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Sales

  • Marginal Gains to Improve Outcomes as a Sales Leader
    Marginal Gains to Improve Outcomes as a Sales Leader
    ISM Fellow: Ian Moyse Recorded: Apr 25 2019 30 mins
    Key Takeaways:

    •Key metrics to address to transform a sales team
    •What the board wants to see
    •How to make a positive personal impact


    Reasons to attend:

    In today’s selling world, Sales Leaders often hit roadblocks, start new roles and need to make an impact and find it harder and harder to make their mark. Ian Moyse has achieved success in firms running large multi-national teams, smaller startup’s needing to ramp and in joining companies needing sales fixing or acceleration and speaks often on fundamental approaches to driving sales growth and performance. If you take one new idea or focus away, it is with your 30 mins to attend this webinar.
  • Make Support Personal: Inject Relevance Into Every Interaction
    Make Support Personal: Inject Relevance Into Every Interaction
    John Ragsdale, Distinguished Research VP, Service Technology at TSIA & Jennifer MacIntosh, VP Customer Experience at Coveo Recorded: Apr 24 2019 32 mins
    As your business scales, manually tracking, updating, and surfacing the right knowledge to your customers in a personalized, relevant manner quickly becomes unmanageable. This can lead to inconsistent and unreliable experiences for your customers and places unnecessary burdens on your support staff. Smarter, automated, and more scalable user experiences are necessary to get ahead.

    Join TSIA and Coveo for this 45-minute, prescriptive webinar that will reveal how to inject relevance into your support experiences at every customer interaction. We’ll demonstrate how companies are using AI-powered search and insights to leverage the intent and information behind every touch point of the customer journey to drive contextual, personalized, proactive experiences that result in:

    -Improved self-service success and case deflection.
    -Coherent and unified interactions across all support channels.
    -Better content strategy and user experience decisions based on data.

    You’ll also get a peek at the AI-powered support strategies that pacesetter companies like Salesforce, VMware, and Informatica are using to achieve relevance at every touchpoint.
  • Sales Management - Fireside Chat: Coaching Tips and Hacks to Crush Your Sales
    Sales Management - Fireside Chat: Coaching Tips and Hacks to Crush Your Sales
    Steven Rosen and Keenan Recorded: Apr 24 2019 44 mins
    You will learn:

    1. The Goal of Coaching
    2. How to Effectively Coach Your Team
    3. Top Coach Tips and Hacks
  • Design a Customer Experience Transformation
    Design a Customer Experience Transformation
    Kevin Neher, Partner at McKinsey & Company Recorded: Apr 23 2019 60 mins
    Customer experience is a key part of corporate strategy, but why are so many major transformation efforts frequently failing?

    -Find out common mistakes companies make when attempting to transform their business to meet new customer demands
    - Learn critical elements needed for successful CX transformations, including how to create a clear vision and road map, engage change agents, and determine sequencing.
  • Automating the Contracting Process: How Arm Closes More Deals Faster
    Automating the Contracting Process: How Arm Closes More Deals Faster
    Graeme Coyne, Account Executive, DocuSign Recorded: Apr 23 2019 35 mins
    Legacy sales motions are slow and inefficient, allowing crucial deals to slip and reducing the amount of revenue that can be realised.

    This was the case for Arm Holdings, a leading provider of software design, which needed to evolve to keep up with an increasing volume of customers and contracts come quarter-end.

    In this live webinar, Delivery Director James French will demonstrate how he automated Arm’s selling cycle with a modern System of Agreement. Learn how, as a result, Arm:

    •Prepares contracts in ServiceNow to populate documents and updates records automatically
    •Signs the contracts 8x faster with DocuSign
    •Manages contract data with Seal Software
  • Part 1: Personal Development Essentials - How to Set Quality Goals
    Part 1: Personal Development Essentials - How to Set Quality Goals
    ISM Leader: Ruta Misiunaite Recorded: Apr 23 2019 24 mins
    Reasons to Attend:

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

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

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

    Key Takeaways
    ●Tips & tricks that will help uncover what truly motivates you to get up in the morning
    ●Simple tools to help write a quality goal that makes you feel excited about realising your full potential
    ●Easy to implement techniques to ensure you stick to your goals throughout the whole year
  • The 3 Keys to Digital Transformation with Master Lock and Oracle
    The 3 Keys to Digital Transformation with Master Lock and Oracle
    Oracle, The Master Lock Company, and Apex IT Recorded: Apr 18 2019 63 mins
    At Master Lock, inconsistent manual processes, non-integrated systems, and lack of mobile collaboration made it challenging for sales teams to meet their customer demands on a timely basis.

    Join us to learn how with a vision to transform the customer experience, Master Lock replaced Salesforce and leveraged Oracle Customer Experience (CX) technology to automate, optimize, and integrate every touch point. Today the alignment across marketing, service, and sales has resulted in increased efficiencies, productivity, customer satisfaction, innovation, and revenue.

    Join us and you will learn:

    - The challenges Master Lock faced with multiple CRM systems and manual processes
    - Why Master Lock replaced Salesforce with an end-to-end Oracle CX solution
    - Cloud implementation and integration best practices with Apex IT
    - The 3 keys to a complete digital transformation

    Presenters:

    Presenter:
    Dat Haller, Global VP CX Sales, at Oracle
    Kelly Boelema, Principal Sales Consultant, at Oracle
    Waylen Pape, Director of Sales, at The Master Lock Company
    Bryan Hinz, VP Sales, at Apex IT
  • The Modern Seller is Social: Elevating Relationships for Sales Results
    The Modern Seller is Social: Elevating Relationships for Sales Results
    Amy Franko, The Strategic Sales Expert Recorded: Apr 18 2019 43 mins
    In today’s world, we’re hyper-connected, just one or two clicks away from virtually any decision maker or influencer. And so is your competition. How do you rise above the noise? How do you turn connectivity into valuable relationships -- and then into sales results?

    Social capital. While social capital will likely never have a line item on a P&L, modern sellers know that the quality of their relationships directly impacts their sales pipeline and overall sales results. In fact, 85% of Amy Franko’s book of business is directly attributed to her network and the quality of her social capital. In this talk, she’ll share her top frameworks and strategies with you, directly from her Amazon best-seller, The Modern Seller.

    You will learn:

    The key elements of social capital and the types of relationships you need to build
    Two social frameworks that will help you accelerate sales
    Gaining access to centers of influence, knowing what value to provide, and earning more traction with them
    Specific online and offline strategies that will grow your strategic relationships
    As a bonus, you’ll receive the Key Relationships Inventory, to help you evaluate the strength of the key relationship types in your specific customers.
  • Building a Foundation for Transformative Self-Service
    Building a Foundation for Transformative Self-Service
    Mark Floisand, Chief Marketing Officer, Coveo Recorded: Apr 18 2019 35 mins
    Self-service has proven its worth in driving case deflection, lowering overall support costs and personalizing the customer experience. But did you know that strong self-service programs are strongly correlated to business and support revenue growth, employee retention and overall agent morale?

    To truly reap all of the potential benefits of your self-service strategy, companies must go beyond short-term benchmarking and project-by-project “baby steps.” True transformation starts with a solid foundation that can grow across organizational silos and departmental barriers to deliver relevance across your self-service sites.

    Register to listen to this prescriptive session which will outline vital steps that you can undertake to transform your self-service strategy and understand the true value it is having on your business, underscored by examples from pacesetters and new research showing an opportunity for a dramatic re-think of the metrics that self-service can really impact.
  • Building a Sales Structure for Superior Results
    Building a Sales Structure for Superior Results
    Mark Thacker, President, Sales Xceleration Recorded: Apr 17 2019 45 mins
    This webinar will address the top 10 reasons why sales are not increasing as planned and the actions that must be undertaken to create the foundation for dramatic sales growth.
  • Learn How to Build an Exceptional Conversational AI Bot
    Learn How to Build an Exceptional Conversational AI Bot
    Peter Joles, Yelena Kasianova Recorded: Apr 17 2019 46 mins
    Many bots fail to deliver enterprise ready conversational solutions and fall short of understanding inquiries.

    That's where our Conversational AI Platform Teneo is different.

    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 Peter Joles, Presales Consultant at Artificial Solutions as he demos a Teneo built financial bot called "MyBank". See in real-time how Peter adds flows to enhance the chatbots' capabilities.

    -

    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.
  • How to Organize Your Salesforce to Sell and Grow the Largest Accounts
    How to Organize Your Salesforce to Sell and Grow the Largest Accounts
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Apr 17 2019 43 mins
    Program #4 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.

    This program begins a 3-part unit on how structural organization will either enhance or stifle your large account sales success. Making good decisions early will improve your ability to scale as you grow. Large accounts, key accounts, global accounts by their nature require a different type of sales organization than the one that runs your everyday small and midsize accounts. For larger companies, I’ll present ideas on restructuring if that’s what you need.


    You will learn:

    1.How to structure your sales organization to meet your large account sales goals, even when you are small.
    2.What organizational structures are most likely to scale.
    3.Inside, outside, or both sides? How you can decide.
    4.Complications in large account organizing and how to avoid them.
    5.How to include channels in your sales organization.
  • 7 Dumb Things We All Say (especially in customer care) - BPO veteran Greg Alcorn
    7 Dumb Things We All Say (especially in customer care) - BPO veteran Greg Alcorn
    Greg Alcorn, President, GCS Recorded: Apr 16 2019 13 mins
    We invite you to view our discussion with Greg Alcorn, President of GCS, about his new book entitled "7 Dumb Things We All Say: Smart Ways to Improve Every Relationship" which focuses on applying “soft skills”. It’s loaded with personal examples, helpful hints, and common-sense principles. The subjects and principles apply to ALL types of relationships – friends, family, and business.
  • Three Keys to Planning
    Three Keys to Planning
    Jeff Brobst- Seagate, Ron Dimon- Deloitte, Chandana Gopal- IDC, Simon Tucker- Anaplan Recorded: Apr 15 2019 60 mins
    Business planning is a simple idea in concept but in reality, it’s a complex activity woven of data, people, process, and plans. We surveyed 1000+ planning professionals across 45 countries and 18 industries to shed light onto how organizations are accelerating business value through Connected Planning.

    In this webinar, we will discuss the key findings and ask our panel of experts for their predictions on how organizations should plan their way to success in 2019 and beyond.

    In this webinar, our panel will:

    - Share their business planning predictions for 2019
    - Discuss the most intriguing data from the survey
    - Provide tips on turning Connected Planning into a competitive advantage
  • Value Proposition Masterclass:Value Proposition Mechanics for Marketing & Sales
    Value Proposition Masterclass:Value Proposition Mechanics for Marketing & Sales
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Apr 11 2019 45 mins
    How was your last value proposition developed? A brainstorming session? Individual effort? Copying other value props? Does Sales create their own value prop, even though Marketing already has one? In over 30 years of marketing and sales experience, I have discovered there are as many ways of getting to one as there are people trying to create them. Given that most marketers or sellers rarely get training on value proposition development, it can be difficult to establish a consistent and repeatable approach. This session presents a Value Proposition Platform™ approach that is based on the preferences of decision-makers who evaluate them in their buyer journey.

    You will learn:

    1.The inputs necessary to design buyer-focus messaging from the start
    2.How to use internal and external stakeholders to gather buyer language
    3.How to build a Value Proposition hierarchy to cover different segments & audiences
    4.Pulling a Value Prop into Sales Messaging and Conversations
  • Value Proposition Masterclass:  The Anatomy of a Buyer-Focused Value Proposition
    Value Proposition Masterclass: The Anatomy of a Buyer-Focused Value Proposition
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Apr 11 2019 41 mins
    An elevator pitch is often confused with a value proposition. The assumption is that if you have the pitch down, you will be able to drive the right buyer conversation. But if you start with just a short pitch – how do you get to extended messaging for marketing content that drives initial engagement? . In Session 2 of the Value Proposition Masterclass w will tackle the age-old assumption that a value prop has to be “short.” The reality is that expanding from one short sentence into coherent, and consistent marketing messaging across all types of content assets, types and formats is a huge challenge. A pitch should be a distillation of a strong message strategy that is well developed and thought out. The best elevator pitches and tag lines come from a strong foundation – ensuring that message is clear, consistent and buyer

    You will learn:

    1.The components of a complete Value Proposition Platform™
    2.Using a modular approach to value proposition messaging
    3.How to pull through your message into sales conversations
  • Value Proposition Masterclass: Live Value Prop Makeovers - Tips &Tricks
    Value Proposition Masterclass: Live Value Prop Makeovers - Tips &Tricks
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Apr 11 2019 49 mins
    The pressure of deadlines, lead generation goals, and content creation can make refining a value proposition hard to fit in. Sometimes you just need to do a quick makeover to help narrow in on key targets or tweak to increase engagement. We will kick off Session 1 of the Value Proposition Masterclass by focusing on some tips and tricks to help you reboot your existing value prop to be more buyer-focused. We will look at some real value props sent in by BrightTalk Sales Expert Channel members and do some “live” makeovers to show you how to move closer to the buyer with language and focus adjustments.

    You will learn:

    1.How to quickly diagnose the health of your value prop
    2.Quickly identify the inputs necessary to design buyer-focus messaging from the start
    3.How to use internal and external stakeholders to gather buyer language
    4.How to avoid “me too” value points
  • How to Implement a Sales Methodology So It Sticks!
    How to Implement a Sales Methodology So It Sticks!
    Mike Kunkle, The Sales Transformation Expert Recorded: Apr 10 2019 47 mins
    Do any of these statements sound familiar?

    - We need our reps to do better discovery! Let’s do a refresher training on that.”
    - Our reps need to shift from a product-focused transactional selling to value-based consultative selling.”
    - Why do we need to train our reps on qualification again? We just did a session at SKO?”

    Getting adoption for a new process or sales methodology is not easy. That’s because changing behavior, especially organizational behavior, is hard work.

    In this webinar on The Sales Experts channel, sales transformation expert Mike Kunkle will:

    - Expose some true stories and painful challenges with sales methodology adoption.
    - Share a logical process that has been proven to improve adoption, foster the behavior change you want to see, and improve sales force performance.
    - As a bonus, Mike will share one of the latest trends in sales methodology that can prepare your sales force to succeed with modern buyers in this buyers’ market.

    Join Mike for this webinar (where your questions are welcomed and expected) and learn how to implement a sales methodology so it sticks and delivers the sales results you want.
  • From Here to There: Intentional Sales Success A Framework for Sales Executives
    From Here to There: Intentional Sales Success A Framework for Sales Executives
    Dionne Mischler, The Inside Sales Team Expert Recorded: Apr 10 2019 46 mins
    During this webinar, we’ll talk about the top five key aspects that must be in place for a team to be intentionally successful. These aspects create the framework for:
    Effective Prospecting
    Graceful Conversations
    Increased Productivity

    This framework leads to more confident sales people closing more deals.
  • Decoding AI: How to Harness AI in Practical Support Scenarios
    Decoding AI: How to Harness AI in Practical Support Scenarios
    Laurent Simoneau, CTO, Coveo Recorded: Apr 10 2019 13 mins
    As support centers embrace the growing shift to self-service, and customer expectations for personalized interactions skyrocket, the ability to deliver relevant support experiences at scale has become business critical. Support leaders must turn to practical applications of AI as part of their self-service and assisted service strategies to achieve more efficient and tailored support delivery— without sacrificing the customer experience.

    In this webinar, we’ll walk through practical, real life examples of how leading support organizations are successfully leveraging AI and machine learning to transform their support operations. Join us for this session to get guidance on:
    -Which areas to focus on when it comes to implementing machine learning (ML) within your support strategy
    -How to assess your support organization’s need for AI based on the current maturity of your support delivery
    -How to evaluate the potential ROI of AI
  • How to Have Powerful Conversations that Influence Others
    How to Have Powerful Conversations that Influence Others
    Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™ Recorded: Apr 10 2019 46 mins
    Getting a customer’s attention and their buy-in to your solution is critical to your success. Yet most salespeople are doing things in the conversation that is taking from that objective. As leaders, salespeople need to create an environment that is safe for their customers and one that motivates them to participate in the RIGHT conversation. Doing this correctly will help you increase your closing ratio and identify new opportunities.

    In this interactive webinar, Ron Karr will provide simple strategies and tactics on how you can get your customer’s attention and buy-in. He will model it for you and explain why it works based on the latest neuroscience findings. You will be amazed at how simple it really is.

    Key Takeaways:

    * Leverage the psychology of influence
    * Remove barriers and build questioning skills that help you start a conversation and engage in ways that help you learn more from others
    * Position your products and services more powerfully
    * Discover the counterintuitive engagement strategy of leading with Outcomes vs. Products/Services
    * Why Velocity Mindset™ is critical to the survival of your business
    * How to achieve bigger results

    Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™
  • Enabling Your Sales Team for High-Performance in 2019: The Critical First Step
    Enabling Your Sales Team for High-Performance in 2019: The Critical First Step
    C. Lee Smith, The Sales Discovery Process Expert Recorded: Apr 10 2019 45 mins
    In sales, as in medicine, prescription before diagnosis is malpractice. Whether the objective is to grow an account -or to grow and develop a salesperson - the discovery stage is critical to your success.

    Enabling a sales team for high performance requires an understanding of the wants, needs, skill gaps and behavioral tendencies for each individual salesperson. Many managers limit their effectiveness by falling back on the activities found in the CRM, but the things that lead to higher performance – attitude, motivation, sales aptitude and (the typically overlooked) soft skills – can also be measured. These analytics often reveal WHY sales representatives aren’t selling more and reaching the next level of sales performance.

    Mastering these metrics, and how to use them, makes it easier for managers to adapt sales coaching, development and reinforcement of sales training for maximum and sustainable impact.


    You will learn:

    1.The 10 things sales managers must know about every sales rep that you won’t find in Salesforce.
    2.How sales team discovery improves the effectiveness of sales training, coaching, motivation and employee engagement.
    3.Which people skills (soft skills) are most important for peak sales performance.
    4.How the discovery process stacks the deck in your favor when hiring and retaining your best performers.
  • Driving Growth from the C-Suite
    Driving Growth from the C-Suite
    Michael Dalis, The Drive-Sales Expert Recorded: Apr 9 2019 48 mins
    As Leadership, you want faster sales acceleration.  You spend a lot on Sales Management and Sales talent, and Sales Enablement, so why aren’t your sales growing at the pace you need?  Your experience may not be in Sales, so what role should you and your Leadership team play in Sales Enablement?

    Michael Dalis — a recognized leader on the subject of B2B selling, a former 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 sales acceleration,
    -avoid the common failure points in sales development initiatives, and
    -pick your spots where strong Leadership and Coaching impact faster sales growth.

    Following this webinar, you will be clear on how you can drive faster Sales Acceleration from the C-Suite by making the right adjustments to your Sales Development investment.

    You will learn:

    1. Why the responsibility for growth cannot be fully delegated
    2. What roles senior executive plays in growth
    3. How to play those roles effectively
  • Get Ahead of your Competitors through Strategic Landmines
    Get Ahead of your Competitors through Strategic Landmines
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Apr 9 2019 45 mins
    Do you want to beat out your competition for your largest opportunities? Do you know how set competitive landmines? Are your competitive block strategies working? Learn how to get ahead of your competitors through strategic landmines.

    You will learn:

    1.What are the competitive trends that you need to know about?
    2.What kind of competitive intel is essential to build your strategy?
    3.The ‘must have’ competitive analysis tools, including a Competitive Strategy Checklist.
    4.How to set competitive blocks to beat your competition more frequently.
  • For Sales Managers: Having Candid Conversations with Sellers
    For Sales Managers: Having Candid Conversations with Sellers
    Deb Calvert, sales researcher, field coach and author Recorded: Apr 9 2019 45 mins
    It's the conversation no one wants to have. But it must be done. How can you deliver a difficult message without demotivating a seller? How can you speak directly and clearly so a seller will make the changes you need?

    We'll talk about the value of candid conversations and how Sales Managers should conduct them to maintain morale and boost sales effectiveness.
  • Customer Journey Management: How to Deliver Truly Connected Service Experiences
    Customer Journey Management: How to Deliver Truly Connected Service Experiences
    Aberdeen & Oracle Apr 25 2019 4:00 pm UTC 42 mins
    This webinar is important for any organization that lacks a holistic view of the customer journey. Watch to learn:

    • The role of journey management in delivering connected service experiences
    • Which emerging technologies service leaders plan to use in 2019 and beyond
    • How best-in-class companies have successfully achieved digitial transformation
    • Real-life success stories from companies delivering truly connected service experiences

    Presenters:

    Omer Minkara, VP & Principal Analyst, Contact Center & Customer Experience Management, Aberdeen and Danette Beal, Senior Product Strategist, Oracle
  • Perspectives on Leadership - An Interview with Lark Will, eBay
    Perspectives on Leadership - An Interview with Lark Will, eBay
    Lark Will, eBay Apr 25 2019 6:00 pm UTC 39 mins
    CCNG's Executive Director - Magnet Program, Lon Hendrickson, interviewed Lark Will of eBay regarding her "Perspectives On Leadership." Watch this interview as Lark shares her insights and experiences relating to omnichannel and how to ensure brand consistency across all channels.
  • Self Motivation – when you don’t feel like it
    Self Motivation – when you don’t feel like it
    Jim Cathcart Apr 26 2019 3:00 pm UTC 47 mins
    The Motivation Expert, Jim Cathcart, author of The Self Motivation Handbook and 17 other books, is one of the top influencers in Sales & Marketing worldwide. He’ll explain how to get people to do what needs to be done even when they don’t feel like it…yet. Jim is the original author of Relationship Selling® and has worked with over 3,000 clients to increase their success
  • Rehumanizing the Sales Process
    Rehumanizing the Sales Process
    Shari Levitin, CEO of Shari Levitin Group Apr 26 2019 4:00 pm UTC 47 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
  • How to do anything better
    How to do anything better
    Tim Hurson Apr 26 2019 5:00 pm UTC 45 mins
    Imagine a team that’s always in fierce competition with its’ rival. It has fewer resources than its’ opponents – less money, fewer players, older equipment, less data. Yet this team has the best record in its’ league – by far. Tim will show you how you can apply the performance principles this team uses to your business and to your life.
  • Are you too nice to close the deal?
    Are you too nice to close the deal?
    Connie Kadansky, Sales Call Reluctance Coach Apr 26 2019 6:00 pm UTC 46 mins
    You cannot depend on relationship-building skills alone to make the sale for you! Relationships are important, but buyers primarily want you to fulfill their needs and solve their problems. Customers do not take action unless they are challenged to take action. Learn how to avoid the amygdala hijack and how to overcome yielder Call Reluctance and close the sale.
  • The Lies Salespeople Believe That Prevent Sales Growth
    The Lies Salespeople Believe That Prevent Sales Growth
    Carole Mahoney Apr 26 2019 7:00 pm UTC 39 mins
    Why do the majority of salespeople struggle to have conversations with buyers that build trust and add value? Learn what science has found are the hidden, but most common, mindsets and beliefs that the majority of salespeople struggle with and discover how they impact sales performance and growth.
  • Becoming a More Confident Coach
    Becoming a More Confident Coach
    Kevin Eikenberry, The Remarkable Leadership Expert Apr 30 2019 7:00 pm UTC 45 mins
    As a leader, you are a coach, yet many leaders don’t coach very well. Before you can apply the coaching tools and models your organization suggest and provides to you, you must have the confidence to use them.  Make no mistake, without the confidence to coach, you will be hesitant and less successful, plus it will be hard to instill confidence in your team members too.Join leadership expert and best-selling author Kevin Eikenberry for this interactive and practical webinar. You will gain insight into the mindset required to coach successfully, and how to build it for yourself.  If you are thinking organizationally, you will leave with ideas to help your organization infuse greater confidence into your coaches.  

    You will learn:

    1. Why confidence is so important for coaches
    2. Five ways to build your confidence as a coach
    3. How to help others become more confident as coaches
    4. How to effectively translate coaching confidence to coaching success
  • Spur Revenue Growth with an Optimized Revenue Model
    Spur Revenue Growth with an Optimized Revenue Model
    Christopher Ryan, The B2B Revenue Growth Expert May 1 2019 5:00 pm UTC 45 mins
    The revenue model is your strategy to earn income and generate profits, while the Go-to-Market (GTM) plan is the specific tactics you use to carry out the strategy. Every business should periodically evaluate its revenue model and GTM plan to ensure they are achieving maximum results in the most efficient and cost-effective way. In this event, you will learn over 20 potential ways to generate revenue and how by either selecting a better model or optimizing your existing strategy, you can achieve sales acceleration and better profit margins. New models will be included as well as proven frameworks like online, channel, direct, telesales, and hybrids.

    We will also discuss when it is better to optimize your existing model and how to do so. You will also learn about how pricing and packaging are two powerful tools that you can deploy to generate more revenue and achieve competitive advantage. Examples of companies that have achieved fast sales acceleration will be shared as well as proven strategies to quickly implement your new or optimized model. The overall goal of this event is to help you generate greater amounts of revenue, faster and more predictably.

    You will learn:

    1.How to diagnose the strength of your existing revenue model.
    2.Best ways to quickly achieve sales acceleration.
    3.How to optimize your pricing and packaging.
    4.Tips to successfully implement your new or revamped model.
    5.Methods to test a new model without disrupting your existing revenue stream.
  • Drive Loyalty and Engagement with Core Customer Experience Competencies
    Drive Loyalty and Engagement with Core Customer Experience Competencies
    Joseph Michelli, Chief Experience Officer, The Michelli Experience May 1 2019 6:00 pm UTC 47 mins
    Join CCNG and best selling author Joseph Michelli as we discuss how to drive loyalty and engagement to achieve an outstanding customer experience.

    Outstanding customer experiences don’t happen by default. They are the result of well-designed products and processes that consistently meet needs, reduce effort, and deliver memorable moments.

    During this interview, Joseph will explain the essential competencies needed to deliver outstanding experiences to every customer, every time – no excuses. He will share context and tools to elevate the experience of your internal and external customers by focusing on and integrating people, process, and technology.
  • Part 2: Personal Development Essentials - How to Create an Effective Plan
    Part 2: Personal Development Essentials - How to Create an Effective Plan
    ISM Leader: Ruta Misiunaite May 2 2019 10:00 am UTC 30 mins
    Reasons to Attend:

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

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

    Key Takeaways
    • Clear understanding of why having a solid plan is so important in successfully achieving your goals
    • Practical advice on how to use reverse engineering to create an effective personal development plan
    • Tips on what to do when you feel that you’re not getting anywhere close to achieving your goals or if your goals are not exciting to you anymore.
  • Connected Commerce: The Secret to Winning Against Digital Disrupters
    Connected Commerce: The Secret to Winning Against Digital Disrupters
    Omer Minkara, Aberdeen, Bob Meixner, Oracle Commerce Cloud May 2 2019 4:00 pm UTC 48 mins
    This webinar highlights:

    • Top reasons why connected commerce must be a priority
    • The role of integrations to operationalize connected commerce
    • Best-in-class building blocks for optimal connected commerce
    • Success stories of ecommerce peers

    Presenters:

    Omer Minkara, VP & Principal Analyst, Contact Center & Customer Experience Management, Aberdeen
    Bob Meixner, Director of Product Strategy, Oracle Commerce Cloud
  • High ROI Social Selling Strategies
    High ROI Social Selling Strategies
    Shane Gibson May 3 2019 3:00 pm UTC 48 mins
    Social selling is becoming a vital source for prospecting, lead generation, client engagement and service. In fact a recent study of over 500 B2B sales professionals found that 72.6% of sales professionals that use social media outperformed their peers that don’t. In this fast paced seminar Shane Gibson will help you and your team to profitably and efficiently integrate social selling into your sales process.
  • 8 Steps to Rolling Out a Powerful Social Selling Program
    8 Steps to Rolling Out a Powerful Social Selling Program
    Brynne Tillman May 3 2019 4:00 pm UTC 36 mins
    Learn the 8 steps that every sales team needs to implement in order to launch a profitable and scalable LinkedIn & Social Selling program.

    1. Define KPIs and Goals
    2. Buyer Mapping
    3. Selecting Tool Stack
    4. Content Strategy
    5. Playbook
    6. Profile Development
    7. Training
    8. Measure and Coach for Improvement
  • How to Unlock Amazing Sales Results by Improving Your Social Evidence
    How to Unlock Amazing Sales Results by Improving Your Social Evidence
    Paul Watts CSP CSL May 3 2019 5:00 pm UTC 27 mins
    Are You Looking for…Higher Quality Leads / Referrals, More Motivated Customers, Increased Deal Velocity or Improved Close Ratios? Then, You should consider how your Social Evidence is working for You or not. This webinar will explore the power of Social Evidence and how to leverage it for your business.
  • Is Your Personal Brand on LinkedIn Costing You Sales?
    Is Your Personal Brand on LinkedIn Costing You Sales?
    Viveka von Rosen May 3 2019 6:00 pm UTC 48 mins
    People who think that LinkedIn isn’t worth their time have probably not experienced the exposure or engagement they need to noticeably build their business. An insubstantial presence on LinkedIn IS costing you credibility and that IS costing you business. This webinar will cover the steps you need to create a powerful brand on LinkedIn.
  • Attract Buyers Like a Magnet with these Sales Strategies
    Attract Buyers Like a Magnet with these Sales Strategies
    Barbara Giamanco, Sales and Social Selling Advisor May 3 2019 7:00 pm UTC 42 mins
    To reach today’s modern buyer, sellers need a mashup of inbound and outbound sales activities. Barb Giamanco will share 7 strategies for using social channels and creative outbound approaches to peak buyer’s interest, attracting them to your salespeople like a magnet. That’s the path to generating more leads and sales conversations!
  • What Sales Can Learn From a Navy Seal
    What Sales Can Learn From a Navy Seal
    Carole Mahoney, The Sales Coach Expert May 6 2019 3:00 pm UTC 25 mins
    Join host Carole Mahoney ask she talks with Stephen Drum, a combat-tested Navy Seal and senior enlisted leader with 26 years of leading and developing high-performance teams to succeed. Together they explore what salespeople, sales managers, and sales leaders can learn from how the Navy Seal prepare, practice, and perform in high stake moments.

    You will learn:

    1. Why preparedness is so important, and why we don’t do it.
    2. What processes can be learned from performance psychology.
    3. How the military reviews, drills, and executes to continuously improve results.
    4. What steps we need to take to better prepare and the one thing we must absolutely do.
    5. The surprising element that every sales professional must remember.
  • Part 3: Personal Development Essentials - How to Find the Time
    Part 3: Personal Development Essentials - How to Find the Time
    ISM Leader: Ruta Misiunaite May 7 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    You have set yourself an exciting goal. You’ve come up with a solid step-by-step plan of how to achieve it. But you just can’t find the time in your busy schedule to work on it? You’re not alone!

    In the final installment of Personal Development Essentials, Ruta will show how she managed to find 100+ hours a year of her time for personal development whilst keeping up with her day to day activities. Make sure you find time for what’s important and sign up to this webinar now!

    Key Takeaways

    • An overview of what’s getting in the way of you achieving your goals
    • Simple mindset tricks to help you achieve your goals quicker and with more ease
    • Practical tips on how to carve out at least 15mins for personal development each day
  • Cut The Excuses - Strategies To Send Sales Through The Roof
    Cut The Excuses - Strategies To Send Sales Through The Roof
    Meridith Elliott Powell, The Connection Expert May 7 2019 2:00 pm UTC 45 mins
    In the world of sales there are no excuses. Complaining and justifying non-performance a waste of time and energy. No one cares. . The only thing that counts is how many deals you close, how many clients you win, how many relationships you deepen. Sales Is about getting results!
    In this webinar we are going to not only show you what is holding you back as a sales professional, but give you the strategies you need to cut through those excuses. We will dive deep into how to more easily and effectively differentiate yourself from the competition, get out of the price war, and make that important connection with clients that has them begging to do business with you.
    Selling today is different – the marketplace, the customers, the competition. Doesn’t it make more sense you would need a new set of strategies. If you are looking for ideas, insights and the secrets to opening more doors and closing more sales then this is the webinar for you. Join business growth strategist, Meridith Elliott Powell, and learn the what it takes in today’s marketplace to send sales through the roof!


    You will learn:

    1. The truth about what is holding you back in sales
    2. Epic ideas for cutting through the excuses
    3. Proven ideas to open more doors and close more sales
    4. A powerful plan of action to send sales through the roof
  • Sales Managers: Look Beyond Tomorrow for Sustained Growth
    Sales Managers: Look Beyond Tomorrow for Sustained Growth
    Deb Calvert, executive coach and trainer May 7 2019 8:00 pm UTC 45 mins
    Short-Term vs. Long-Term.
    Managing Work vs. Leading People.
    Being Reactive vs. Proactive.

    These are tough decisions and challenges that face Sales Managers every day. It's easy to get swept up by the tyranny of the urgent and the revenue pressures at hand.

    But leaders inspire others by focusing on the future and continually building toward something better. And you can, too.

    Join me to move past small-picture thinking and a singular focus on the here-and-now. Become more inspirational and more proactive with the tips and techniques from this presentation.
  • Seven Factors to Score Enterprise Accounts for Opportunities NOW
    Seven Factors to Score Enterprise Accounts for Opportunities NOW
    Lisa Magnuson, The Landing 7-Figure Deals Expert May 8 2019 4:00 pm UTC 45 mins
    Do you know how to score your largest opportunities to determine how to move forward? Is your scoring criteria leading to big wins for your largest enterprise prospects? Are you gathering the right insights about your highest scoring prospects? Learn about the seven factors to score your enterprise accounts for opportunities now.

    You will learn:

    1.Why is scoring your top opportunities critical?
    2.What are the most important account scoring criteria?
    3.How to determine the best insights needed for your highest scoring prospects.
  • 7 Phone Habits to Book More First Meetings
    7 Phone Habits to Book More First Meetings
    Marylou Tyler May 10 2019 3:00 pm UTC 46 mins
    Author Marylou Tyler (Predictable Revenue & Predictable Prospecting) gives you 7 telephone strategies designed to book more first meetings, schedule more appointments with decision makers and turn your phone into a powerful sales tool that makes prospecting into targeted accounts fun, consistent, predictable and successful.
  • The All-New Needs Assessment in the Age of the Customer
    The All-New Needs Assessment in the Age of the Customer
    Deb Calvert May 10 2019 4:00 pm UTC 40 mins
    Our buyer research in the Stop Selling & Start Leading® movement revealed specific behaviors that buyers want to see from sellers. In this webinar, I'll share what this means for needs assessment and how you can shift from old-school diagnostic to buyer-preferred dialogic assessments.
  • Create Snack-Size Presentations that Make Buyers Hungry for More!
    Create Snack-Size Presentations that Make Buyers Hungry for More!
    Julie Hansen, Founder May 10 2019 5:00 pm UTC 21 mins
    Texts…tweets…chat… More people prefer their content in snack-size portions today. Long, linear presentations and demos are a thing of the past. Learn how to create powerful snack-size presentations that engage busy buyers and help drive sales!