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Sales

  • B2B Marketing that Sales Teams Love
    B2B Marketing that Sales Teams Love
    Merinda Peppard, B2B Marketing Director EMEA Recorded: Jan 17 2019 50 mins
    B2B marketers are continuously facing challenges with today’s marketing landscape. According to Econsultancy, marketers on average are using 21 or more digital marketing products. Without one source of truth, B2B marketers are unable to provide personalised interactions, leverage artificial intelligence, and gain actionable insights needed for sales teams to close more deals. However, with the right solution in place, marketing and sales can align to focus on the same goals and drive more revenue for their business.

    Join us as we share tips and best practices for finding more leads, closing more deals, and maximising marketing ROI by connecting sales and marketing to grow your business faster.

    Learn how to:

    Find and nurture more leads with smart digital advertising and powerful marketing automation.
    Close more deals by aligning sales and marketing
    Maximise ROI with intelligent campaign insights
  • Best Practices to Solve Sales Pipeline Problems
    Best Practices to Solve Sales Pipeline Problems
    Carole Mahoney, The Sales Coach Expert Recorded: Jan 16 2019 30 mins
    Despite the amount of money and time spent on sales technology and training, barely half of salespeople make quota.

    How can you ensure that 2019 doesn’t become another such statistic for your company growth?

    What can you do to have more predictable revenue?

    In this 30 minute talk, executives, sales managers, and small business owners will discover:

    1.A process and techniques that hold sales managers and salespeople accountable to ensure pipeline results happen.
    2.Which metrics to track and what actions to take in sales coaching and training for a more predictable pipeline.
    3.The role recruiting and hiring plays in predictable revenue and what criteria to look for in new hires.
  • How to Turn Accurate Forecasting into Faster Sales Success
    How to Turn Accurate Forecasting into Faster Sales Success
    Tim Ohai, The Solving Sales Problems Expert Recorded: Jan 16 2019 40 mins
    Do you struggle with creating accurate sales forecasts? Are deals bogging down in the pipeline? Attend this session to learn how to both create accurate forecasts and generate deal velocity.

    You will learn:

    1.The most important factor in creating an accurate sales forecast
    2.The method used by some of the top companies in the world
    3.How to diagnose what the forecast is saying – and what to do about it
  • What's Your Weird: Building Culture Through Digital Selling
    What's Your Weird: Building Culture Through Digital Selling
    Phil Gerbyshak, The Digital Sales Expert Recorded: Jan 16 2019 45 mins
    A strong sales culture starts with YOU sales leader. Before anyone works for you, they're checking YOU out on social media. If you're invisible, or worse, if you are out of touch, you'll hire people who will be invisible and out of touch. Social media for sales leaders and sales professionals isn't new - it’s been around since the days of Usenet – we just didn’t call it social media. But it’s never been so public, so easy to use and such a powerful tool to share your personal brand and attract sales professionals that embody your culture. Learn how to better understand and embrace social media, and how can you use it to shed your cloak of invisibility and help manage your team, your career, and your professional image.

    You will learn:

    1.How to brand yourself boldly and show off your personal “weirdness” or what makes you different from every other sales leader.
    2.How create personal connections and strong relationships with your ideal sales professional.
    3.How to use a few simple apps to help you show off your weird while also positioning you as the sales manager of choice
  • How to Sell at “C” Level
    How to Sell at “C” Level
    Steve Hall, The “C” Level Sales Expert Recorded: Jan 15 2019 45 mins
    One of the biggest things that impacts sales productivity is insufficient access to senior decision makers – the C Suite – and one of the key things I get asked when I’m coaching my clients to help with their sales development is “how do we get access to people at “C” Level?”
    There’s little benefit in having a pipeline filled with deals where you’re engaged with people too low in the food chain but that’s what a lot of standard prospecting creates – meetings with people who may influence the decision but don’t who sign off on it.
    One of the best ways to impact sales acceleration is to start at the top – at executive or “C” level – and retain access while also working at lower levels in the organization.
    Knowing which organizations to approach and which people in those organizations to target is aided by effective sales and marketing alignment.
    This talk covers which organizations to target, which senior executives to target, what they care about, how to reach them, how to create a message that will compel them to talk to you, what to do when you get that critical first meeting and how to follow up.


    You will learn:

    1.Why you should sell to “C” Level
    2.What “C” Level executives do and don’t care about
    3.Who to approach and how to approach them
    4.How to prepare for, conduct & follow up an initial meeting
  • Creating A Culture For Sales Success: 3 Simple But Powerful Strategies For Sales
    Creating A Culture For Sales Success: 3 Simple But Powerful Strategies For Sales
    Meredith Messenger, The Small Business Revenue Growth Expert Recorded: Jan 15 2019 43 mins
    Successful modern selling requires fundamental changes in how we organize, measure and manage our sales teams. This requires leaders to rethink seller-focused, traditional and sometimes outdated structures and tactics in order to align how their organization sells with how their clients actually want to buy.

    In this jam-packed session learn how:

    oStrategic changes to your organization and structure that can foster a high-performing sales culture

    oFocusing on scientific and metrics, based on outcomes can fuel your growth

    oKey changes to your compensation plans that can drive culture improvements and revenue

    oTo empower sales managers to build your culture, talent pool and revenue
  • Building a Value-Creating Sales Culture
    Building a Value-Creating Sales Culture
    Bob Apollo, The B2B Value Selling Expert Recorded: Jan 15 2019 43 mins
    High-performance sales organizations are able to consistently create unique and tangible value for every customer. Establishing a value-creating sales culture requires that we focus as much on establishing the full value of our customer’s problems and opportunities as we do on promoting the distinctive value of our proposed solution.
    You will learn:
    1.How to identify and target the organizations that are likely to recognize the greatest need for your solutions
    2.How to systematically uncover establish the full value of your customers problems and opportunities – and how to establish their associated “cost of inaction”
    3.How to equip your entire sales organization to establish a uniquely tailored value story for every qualified sales opportunity
    4. How to ensure that every sales proposal fully and accurately reflects your unique value to their organization, each key function, and every significant stakeholder
  • Pitch Perfect Series: Selling to Legal Ops
    Pitch Perfect Series: Selling to Legal Ops
    Jill Konrath Author and Sales Speaker & Dan Huppert Director of Legal Ops | Synchronoss Recorded: Jan 10 2019 27 mins
    DiscoverOrg partnered with best-selling sales author Jill Konrath to interview Dana Huppert, Legal Operations Director for Synchronoss Technologies, to get an insider’s look at the goals and pain points of this powerful, behind-the-scenes buyer persona.
  • 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: Jan 10 2019 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
  • Sell More & Faster: B2B Sales Acceleration Techniques you can use right now!
    Sell More & Faster: B2B Sales Acceleration Techniques you can use right now!
    Peter Strohkorb Recorded: Jan 9 2019 49 mins
    This webinar is ideal for B2B Business Owners, Salespeople and Sales Leaders who want to quickly fill their sales pipeline and accelerate their sales results with field-proven techniques.

    Secure your attendance now!
  • How a Mobile App Enhances Your Contact Center Strategy
    How a Mobile App Enhances Your Contact Center Strategy
    Brandon Rowe, Sr Manager - Product Marketing - WFO; and Daryl Gonos, Principal - WFM Sales and Marketing Recorded: Jan 9 2019 52 mins
    Intraday management is one of the highest priorities and most demanding tasks for contact center managers. Mobile self-service provides supervisors with the tools needed to quickly adapt to unexpected changes, manage all aspects of schedules, and better communicate with their agents.

    During this webinar we will discuss how to use the mobile app from a managerial and agent point of view, and show how agents can view/change schedules, manage preferences, receive push notifications, shift trade, and more.
  • Pitch Perfect Series: Selling to HR
    Pitch Perfect Series: Selling to HR
    Jill Konrath Author and Sales Speaker & David Kingsley SVP & Chief People Officer | Vlocity Recorded: Jan 9 2019 26 mins
    Sales leader Jill Konrath has some pointed questions about the buying process for HR leaders, so she interviewed L. David Kingsley, Chief People Officer at Vlocity (formerly Head of Global People & Places at MuleSoft, and Head of Global Strategy at Salesforce).
  • CRM for Soak.com
    CRM for Soak.com
    Ilyash Dedat, Director of Customer Services Recorded: Jan 9 2019 7 mins
    See how Workbooks have helped Soak manage their customer enquiries process.
  • Pitch Perfect Series: Selling to Marketers
    Pitch Perfect Series: Selling to Marketers
    Jill Konrath Author and Sales Speaker & Heidi Bullock Chief Marketing Officer | Engagio Recorded: Jan 8 2019 28 mins
    How do today’s marketing leaders evaluation and make purchase decisions? Sales leader Jill Konrath has some tough questions for CMOs, so she interviewed Heidi Bullock, Chief Marketing Officer at Engage.io.
  • Get Optimal Results from Time Spent at Conferences: Next-Level Strategies
    Get Optimal Results from Time Spent at Conferences: Next-Level Strategies
    Caryn Kopp, Chief Door Opener Recorded: Jan 4 2019 48 mins
    You only get one shot at a first conversation with new prospects and influencers. Join Caryn Kopp, Chief Door Opener, as she shares:

    •What to do ahead of and after the conference (that most don’t do) which makes a lasting impact
    •Important next-level strategies for gaining relationship momentum with new people you’ll meet at the conference
    •The methodology for creative strategic alliances and centers of influence

    Remember, “The Best Connections Win!” so join us for this webinar.
  • How to Use Email in Prospecting, Add Value, and NOT Be Annoying
    How to Use Email in Prospecting, Add Value, and NOT Be Annoying
    Art Sobczak, President, Business By Phone Inc. Recorded: Dec 27 2018 46 mins
    This interactive discussion will cover:

    - Email prospecting mistakes to avoid
    - What TO send to create curiosity
    - What to say on the follow-up call to get in, and engage the prospect
  • Create. Dominate. Generate: Get Maximum ROI on Your Next Trade Show
    Create. Dominate. Generate: Get Maximum ROI on Your Next Trade Show
    Alice Heiman, CRO Recorded: Dec 20 2018 46 mins
    What if you got just one more deal from your next trade show?

    Discover some simple ways you can maximize your ROI.
    Analyze past results to make decisions about future shows
    Build a plan for the lead generation activities you will do before, during and after the show
    Stand out and be memorable to get qualified leads
    Turn those qualified leads into deals to generate revenue
  • How to Boost your 2019 Sales Pipeline with LinkedIn Lead Generation
    How to Boost your 2019 Sales Pipeline with LinkedIn Lead Generation
    Rod Sloane Recorded: Dec 20 2018 36 mins
    This webinar will show you how to create and write a 2019 Lead Generation Plan that will generate more conversations that lead to sales opportunities. Great for SaaS companies
  • How to Make Your Business a Customer Magnet
    How to Make Your Business a Customer Magnet
    Peter Strohkorb Recorded: Dec 19 2018 59 mins
    If you are a B2B business owner or run a B2B business and want sustainable sales growth then this is a must-see webinar for you!

    Peter Strohkorb, international expert on customer centricity in sales and marketing (smarketing) outlines the ten customer touch points that will make or break your business.
  • Prospecting Secrets – How to Find the Right Person, Right Now
    Prospecting Secrets – How to Find the Right Person, Right Now
    Sam Richter Recorded: Dec 19 2018 39 mins
    Keeping your pipeline filled with quality leads is the key to sales success. Yet how do you find the right prospects? In this webinar, you will learn online search secrets for finding decision makers who are ready to buy, and how to connect in ways that generate a positive response.
  • Disruptive Technologies: A Quarterly Update
    Disruptive Technologies: A Quarterly Update
    Johna Till Johnson, CEO & Founder, Nemertes Research Recorded: Dec 19 2018 30 mins
    Quantum computing. Quantum cryptography. What are they?

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

    Join Nemertes' CEO and resident futurist Johna Till Johnson for a quarterly update on these disruptive technologies.
  • Transforming Your Discovery, Engagement and Talent Acquisition Strategies
    Transforming Your Discovery, Engagement and Talent Acquisition Strategies
    Steve Bryerton VP of Sales | DiscoverOrg & Maurice Fuller Founder | StaffingTec Recorded: Dec 18 2018 26 mins
    DiscoverOrg, the leading B2B intelligence provider, is transforming the way organizations discover, engage and acquire target buyers and hires by significantly expanding the number and type of data points delivered through its platform. New data points include visual parent-subsidiary relationships; mobile numbers and personal email addresses; in-depth work and education profiles; and investor and funding insights.

    Attend this free webinar to learn more about DiscoverOrg’s powerful search capabilities. By the end of the webinar, you'll know how to:
    +Hone in on best-fit prospects and talent across 100+ data points using any channel integrated directly into your workflow.
    +Build a plan for how to break into new divisions and departments with in existing customers.
  • The 5 Planks of Door Opening Success
    The 5 Planks of Door Opening Success
    Caryn Kopp, Chief Door Opener Recorded: Dec 12 2018 38 mins
    The first step in closing a sale is the initial meeting. Do you want more of those? Learn:

    -What motivates the right decision makers
    -How to find the ideal prospects
    -The secret to creating compelling messaging
    -Objection responses which work
    -Secrets to hiring the right hunter
    -Techniques for creating urgency
  • How To Slay Email Verification: The Silent Inbox Killer
    How To Slay Email Verification: The Silent Inbox Killer
    Brad Owen CEO | Neverbounce Recorded: Dec 12 2018 12 mins
    Your email deliverability is lower than you think. 90% email deliverability with a 10% bounce rate does not equal 90% deliverability. Watch the CEO, Brad Owen of Neverbounce walk through different email responses, demonstrate how to calculate the REAL bounce rate - and how to find a level you and your Marketing Automation System - can live with.
  • CRM for Accountancy - Why you accountancy practice need CRM
    CRM for Accountancy - Why you accountancy practice need CRM
    Colin Abercrombie, Partner, French Duncan Recorded: Dec 11 2018 49 mins
    In this webinar Colin Abercrombie, a partner at the Glasgow accountancy firm French Duncan discusses the (mis) understanding of CRM and how their journey with CCH CRM powered by Workbooks has helped the firm focus on the bigger picture:

    A single client view
    - Prospect and cross-sell effectively
    - Identify new service opportunities
    - Eliminate time spillage
    - Assure engagement compliance
  • Sales Management: Fireside Chat - Hit the Road Running
    Sales Management: Fireside Chat - Hit the Road Running
    Steve Rosen, The Sales Leadership Expert w/special guest, Krista Moore Jan 17 2019 5:00 pm UTC 48 mins
    Join sales management expert Steven Rosen and his guest sales leadership expert Krista Moore for an exciting “Fireside Chat.” In this episode, they will share their insights on what sales managers need to do to ensure that they are in the best position to hit the road running and 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 all the right things to set the year up for success? Steven and Krista share their best practices to ensure that you are on track to have a great year.

    You will learn:

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

    You will learn how to:

    1.Measure where you are in relation to your competition.
    2.Achieve lasting competitive differentiation
    3.Increase the financial and brand-equity value of your company.
    4.Become a leader in your existing value category or catapult to the next category
  • Using Technology to Power Relationships in Today's Changing World
    Using Technology to Power Relationships in Today's Changing World
    Ben Roles Jan 22 2019 10:00 am UTC 60 mins
    Today’s companies are feeling pressure like never before. Global shifts in social demographics play out against a backdrop of rapid urbanisation and digital revolution. How do firms engage with companies operating in new economic centres? What does service as a commodity actually look like?

    This webinar will explore how these global trends impact all professional service organisations, and asks how can technology enable firms to maintain the upper hand?
    Specifically, the importance of relationships will be highlighted, and the question asked if technology will become the driving force behind this most human of enterprises.

    Join this webinar to keep up-to-date on the trends likely to make an impact on your business.
  • 7 Factors that Get in the Way of Achieving Your Sales Goals 
    7 Factors that Get in the Way of Achieving Your Sales Goals 
    Lisa Leitch, The Sales Evolution Expert Jan 24 2019 4:00 pm UTC 45 mins
    In this everchanging competitive sales world, you’ll learn why buyers, price conversations and even your boss inhibits your ability to achieve bigger goals.
    Join us by registering for this online interactive webinar presented by Sales Experts Channel and hosted by Lisa Leitch, President, Sales Strategist, Trainer & Coach at Teneo Results, where you'll learn:

    You will learn:

    Why we resist change to achieve bigger goals 
    7 factors that inhibit success to achieving your sales goals, including your boss!
    The secret ingredient to slam dunking your goals in 2019 and 2022
  • Landing Huge Accounts: Why War Room Strategy Works
    Landing Huge Accounts: Why War Room Strategy Works
    Lisa Magnuson, The Landing 7-Figure Deals Expert Jan 24 2019 5:00 pm UTC 45 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?
  • In Sales, You'll Earn More If You Learn More
    In Sales, You'll Earn More If You Learn More
    Deb Calvert w/special guest, Jonathan Farrington, CEO of Top Sales World Jan 28 2019 5:00 pm UTC 45 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. 
  • ISM Webinar: Could personalised technology give you that extra 10%?
    ISM Webinar: Could personalised technology give you that extra 10%?
    Iain Sinnott – Sales and Marketing director – VanillaIP Jan 29 2019 11:00 am UTC 30 mins
    Key Takeaways:

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

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

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

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

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

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

    Reasons to Attend:

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

    Technology is constantly reinventing and improving, and the world is being constantly reinvented around it.
  • How to Manage Sales AND Lead People
    How to Manage Sales AND Lead People
    Deb Calvert, Coach and Trainer for Sales Managers Jan 29 2019 4:00 pm UTC 60 mins
    The most effective Sales Managers understand that managing sales is only part of the job. To succeed long term and build the business, you can't ignore the other part of your job -- leading people. Join me to learn how you can out-perform your peers, delight your customers, and support your team members in ways that really matter.
  • One Dashboard to Rule Them All: The Business Impact
    One Dashboard to Rule Them All: The Business Impact
    Greg Strickland, COO at Periscope Data Jan 29 2019 7:00 pm UTC 60 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
  • How to boost lead generation with employee advocacy
    How to boost lead generation with employee advocacy
    Bruno Bin, Head of Marketing at Smarp Jan 30 2019 3:00 pm UTC 45 mins
    Companies spend lots of time, money and resources creating great content. The problem is this content often doesn't get the attention it deserves.

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

    Watch this webinar to learn how you can leverage employee advocacy and the power of networks to give your content the attention it deserves with increased reach, trust and content marketing ROI.
  • Gain Relevant Sales Knowledge about Very Large Account Prospect
    Gain Relevant Sales Knowledge about Very Large Account Prospect
    Barbara Weaver Smith, The Large Account Sales Expert Jan 30 2019 4:00 pm UTC 45 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?
  • Jeffrey Gitomer’s Sales Manifesto
    Jeffrey Gitomer’s Sales Manifesto
    Deb Calvert w/special guest, Jeffrey Gitomer, The King of Sales Feb 4 2019 4:00 pm UTC 45 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.
  • Sales in a New York Minute
    Sales in a New York Minute
    Deb Calvert w/special guest, Jennifer Gluckow, author of Sales in a New York Minute Feb 4 2019 9:00 pm UTC 45 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.
  • ISM Webinar: How to Write an Effective Sales Email
    ISM Webinar: How to Write an Effective Sales Email
    ISM Fellow - Phil Dickenson Feb 5 2019 11:00 am UTC 30 mins
    Key Takeaways:

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


    Reasons to Attend:

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

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

    Face to face is important. Social media is important. Email is the most common form of communication in business and if you don't get it right, you will lose out.
  • Increase Quota Attainment with a Buyer-Oriented Selling System
    Increase Quota Attainment with a Buyer-Oriented Selling System
    Mike Kunkle, The Sales Transformation Expert Feb 5 2019 7:00 pm UTC 45 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
  • UNDERSTANDING WHY MOST MARKETING LEADS FAIL TO HELP SALES
    UNDERSTANDING WHY MOST MARKETING LEADS FAIL TO HELP SALES
    Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb Consulting Feb 6 2019 10:00 pm UTC 45 mins
    Why is it that most marketing leads fail to help sales generate revenue and retire quota?
    Marketing leads & appointments that are more a source of frustration than a source of revenue.

    Join industry leaders to weigh into this highly contested area that affects revenue growth in what will likely be a heated exchange of insights focusing on determining why marketing lead’s fail to help sales.
  • Aligning Sales & Marketing: How Salesforce Uses Pardot
    Aligning Sales & Marketing: How Salesforce Uses Pardot
    Daniel Yamoah, Pardot Specialist. Denis Hoogweg, Pardot Solution Engineer Feb 7 2019 3:00 pm UTC 45 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
  • ISM Webinar: 5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding
    ISM Webinar: 5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding
    Sarah Hughes ,”The LinkedIn Lead Generation Expert” and Founder of Boost Business Growth Feb 12 2019 2:00 pm UTC 45 mins
    Reasons to Attend:

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

    Here are a further 3 valid reasons to attend:

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

    Key Takeaways

    •2 phrases in your sales team LinkedIn profiles that kill prospect conversations stone dead
    •1 action that alerts you to new prospects, even without a fresh database of leads
    •2 approaches to credibly grow your audience of prospects and referrers
    •1 Power Play that attracts, rather than repels, your prospects.
  • Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates
    Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates
    Christopher Ryan, The B2B Revenue Growth Expert w/special guest Mladen Kresic Feb 13 2019 6:00 pm UTC 45 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:

    Factor in the decision process.
    Stop excessive and unnecessary reorganizations.
    Sell solutions that impact business.
    Manage internal expectations.
    Don’t overcomplicate it.
    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 million 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.
  • Sales Managers: How to Set Expectations to Motivate Sellers
    Sales Managers: How to Set Expectations to Motivate Sellers
    Deb Calvert, Sales Coach - Trainer - Speaker - Researcher Feb 20 2019 4:00 pm UTC 60 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.
  • Part 1: What Management Needs to Know About Successfully Selling to the Top
    Part 1: What Management Needs to Know About Successfully Selling to the Top
    Caryn Kopp, The Chief Door Opener Expert w/special guest, Kent Gregoire Feb 20 2019 6:00 pm UTC 45 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)
    •Tough competition
    •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.
  • ISM Webinar: Social Selling In The Real World
    ISM Webinar: Social Selling In The Real World
    ISM Fellow - Ian Moyse Feb 21 2019 11:00 am UTC 30 mins
    Key Takeaways:

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

    Reasons to attend

    Social Selling is the new sales skill in your toolbag to help you open doors, build your own reputation & have stronger engagement with prospects. Ian Moyse, is a respected authority on Sales Leadership and the new methodology of Social Selling, sitting as a non-exec on Digital Leadership Execs, a leading Social Selling firm. He has spoken widely on Social Selling. Ian is a judge on many Sales Awards and has interviewed hundreds of Salespeople and can share in today’s market a valuable skill that can help set you apart
  • Driving Quality Assurance:  Clients buy outcomes and results!
    Driving Quality Assurance: Clients buy outcomes and results!
    Roger Lee, Director Customer Success, Gridspace Feb 21 2019 7:00 pm UTC 60 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.
  • The Five Keys to Effectively Plan for Every Sales Call
    The Five Keys to Effectively Plan for Every Sales Call
    Lisa Magnuson, The Landing 7-Figure Deals Expert Feb 26 2019 5:00 pm UTC 45 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?
  • How Meaningful Shopper Relationships Power Retail Success
    How Meaningful Shopper Relationships Power Retail Success
    Jamie Merrick, Director of Industry Strategies & Insights. Guy Elliott, SVP& Industry Lead for Retail EMEA & APAC Mar 5 2019 3:00 pm UTC 55 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.