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Sales

  • 4 Smart Ways to Find and Win New Clients
    4 Smart Ways to Find and Win New Clients Alen Mayer Recorded: Dec 13 2017 38 mins
    Are you frustrated with your sales results, even though you have put a lot of time, money and effort, your heart and soul into growing your revenue? Looking to grow your sales, quickly and effectively, but also prevent buyer’s remorse and keep your clients loyal?

    This webinar will help you identify new ways (that you can start using right away!) to find, engage, win and keep new clients.

    Here's what you will discover:
    1.FIND: How to find new clients who are in the market today
    2.ENGAGE: How to connect with them instantly and engage into a dialogue
    3.WIN: How to remove any resistance and win new clients
    4.KEEP: How to prevent buyer’s remorse and keep your clients loyal
  • Contact Center Journey - From Here to Where?
    Contact Center Journey - From Here to Where? Frank Tersigni, Chief Customer Officer, Altivon Recorded: Dec 12 2017 60 mins
    Join us for a deep dive into 3 top trends in the contact center. Each trend will be explored on its own and then brought together at the end in a picture of what is actually happening in contact centers today.

    Chatbots seem synonymous with artificial intelligence and are certainly sparking the imagination. We will explore the reach of AI in the contact center, both obvious and subtle.

    OmniChannel success is in the eye of the beholder. From a customer experience perspective, it requires more than channel choices. Learn about the implications for your center.

    Cloud is the favorite child today, but does it make sense for your organization? Learn some of the questions you need to ask to determine your best deployment strategy (cloud, premise, hybrid).
  • Close business faster with Adobe Sign & Microsoft Dynamics
    Close business faster with Adobe Sign & Microsoft Dynamics Tony Bambury, Senior Solutions Consultant (Adobe) Recorded: Dec 12 2017 27 mins
    The reality of today’s sales world is that close rates are declining. It’s become even harder to bring home a sale during the most critical and often tricky quote-to-close process. And businesses that use manual document processes heighten the risk of sales falling through. In the last stage of a sale, you need a connected workflow that helps you get from quote to close in hours or days, not weeks.

    Join us to learn how Adobe Sign & Microsoft Dynamics speeds up sales cycles and reduces frustrating delays in the contract approval process, enabling sales teams to close business faster.

    In this webinar, learn how Adobe Sign & Microsoft Dynamics:
    • Accelerates sales success across the entire sales lifecycle, from prospects to renewals.
    • Delivers winning signing experiences, that close deals faster, reduces risks and increases retention.
    • Simplifies approvals and increases visibility into the contract cycle.
    • Mitigates risk – minimizing costly legal & business risks.
    • Can easily integrate and work for your organisation.
  • The future of Customer Engagement: accelerate transformation - DEC 7, 2:00 pm ET
    The future of Customer Engagement: accelerate transformation - DEC 7, 2:00 pm ET PAUL GREENBERG, Managing Principal of The 56 Group, LLC; Co-presenter: Matt Tharp, Chief Evangelist at bpm’online Recorded: Dec 7 2017 76 mins
    Bpm'online invites you to a free webinar “The future of customer engagement: accelerate transformation” with Paul Greenberg, one of the most influential CRM industry experts, as a guest speaker.

    According to a recent study, 84% of businesses claim that Customer Engagement will overtake productivity as the primary driver of growth.

    Bpm’online has invited Paul Greenberg, one of the most influential CRM industry experts, to share his vision on the future of customer engagement and how intelligent technology will help organizations more effectively fulfill expectations of digital-savvy customers.

    REGISTER FOR THE WEBINAR AND LEARN:

    ●Best practices in building a customer-focused digital organization.
    ●How to align all business processes around your customer to drive customer loyalty.
    ●How understanding customers' needs, expectations, and behaviors helps close the gaps in performance, personalization, and trust.
    ●Future outlook on customer engagement success.
    ●Technologies to enable faster transformation across various business units.

    Featured Guest Speaker: PAUL GREENBERG, Managing Principal of The 56 Group, LLC
    Co-presenter: MATT THARP, Chief Evangelist at bpm’online

    Don't miss out on hearing Paul Greenberg sharing his expertise on how to take Customer Engagement to the next level!
  • Grow Your Business Without 'Selling'
    Grow Your Business Without 'Selling' Diane Helbig, Growth Accelerator Recorded: Dec 5 2017 46 mins
    You can’t sell anyone anything. So, stop trying! After owning some hard truths, we’ll explore 3 key elements of successful sales – ideal client, discovery, open mind. We’ll wrap up with exploring processes for prospecting, sales meetings, and monitoring. Attendees will have a better understanding of how to succeed without selling
  • Implementing ASC 606- The Backlog Disclosure
    Implementing ASC 606- The Backlog Disclosure Tony Sondhi, David Williams Recorded: Dec 5 2017 59 mins
    Please join CallidusCloud on Tuesday, December 5, 2017 at 2:00 PM (EST), for a 60-minute webinar co-hosted by EITF Member Tony Sondhi. Tony Sondhi is an author, instructor, and one of the preeminent experts in the fields of revenue recognition and financial reporting risks. He and David Williams, Sr. Revenue Manager for CallidusCloud, will discuss backlog disclosure requirements and critical issues you need to consider to successfully implement the new revenue standard ASC 606.

    ASC 606 requires substantive new disclosures about performance obligations. Companies must disclose qualitative and quantitative information about the amount of the transaction price allocated to the remaining performance obligations, including when those remaining amounts will be recognized as revenue.

    To help you understand these requirements this webinar will illustrate the requirements using public company disclosures and provide insights into data, documentation, and system needs including:

    * Backlog disclosure requirements – ASC 606
    * Implementation challenges, system needs and key implications of the issues raised in ASC 606.
    * What early adopters and other companies have told us through their SAB 74 disclosures 2016 10K, 1Q, 2Q and 3Q, 2017 SEC filings

    Attendees of this webinar will be eligible for 1 NASBA approved CPE credit at no cost. (Pending minimum requirements met by attendee.)
  • Voice Mail - Deal With It!
    Voice Mail - Deal With It! Tibor Shanto Recorded: Dec 1 2017 40 mins
    Voice mail is a reality of sales, yet few deal with it properly. This session looks at practical proven way to get messages returned, I get 30% - 50% returned in 72 hours. We’ll look at how to use voice mail as a tactical tool for increasing conversion and pipeline opportunities.
  • Understanding Digital Transformation
    Understanding Digital Transformation Tim Gogal, Director US East Digital Engagement, Avaya Recorded: Nov 29 2017 60 mins
    As customer service professionals, we sit in the midst of the most important paradigm shift within the industry today – the Digital Transformation. This shift has brought more focus on and relevance of the business potential of contact centers than ever before. In this session, we’ll take a look at why Digital Transformation matters, what it means, and how organizations are successfully redefining their contact centers for extended reach and impact. No longer can we hide behind old technological limitations that may have prevented responsive, personal interactions. Today customers are demanding great experiences and are driving change. Either we give them the TLC they are looking for…. or our competitors do it for us.
  • Sales Operations' Impact on Sales Talent Management
    Sales Operations' Impact on Sales Talent Management Franco Anzini, Sr. Director of Sales Operations, Xactly; Marcus Latour, Director of Sales Enablement, DocuSign Recorded: Nov 28 2017 55 mins
    Smart sales organizations capitalize on every available opportunities to improve sales talent management. One often under recognized contributor is sales operations. Sales ops departments contribute mightily to salesperson effectiveness, job satisfaction, and sense of engagement.

    Watch this webinar, "Sales Operations' Impact on Sales Talent Management," to learn how sales ops can help maintain and retain top sales talent in an organization through better training, coaching, and processes. You will also hear how DocuSign helps internal sales teams onboard faster.
  • Sales & Marketing: Working Together to Understand Buyers
    Sales & Marketing: Working Together to Understand Buyers Donny Kemick, Derek Wyszynski, Nancy Bleeke. Moderator: Matt Heinz Recorded: Nov 16 2017 33 mins
    In order to truly understand and control the buyer's journey, sales and marketing teams must align their strategies.

    Join this panel discussion to learn why integrating your sales and marketing strategies will help you win new customers. Matt Heinz President of Heinz Marketing will moderate with guests Donny Kemick, CEO of protocol 80, Derek Wyszynski, Cheif Sales Hacker at ZynBit and Nancy Bleeke, President of Sales Pro Insider.

    Join us live to post your questions for the panel discussion and to hear from 4 points of view on everything related to sales and marketing alignment.
  • Personalizing a Value Proposition for a Key Executive
    Personalizing a Value Proposition for a Key Executive Lisa Dennis, President, Knowledgence Associates Recorded: Nov 15 2017 39 mins
    A one-size-fits all value proposition fits no one. Learn how to take your value proposition and tailor it from the buyer’s point-of-view. With multiple people involved in a typically B-to-B purchase decision, personalizing by executive can help get you on the short list and ultimately win the deal.
  • Achieve Predictive Sales Without Artificial Intelligence
    Achieve Predictive Sales Without Artificial Intelligence George Bronten, CEO Membrain Recorded: Nov 15 2017 46 mins
    If you're looking for AI to achieve predictive sales, think again! What you need is a buyer-aligned sales strategy executed skillfully and with discipline. HOW you sell is what matters! If you can bridge the gap between strategy and execution, you will create a predictive revenue engine and a sales team that differentiates you in a world where most offerings look the same.
  • Predictive Sales Strategies
    Predictive Sales Strategies Michael Griego, President, MXL Partners Recorded: Nov 15 2017 42 mins
    Is it possible to improve the predictability of sales? Actually, yes! As a sales rep or sales manager, there are keys to building a reliable pipeline and closing viable opportunities. This session will provide a strategic and practical game plan for predictive sales.

    A bonus gift from speaker and world-class trainer, Michael Griego, will be offered to each attendee.
  • Effective Presentation Strategies for 4 Different Customer Styles
    Effective Presentation Strategies for 4 Different Customer Styles Julie Hansen, Founder, Performance Sales and Training Recorded: Nov 15 2017 39 mins
    Is your customer analytical, amiable, expressive or a driver? Personality styles influence how your customer processes information and makes decisions. Adapting your presentation to your customer’s style is critical to avoid buyer disconnect, prolonging the sales cycles, or losing the deal. In this session you’ll learn some simple, yet effective presentation strategies for successfully communicating your ideas and recommendations to different types of customers.
  • 3 Proven Paths to Higher Sales Performance
    3 Proven Paths to Higher Sales Performance Bernadette McClelland, Founder and Director of 3 Red Folders Recorded: Nov 14 2017 31 mins
    We are in an economy that has been termed VUCA (Volatile, Uncertain, Complex and Ambiguous) and within this environment the potential exists for stress to build, pressure to burst and performance to be impacted! Discover how to build and increase your relevance, resilience and resourcefulness. Understand how your own brain, in an optimal state, impacts your behavior and therefore your results.
  • Start as You Mean to Go On: The Key to Successful Sales Onboarding
    Start as You Mean to Go On: The Key to Successful Sales Onboarding Syed Shah, Regional Director EMEA - Qstream and Nick Hornsby, Group Services and Training Manager - Essilor Recorded: Nov 14 2017 56 mins
    According to the latest CSO Insights research, effective sales onboarding services can improve quota attainment by 21.3% with noticeable impact on sales performance in the fiscal year.

    There are a number of ways that organisations can reach full productivity for new sales hires, but it all starts with a well programmed, measurable and dynamic onboarding curriculum that meets the individual development needs. But it doesn’t stop there.

    On this webinar, you will discover how to:

    · Establish a baseline understanding of sales rep capabilities and detect early warning signals
    · Implement a data-driven coaching model to remove guesswork in coaching and support reps in reaching and staying at peak productivity
    · Drive a continuous sales enablement program that aligns onboarding to the customer journey
  • Exploring the CX Dichotomy: Improve the Customer Experience While Reducing Costs
    Exploring the CX Dichotomy: Improve the Customer Experience While Reducing Costs Chris du Toit, Chief Marketing Officer, Jacada Recorded: Nov 8 2017 57 mins
    Delivering an outstanding Customer Experience while maintaining or reducing costs is a dichotomy – On the one hand you’re under pressure to improve both self-service and contact center efficiency, and on the other hand you have a mandate to improve the customer experience across a number of metrics such as NPS and more. These goals are seemingly at odds and makes your role as a CX practitioner all the more difficult.

    Join this webinar to explore the CX challenges organizations are facing today and how to most effectively accelerate your CX initiatives. The discussion will cover three primary topic areas that are hot in the industry: (1) How to improve self-service utilizing Visual IVR, Natural Language and chatbots, (2) Techniques for improving contact center efficiency while removing the digital to voice disconnect, and (3) How to optimize your back office processes with Robotic Process Automation.

    This is an interactive session and participants are encouraged to submit questions.
  • Webinar - La signature électronique depuis vos logiciels métier
    Webinar - La signature électronique depuis vos logiciels métier Michael Lakhal - Senior Product Marketing Manager Recorded: Nov 6 2017 71 mins
    La signature électronique, véritable brique de la transformation digitale des entreprises, aide les fonctions commerciales à conclure des affaires plus rapidement partout dans le monde.

    En offrant une meilleure visibilité sur le statut des différents contrats et en vous permettant d'une part de collecter des informations, afin de supprimer la nécessité de ressaisir les données, et d'autre part d'envoyer des rappels, la signature électronique vous permet de vous concentrer sur la vente plutôt que sur le suivi des signatures de vos contrats.

    La solution DocuSign s'intègre en toute simplicité à vos outils d'aide à la vente, comme Salesforce.com, Microsoft Dynamics CRM et NetSuite pour n'en citer que quelques-uns.

    Découvrez comment faire signer des documents de manière électronique, à distance ou en face à face, en quelques clics sur un pc ou une tablette et simplifiez vos processus.

    Fini l'impression, la signature manuelle, le scan ou l'envoi par la poste : vous économisez 33€ par document à signer.
  • Social Recruiting in 2017 is About Deserving Attention
    Social Recruiting in 2017 is About Deserving Attention Katrina Collier, Founder, The Searchologist Recorded: Nov 3 2017 61 mins
    Forget the war for talent, with the right know-how it’s always possible to find the right people. What you’re really fighting for now is attention. Do you deserve it? Does your company?

    Watch this on-demand webinar to hear from Social Recruiting Expert Katrina Collier to:
    - See how technology can open the door to your company and how it impacts hiring.
    - See real examples and discover simple (and free) changes that improve your social recruiting efforts immediately.
    - Discover how easily you can use employee-generated content to attract great people.
  • Flip Your Demo to Increase Win Rates!
    Flip Your Demo to Increase Win Rates! Julie Hansen, Founder Recorded: Nov 1 2017 24 mins
    Traditional linear demos are a thing of the past. New research shows that starting with the end in mind is the key to a successful demo with today’s busy buyers. Learn how to Flip Your Demo and increase your win rate!
  • Webinar - Quelle signature électronique pour quel usage ?
    Webinar - Quelle signature électronique pour quel usage ? Selma Chauvin - Audrey Pedro Recorded: Nov 1 2017 44 mins
    La signature électronique n'est que le début de la digitalisation. En simplifiant, sécurisant et en rendant 100% numérique n'importe quel processus de validation ou d'approbation, vous irez de l'avant !

    Faire signer des documents de manière électronique, à distance via une invitation par email, en quelques clics sur un site web ou en face à face sur une tablette, simplifie l’ensemble des processus de gestion.

    Fini l'impression, la signature manuelle, le scan ou l'envoi par la poste : vous réduisez vos coûts de 40% et devenez le véritable héros digital de votre entreprise.

    Nous vous présenterons les nombreux bénéfices de la signature électronique, pour vos processus internes comme externes :

    - Raccourcir les cycles de vente,
    - Conclure davantage d'affaires,
    - Mieux gérer ses fournisseurs,
    - Embaucher plus vite…

    De nombreuses entreprises françaises ont déjà transformé leurs processus métier en dématérialisant leur parcours de signature de, par exemple, leurs contrats de ventes, leurs contrats fournisseurs, RH, leurs processus de validations internes. Sautez le pas !
  • How AI Can Help Sales Leaders Measure What Matters
    How AI Can Help Sales Leaders Measure What Matters Barb Giamanco; joined by Rob Kall, CEO of Cien Recorded: Oct 26 2017 47 mins
    More than forecasting, automation, or performance, the big opportunity for AI in sales is in addressing productivity. In this session, learn how sales leaders can move beyond reliance on CRM data and KPI’s to measure sales progress. You’ll find out how other intangible factors that affect sales results such as team mood, product knowledge, work ethic or closing ability can be measured too.
  • Discover how chat bots are revolutionizing the insurance industry
    Discover how chat bots are revolutionizing the insurance industry Colin McClive, Director, US Insurance, Microsoft; Steve Magennis, Northa America Insurance Lead, Avanade Recorded: Oct 26 2017 51 mins
    Microsoft is leading the market by providing chat bot and conversational agent solutions powered by the latest in Cognitive Services, Machine Learning, Artificial Intelligence, and Dynamics 365. Join this webinar to see how the latest advances in cognitive technologies are being applied across the full lifecycle of the claims process, how machine learning, voice recognition and image processing can be applied to assist a policy holder during a stressful loss event and how gathering important loss data and communicating with customers can be made more effective and efficient
  • CX Transformation: Six Essential Competencies
    CX Transformation: Six Essential Competencies Jamie Coutts, VP Client Relationships; and Noel Roberts, CTO, Aria Solutions Recorded: Oct 24 2017 59 mins
    Forrester research shows that CX-driven organizations grow revenue much faster than direct competitors with lower quality CX. What this means is that fixing broken experiences and making some transactional improvements is not enough. Join Noel Roberts (CTO) and Jamie Coutts (VP, Client Relationships) from Aria Solutions as they lead this interactive webinar discussing the six essential competencies businesses must establish and optimize to deliver the right CX time after time.
  • 5  Ways to Turn Around Weak Sales Messaging
    5 Ways to Turn Around Weak Sales Messaging Lisa Dennis, President, Knowledgence Associates Recorded: Oct 24 2017 49 mins
    Sometimes the messaging delivered by Marketing doesn’t have enough punch when used in the field by sales people trying to get the attention of a prospect. Content creation and sales conversations are different! Learn 5 ways to strengthen sales messaging and stay consistent with your offering’s core message and engage the buyer.