience is so critical to the customer lifecycle.
2.How to design a Sales experience that meets the needs of revenue-generation while creating a fantastic customer experience.
3.How to empower your Sales teams so they are customer-centric.
Michael Griego, The Enterprise Sales Effectiveness ExpertMar 7 20196:00 pmUTC45 mins
Are you a Sales Closer? Do you know what it really takes to close deals in today’s environment? This session will cut through all the noise about closing deals with clear, doable, professional sales best-practices. Let’s revamp how we sell. No excuses!
You will learn:
1. What Closing is and what it isn’t
2. How Super Star Salespeople really Close
3.3 Key Disciplines for Effective Closing
ISM Fellow, Steve BurtonMar 12 20192:00 pmUTC30 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?
Noel Roberts, CTO and VP of Marketing, Aria SolutionsMar 12 20196:00 pmUTC60 mins
The world of customer experience is continuously evolving. It is common knowledge that you must offer your customers one-on-one interactions that stand out among the rest, but do your agents have what they need to be successful?
Join us for this interactive discussion in which Aria will share how world-class organizations are focusing on enabling their agents and giving their front-line the tools they need to win at each customer interaction. Learn how you can do this too!
Lisa Magnuson, The Landing 7-Figure Deals ExpertMar 14 20194:00 pmUTC45 mins
If you want to improve the customer experience and their receptivity to your messages, then you need to know about Win Themes™. Accelerate your sales by staying in the conversation sweet spot thereby moving the prospect through the sales cycle without stalls.
You will learn:
1. What are Win Themes™?
2. Why are Win Themes™ so powerful for customer interactions?
Colleen Stanley, The Emotional Intelligence For Sales ExpertMar 18 20195:00 pmUTC45 mins
In today's hyper-competitive markets, sales people are under a lot of pressure. A sales person must not only sell a solution to a client, they must partner with the client to create the solution. This requires the ability to build trust with prospects and customers quickly. This level of partnership, co-creation, is not possible without the ability to engage people on both a rational and emotional level. Emotional intelligence is the competitive tool for sales people.
Colleen Stanley shares thought provoking and practical tips for incorporating emotional intelligence skills into your sales process. Learn how soft skills produce hard sales results.
Understand the art and neuroscience of influence, sales and sales leadership.
Discover why salespeople—and sales managers---default to fight or flight responses during difficult conversations.
Learn the power of emotional self-awareness, the mega soft skill. Know thyself before you can know others.
Discover how and why empathy builds trust and relationships. Leverage the power of truly ‘walking a mile’ in another person’s shoes.
Gain insights on the importance of delayed gratification in building powerful selling skills and sales teams.
Deb Calvert w/special guest Drew StevensMar 19 20193:00 pmUTC45 mins
Are you struggling with sales success? Are you meeting your sales closure goals? Or, are you simply seeking better and more efficient methods to close sales quickly? Selling is a 3000-year-old profession that requires one ideal to achieve success – simplicity! Sometimes it is not what you are doing but what you are avoiding so that you achieve and exceed quota. In this fascinating, interactive and enjoyable presentation you will be engaged with the art of simplicity and basics so that you achieve more, bypass competition and excel personally and professionally in all you do!
In this interview you will learn:
1.How to achieve differentiation from other sales professionals
2.Compare and contrast electronic and traditional methods to break out from competition
3.Analyze and develop better methods to reaching the economic buyer
4.Understand the importance of a process and remaining true
ISM Fellow - Andrew GrantMar 21 201911:00 amUTC30 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
Deb Calvert: Sales Coach - Trainer - Speaker - ResearcherMar 27 20198:00 pmUTC60 mins
Sales performance depends on sales people. Learn how you can be more effective in delivering feedback that changes sales behaviors and boosts sales productivity. You'll learn the 3W Feedback Model, a simple way to ensure that your feedback sticks.
Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb ConsultingApr 3 20199:00 pmUTC45 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.
Are the old legacy systems still the go-to place for claims? What are the alternatives. Insurance Times and a panel of experts explore whether insurers are paying too much money and spending too much time implementing outdated systems.
Could the new wave of self-implementing systems spell the end of this being an outsourced service?
We debunk the myths and lies that you may have been told and find out if there is an easier, more cost-effective way to manage your claims system.