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Sales

  • How To Get More Customers
    How To Get More Customers Peter Strohkorb Recorded: Oct 17 2018 54 mins
    B2B Sales and Marketing Growth Specialist Peter Strohkorb describes why and how every business now needs to apply push and pull selling techniques in order to win more customers.
    Peter will reveal the Ten Action Items you need to have in place to be successful.
  • Empowering Your Agents -- An Interview with Johannes Fischer
    Empowering Your Agents -- An Interview with Johannes Fischer Johannes Fischer and David Hadobas Recorded: Oct 17 2018 4 mins
    When your customers communicate with you via chat, phone call, etc., do they have to repeat information already provided when being routed to an agent? Do your call center agents have the tools they need to provide an effective customer service? Watch this 3-minute video and then register to join us for a webinar as we discuss how the tools your agents have access to plays a key role in delivering the right data so you are able to provide the best possible customer experience.

    To register for this webinar, click on the "Attachments" box above, then click the link to register.
  • Best Practices for Developing a Digital Customer Experience Strategy
    Best Practices for Developing a Digital Customer Experience Strategy Greg Cummings and John Irey Recorded: Oct 16 2018 62 mins
    What are companies with superior customer experiences doing differently? Join industry leaders John Irey and Greg Cummings as they share the strategy behind an effective omnichannel customer care success model. Participate in a discussion on how self-service, AI, and digital tools are shaping the customer journey and how to leverage that knowledge to build a better digital plan. Benefit from shared examples of the best and worst attempts at omnichannel and get equipped with the tools necessary to build your own strategy.

    Greg Cummings - Greg has 20 years of industry experience in consulting, operations, and contact centers -- helping to drive process improvement through an outcomes based methodology. He is currently Manager Global Channels with NICE inContact.

    John Irey - John, a contact center Principal Consultant at Mindsight, is an 18 year veteran assisting in the full life cycle of contact center engagements. His experience in both solutions and deployment engineering roles gives him deep insight into the strategy behind developing an omnichannel contact center solution for every business need.
  • Q&A Forum: Tax Experts Explain Supreme Court Decision on Nexus
    Q&A Forum: Tax Experts Explain Supreme Court Decision on Nexus Scott Peterson, VP of Tax Policy & Government Affairs; Rachel Le Mieux, CPA, CMI, SALT Partner at Peterson Sullivan LLP Recorded: Oct 16 2018 58 mins
    The Supreme Court ruled in favor of South Dakota, granting the state authority to impose sales tax obligations on out-of-state transactions. Remotes sellers will have a new set of obligations and challenges ahead of them, while states could potentially gain billions in revenue. But what does it mean for your business?

    We brought in two leading tax policy experts to break down the ruling and explain:
    •Whether remote sellers need to file and register in more states
    •How the ruling affects future laws across other states
    •How to determine whether you’re on the hook for sales tax based on where you conduct business
    •Q&A from audience

    About the speakers:

    Scott Peterson, Vice President of Tax Policy and Government Affairs

    Scott Peterson was the first executive director of the Streamlined Sales Tax Governing Board. For seven years Scott acted as the chief operating officer of an organization devoted to making sales tax simpler and more uniform for the benefit of business.

    Rachel Le Mieux, CPA, CMI, SALT Partner at Peterson Sullivan LLP

    Rachel has been practicing in state and local taxes (SALT) since 1985. She is a certified public accountant and a certified member of the institute (CMI) for professionals in state and local taxation. She consults with clients in a broad range of industries on state and local tax issues involving sales and use taxes, gross receipts taxes, income taxes, and other miscellaneous taxes.
  • ISM Webinar: Why is sales coaching such a misunderstood development tool?
    ISM Webinar: Why is sales coaching such a misunderstood development tool? ISM Champion - Mike Lever Recorded: Oct 16 2018 30 mins
    Key Takeaways:

    More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities.

    Increasingly, company and sales leaders are turning to coaching as a solution.

    And, why not? Executive and personal-effectiveness coaching have historically yielded great results.

    What we commonly see are sales managers and leaders who:

    -Don’t have time to coach
    -Aren’t sure what sales coaches are supposed to do
    -Don’t have access to the tools and resources that can help them get the most of coaching
    -Don’t establish a consistent rhythm of coaching conversations
    -Can’t lead a great coaching conversation

    Reasons to Attend:

    This webinar explores the clear link and transferable skills from selling to coaching.

    We will bust some of the myths about coaching and show how you can turn on your coachees (the person you are coaching) internal voice.

    We will share with you our experience of supporting new directors, managers, and supervisors taking a coaching approach by learning to ask not tell.
  • Scientific Secrets of Superhero Sales Managers
    Scientific Secrets of Superhero Sales Managers Carole Mahoney, Founder Recorded: Oct 11 2018 40 mins
    This 30 minute webinar reveals best practice insights from decades of scientific research and data on:
    ●where sales managers should spend their time for business growth success
    ●how much time to spend in 3 crucial areas
    ●the power managers have over team performance
    ●what strategies and techniques to use today
  • Bridging the gap:Connecting strategy and execution through better sales planning
    Bridging the gap:Connecting strategy and execution through better sales planning Steve Silver, Sr. Research Director, SiriusDecisions, Jason Loh, Anaplan Recorded: Oct 10 2018 57 mins
    Business leaders and C-suite executives are charged with devising the strategies that chart the future of their organizations. For those strategies to be effective, they need to be executed in the field. What’s the bridge that connects boardroom strategy and field execution? Sales Planning.

    Join Steve Silver, Sales Operations Senior Research Director at SiriusDecisions, and Jason Loh, Global Head of Sales Solutions at Anaplan, as they provide a repeatable process and best practices for improving sales planning and transforms high-level strategy into business success.

    You’ll learn how:

    -Successful sales planning helps you segment your market and align your sales team
    -High-performing companies leverage their sales planning processes for better execution
    -Best-in-class technology can enhance sales planning by incorporating inputs from across the organization
  • Rehumanizing the Sales Process
    Rehumanizing the Sales Process Shari Levitin, CEO of Shari Levitin Group Recorded: Oct 10 2018 48 mins
    The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:

    •Anything that can be told can be asked
    •The ASK, LISTEN AND LINK method to sales
    •Leveraging first, second and third level questions will get to the heart of why people buy your product or service
    •How to listen to the emotion behind the words
    •Unpack three methods for linking what’s important to the customer and your offering
  • What Every Sales Pro Needs to Know About AI
    What Every Sales Pro Needs to Know About AI Deb Calvert with special guest Adam Honig Recorded: Oct 10 2018 45 mins
    Have a love/hate relationship with your CRM? Prospecting frustrations? Never enough time? Then you’re gonna love using AI in your selling. Join Spiro CEO Adam Honig and Deb Calvert to learn how AI is the ultimate sales hack that can make YOU a sales machine!

    Attend this webinar to learn how selling with AI can make your job more fun, easier, and more rewarding. You'll discover how AI:

    - Provides faster and better business insights
    - Creates reminders and updates for you and your team
    - Identifies contacts for you
    - Gives early alerts about problems in your pipeline
    - Reduces data entry

    Register today to learn about the future of selling, because the future is now!
  • 10 Sales Tax Rules to Live By
    10 Sales Tax Rules to Live By Jeffrey Lutters, Avalara Recorded: Oct 9 2018 62 mins
    Sales tax compliance can be a nightmare, but it doesn't have to be. Just knowing some of the fundamental rules will clear up what many businesses struggle with every month.

    Sales tax expert Jeffrey Lutters will explain:
    •How the simplest of activities can create nexus in other states
    •The tax implications between 'bill to' and 'ship to'
    •Why collecting exemption certificates is an auditor's red flag
    •New sales tax rules that determine whether your business is compliant
  • ISM Webinar: Why don’t your salespeople do what they need to do?
    ISM Webinar: Why don’t your salespeople do what they need to do? ISM Champion - Mike Lever Recorded: Oct 9 2018 26 mins
    Key Takeaways:

    Are your salespeople not feeling the love from their prospects?

    Struggling to have long and meaningful conversations on the phone? They are not alone.

    In this webinar, we will explore why you and your sales team might be avoiding the things you really need to do.

    We will look at confidence and comfort zones in a selling environment.

    You will also get an introduction to the ABCD of you, your Awareness, Bias, Comfort zone and Decision-making.

    This is a must if you and your salespeople need to know more about what makes you tick

    Discover how you might go about improving your personal performance.

    Reasons to Attend:

    To be effective, they must understand the game has changed and their approach needs to change too - discover that:

    -Self-service has redefined sales
    -Prospects need a trusted advisor
    -Meaningful conversations are key to closing
    -Close the distinction between sales and marketing

    You need to adopt it sooner than you think, as the self-service world is not going away - and your competitors know this too.
  • PandaDoc + Zapier: Achieve maximum efficiency with automated workflows
    PandaDoc + Zapier: Achieve maximum efficiency with automated workflows Scott Bilodeau, Customer Solutions Engineer Recorded: Oct 4 2018 36 mins
    Here’s a saying you’ve heard before: There are never enough hours in the day.

    And if you’re saying this more often than not, then it’s time to re-evaluate your sales process. To generate more business, you need to increase your productivity and eliminate inadequate tools not just for the sales team but also for your marketing, HR, finance and legal teams too.

    Join us for a webinar where we’ll show you how PandaDoc and Zapier can help you connect over 1,300 apps so that you can reduce your busywork, simplify processes, streamline communication and ultimately make you much more efficient.
  • DCX Series [Ep. 5]: Is Artificial Intelligence Ready for Primetime?
    DCX Series [Ep. 5]: Is Artificial Intelligence Ready for Primetime? Robin Gareiss, President & Founder, Nemertes Research Recorded: Oct 4 2018 49 mins
    All the rage these days is about AI, or artificial intelligence. Enterprise and business leaders do not rate AI as the most transformative technology for their Digital Customer Experience (DCX) strategies, but it's near the top. In this webinar, you'll learn:
    *What is the top transformative technology and why?
    *What are the adoption plans for AI in companies' DCX strategies?
    *How are companies using AI in the contact center, to measure customer success, and to engage customers?
    *What are the key benefits--and they key problems--with AI?
    *Which AI technologies do companies plan to use?

    We look forward to sharing this information with you!
  • Developing a Digital CX Strategy - An Interview with Greg Cummings
    Developing a Digital CX Strategy - An Interview with Greg Cummings Greg Cummings and David Hadobas Recorded: Oct 3 2018 6 mins
    The digital customer experience is moving at a rapid pace. Many of us have engaged in the digital conversations taking place, but how are you addressing CX in this digital age? Are you looking ahead and planning for the future? We need to begin now to develop a strategy so we are prepared to address customer concerns via social, mobile, and more. Watch this brief 5-minute interview with Greg Cummings as he shares some highlights of our upcoming webinar on October 16th.

    To register for the live webinar, click on the "Attachments" box below, then click the link to register.
  • The Tricky 10: States with the Most Complex Sales Tax Rules
    The Tricky 10: States with the Most Complex Sales Tax Rules Scott Peterson, Vice President of U.S. Tax Policy and Government Affairs Recorded: Oct 2 2018 64 mins
    Do you know which states made the list? Better yet - do you do business in them?

    Some states are more complicated to do business in than others. They have more tax rules and exemptions and a host of policies that might seem wacky compared to the rest of the country. Hear our tax expert explain what makes these states unique and why you need to pay special attention to them.

    Scott will explain:
    •Which states made the list...and why
    •Strategies for doing business in them
    •How to navigate complicated sales tax laws

    About the Speaker: Scott Peterson, Vice President of U.S. Tax Policy and Government Affairs

    Scott Peterson was the first Executive Director of the Streamlined Sales Tax Governing Board. For seven years Scott acted as the chief operating officer of an organization devoted to making sales tax simpler and more uniform for the benefit of business.
  • ISM Webinar: Why Your Customer Sales Journey is Broken
    ISM Webinar: Why Your Customer Sales Journey is Broken ISM Champion - Nevil Tynemouth Recorded: Oct 2 2018 31 mins
    Key Takeaways:

    Let’s face it: There are many fragile – and oftentimes broken – moments in the customer journey.

    Departmental handoffs and changes in the channel, for instance, add complexity and threaten to derail purchases and sometimes harm loyalty.

    So how can you bridge those gaps and deliver the seamless experience your customers really want?

    Reasons to Attend:

    While the customer journey is fraught with troublesome grey areas, don’t fret. Focus on the following areas instead:

    -Awareness
    -Interest
    -Consideration
    -Action
    -Use
    -Advocacy

    This is based on our work on the psychology of consumer behaviour.

    The real customer journey, challenges you to see things from your clients and customers perspectives.

    We look at the emotional drivers and associations your consumers and potential consumers have.

    We will introduce you to the green line and what you need to do to put your customers in a positive emotional state and how this benefits your business.
  • Leading Your Sales Team Past Fear of Rejection
    Leading Your Sales Team Past Fear of Rejection Andrea Waltz Recorded: Sep 27 2018 45 mins
    All salespeople, no matter the industry or organization, are challenged by rejection. As sales mangers and leaders, it is crucial to identify and solve these issues rather than ignore them. You will learn specific ways to manage and support your people - not to “survive” rejection - but to thrive in the face of it increasing their sales performance and motivation.
  • How to Extend Your Sales Team Without Hiring
    How to Extend Your Sales Team Without Hiring Josh Curcio COO/Partner Recorded: Sep 26 2018 43 mins
    - Learn where sales productivity and efficiencies are lost
    - Understand what makes an effective sales enablement strategy
    - Learn how to choose the right software to support a sales enablement strategy

    Get tips on how to fully adopt and implement this strategy
  • [Live Interview] Ask the Expert: How to be the IT Champion of a PRM Installation
    [Live Interview] Ask the Expert: How to be the IT Champion of a PRM Installation Gary Sabin, Senior Director, Product & UX and Dan Lang, Senior Salesforce Developer, Impartner Recorded: Sep 25 2018 27 mins
    Sales tech stack: ✓ Martech stack: ✓  This year’s hot tech stack is for the channel -- which typically represents 75% or more of a company’s revenue. 2018’s breakthrough technology is PRM – Partner Relationship Management. This foundational system of record sits at the core of a chantech stack and everyone from Splunk, to Zendesk to Xerox have made PRM this year’s must have technology. IT leadership is uniquely positioned to ensure the quick, on-budget implementation success.

    Join this intense “Ask the Expert” session with one of Impartner Channel Innovation Labs top installation experts to learn best practices on how to streamline deployment of this highly-visible, revenue-generating solution.
  • Sales Legends Series - An Interview with Tom Hopkins
    Sales Legends Series - An Interview with Tom Hopkins Deb Calvert with special guest Tom Hopkins Recorded: Sep 25 2018 45 mins
    Join Deb Calvert as she interviews Tom Hopkins Tom has earned the reputation of being America’s #1 “How-To” Sales Trainer. Over 5 million salespeople, entrepreneurs, and sales managers on 5 continents have benefited from his live training events.

    He perfected his selling skills during his 8-year real estate career in which he received numerous awards. In his last year selling real estate, he sold 365 homes – an average of one per day – something that was unheard of at the time and has rarely been matched.

    Since that time, he has developed and customized his proven-effective selling skills for over 350 companies. He has authored 20 books on the subjects of selling and success. Over 2.9 million copies of those books have been read by sales pros the world over. He is also the 2013 recipient of the Lifetime Achievement Award from the National Academy of Best-Selling Authors. And, he’s been acclaimed as the #1 Sales Guru 2 years in a row by Global Gurus.

    He has dedicated his life to helping sales and marketing professionals improve their communication skills and increase sales revenues.
  • [Live Panel] Tech Stack Secrets from Top IT Teams
    [Live Panel] Tech Stack Secrets from Top IT Teams Dave R Taylor, CMO, Impartner, Lief Koepsel, Fortinet, Armin Moaddel, Marketo, Margaret Back, McAfee & Kevin Sequeira, Splunk Recorded: Sep 25 2018 43 mins
    How do you support your business units?

    How do you decide to make or buy?

    How do you decide whether to use functionality from an existing vendor or bring in a totally new technology provider?

    These are the questions top IT teams are and should be asking. In this webinar you’ll hear from top IT leaders – and one business unit buyer – from today’s most progressive tech companies for insights on how they’ve navigated these questions for their organizations and helped them construct a world-class tech stack that outpaces the competition.

    Join Dave R Taylor, Chief Marketing Officer at Impartner for this live streamed panel during Dreamforce 2018 in San Francisco.

    Panelists:
    Lief Koepsel, Senior Director, Channel - North America, Fortinet
    Armin Moaddel, Senior Partner Operations Manager, Marketo
    Margaret Back, Business Process Architect, McAfee
    Kevin Sequeira, Senior Director, Sales Technologies, Splunk
  • Calm Operational Chaos and See Cloud More Clearly in Your Contact Center
    Calm Operational Chaos and See Cloud More Clearly in Your Contact Center Greg Cummings and Wade Myers Recorded: Sep 25 2018 56 mins
    Join us for an interactive discussion where you can ask key questions and take away practical recommendations for calming the chaos in your contact center.

    Every modern contact center seems to struggle with common challenges including:

    *Applying interaction data to improve customer experience and retention
    *The quarterly "wrangling" of operational costs
    *Maintaining quality performance standards across decentralized teams

    Keeping all these "balls" in the air makes it hard to think strategically about how to generate greater efficiency and value. Don't miss this conversation as we work to minimize the chaos so you can see the overall picture more clearly.

    Greg Cummings - Greg has 20 years of industry experience in consulting, operations, and contact centers -- helping to drive process improvement through an outcomes based methodology. He is currently Manager Global Channels with NICE inContact.

    Wade Myers - Wade has 10 years of experience in voice and data recording solutions for a wide variety of industries focused on solutions high in quality, ease of use, and customer satisfaction.
  • More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities
    More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities Caryn Kopp, Chief Door Opener Recorded: Sep 25 2018 46 mins
    Leaders! Join Chief Door Opener, Caryn Kopp when she shares the secret sauce for landing meetings with larger prospects. You’ll learn:
    •Which prospects are exactly right for you
    •How to create the sales message that piques interest and gets you in
    •The tactics that Door Openers® use to get meetings others can’t
  • Selling from the Heart
    Selling from the Heart Deb Calvert with special guest Larry Levine Recorded: Sep 25 2018 44 mins
    Sales has changed in the last 30 years. Gone are the days of manipulative and pushy sales people who rely on charm to get sales. Selling from the Heart is the new economy, where relationships matter and old-school techniques just don’t work anymore.

    In this 45 minute webinar, we’ll discuss how to not only be yourself, but be your best self and succeed!

    Selling From The Heart is about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better. It is not about blame but self-examination.

    You will learn….

    1.Why your value proposition is critical to opening up an effective business conversation.
    2.Why self-reflection is an important daily activity
    3.Why the best version of you is critical to your sales success
    4.Why understanding your value is a huge step in your sales success
    5.Why leading with heart will catapult you to success
  • How to Nail a Quarterly Business Review
    How to Nail a Quarterly Business Review Cynthia Spraggs Recorded: Sep 25 2018 10 mins
    Want to prove how valuable your team or your project is? Need to secure buy-in from stakeholders or cross functional teams? Quarterly Business Reviews are one way to ensure that you rise above the crowd. Sales Beacon's CEO will share how we create visually dynamic communications based on thousands of QBRs we’ve produced for some of the world’s largest companies.