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Sales

  • How to Use Your Sales Funnel to Grow Your Business
    How to Use Your Sales Funnel to Grow Your Business
    Liz Heiman, Chief Strategy Officer Live 45 mins
    The funnel is a powerful sales tool. Once you understand what the stages of the funnel are and how the sales math works, the funnel will become the tool you use to manage your sales team as well as the corporate resources needed to support sales and delivery.

    The stages of the funnel
    The Sales Math
    Using the Funnel to Predict
    Using the Funnel to Manage Resources
  • ICE [Ep.6]: Setting Budgets, Finding Stakeholders for AI-Enabled DCX Projects
    ICE [Ep.6]: Setting Budgets, Finding Stakeholders for AI-Enabled DCX Projects
    Robin Gareiss, President and Founder, Nemertes Research Recorded: Oct 22 2019 56 mins
    Intelligent Customer Engagement Series [Ep.6]: Setting Budgets, Finding Stakeholders for AI-Enabled DCX Projects

    As IT and business leaders evaluate their how to use AI to improve customer experience, one of the biggest roadblocks is funding.

    This webinar provides step-by-step guidance on finding stakeholders to fund the projects, with specific data on how much companies are spending today on their AI-enabled initiatives.
  • Inside Sales – Inhouse vs. Outsourced
    Inside Sales – Inhouse vs. Outsourced
    Owen Richards. Managing Director. Air Marketing Group Recorded: Oct 22 2019 64 mins
    Reasons to Attend:

    Outsourcing your sales, lead generation or telemarketing activity can be a fantastic way to grow revenue. But why wouldn’t you simply grow an in-house team?

    The reality is that both models can work well, but without the right systems and processes, both have many potential pitfalls.

    In this webinar, we explore the potential risks, upsides, and downsides of in-house vs. outsourced, as well as analysing the differences in investment levels, time and resource.

    You should attend this webinar if inside sales, telemarketing or lead generation is, or could be, part of your growth plans and if you’d like to learn more about which model is right for your business.

    Key Takeaways

    •The benefits if both outsourcing your sales and lead gen
    •How to choose the right outsourced sales partner – What to look for
    •The benefits of building your own inside sales team
    •How to setup and in-house Inside sales team successfully
    •The investment level required for both models
    •How to measure your investment and return
    •Running a combined in-house/outsourced model
  • The Inner Game of Prospecting:  How to Overcome Sales Call Reluctance
    The Inner Game of Prospecting: How to Overcome Sales Call Reluctance
    Connie Kadansky, The Sales Call Reluctance Expert Recorded: Oct 15 2019 48 mins
    We all know that you cannot sell to someone you cannot get in to see.
    Many sales trainers and managers give the glib advice of "just pick up the phone."
    Well, for many salespeople, that advice just doesn't cut it.
    Sales Call Reluctance is an emotional hesitation to initiate contact with potential buyers. It is fear, which is a mental response to a perceived threat. The good news is that it is a learned habit. You can unlearn it. Our habits are written in our bodies. Trying to overcome Call Reluctance mentally does not work in the long run. To become confident lead generators who are unstoppable, you need to involve your whole being, which includes your body posture, your emotions, and your language. When you are prospecting, your emotions are controlling the show.

    You will learn:

    1.The four different body postures that will positively influence your lead generation.
    2.The emotions and feelings that stop most salespeople from being their best and what to do about them. You will learn how to navigate through the emotions of prospecting.
    3.The internal language that can shift your focus and attention while prospecting and also on your sales calls.
  • Effective Negotiation for High Stakes Deals
    Effective Negotiation for High Stakes Deals
    Paul Watts, The Consultative Selling Expert Recorded: Oct 10 2019 44 mins
    Top performing salespeople understand that the ability to negotiate is key to maximizing profit for their organizations. In this webinar we will cover how to effectively plan for and execute on strategic negotiations in high stakes deals.

    You will learn:

    1.The different types of negotiation
    2.How to identify which type of negotiation is suitable for different situations
    3.An in-depth planning process for important negotiations
    4.How to effectively handle negotiations to achieve Win-Win outcomes
  • Speech Analytics 101: Hours of Research in 30 Minutes
    Speech Analytics 101: Hours of Research in 30 Minutes
    Roger Lee, Director Customer Success, Gridspace Recorded: Oct 10 2019 61 mins
    We’re ready to help you evaluate the right speech analytics solution for YOUR organization. Join us on October 10 to learn all you need to know about Speech Analytics from the bottom up.

    In this 30 minute education series webinar we’ll help you get a better understanding of:

    *What you need to know as you research your options, including critical questions to ask to avoid speech analytics failure
    *How to establish a high-level business case
    *Proof of value (POV) before you buy

    Join Roger Lee, aka Professor CXi, Customer Success Leader with Gridspace, as he shares valuable insights that will help make you an informed buyer.
  • How to crush your sales quota
    How to crush your sales quota
    Keith Rosen: CEO of Profit Builders Dec 5 2019 2:00 pm UTC 60 mins
    Reasons to Attend:

    Sales training doesn’t develop sales champions. Managers do. If you want to make your people more successful and have them live their fullest potential today, first make your managers and salespeople best in class coaches – the critical and missing skill of top sales leaders.

    Join Keith Rosen, global authority on sales and leadership and award-winning author of Coaching Salespeople into Sales Champions and Sales Leadership to discover how you can become a more effective leader by developing the habit of coaching to boost sales and productivity, develop sales champions, retain top talent and most important; builds trust.

    Key Takeaways

    During this interview, you will learn how to:

    • Ask more questions, give less advice, and build the trust and accountability to rely on people to do their job

    •Reduce your workload and save over 20 hours every week on unproductive, wasteful activities

    •Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos

    •Improve forecast accuracy, achieve business objectives, boost sales faster, as well as a winning and retaining more customers

    •Create buy-in around strategic change and improve daily performance metrics

    •Assess company readiness and ensure implementation of a successful, sustainable coaching initiative to create a healthy, happy workplace and extraordinary sales leaders

    •Turnaround underperforms fast, and identify the critical conversations managers engage in. (Leveraging CRM, account, pipeline, performance, deal reviews, etc.)
  • ICE [Ep.5]: CX Success Stories Require Technology, Leadership, Data
    ICE [Ep.5]: CX Success Stories Require Technology, Leadership, Data
    Robin Gareiss, President and Founder, Nemertes Research Recorded: Oct 9 2019 59 mins
    Intelligent Customer Engagement Series [Ep.5]: CX Success Stories Require Technology, Leadership, Data

    A great story requires more than a compelling narrative. Marketing teams can significantly elevate their success with the right combination of leadership, technology, and data derived from well-planned customer interviews.

    Crafting that perfect story requires an expanded mindset about what comprises “marketing.”

    In this webinar, join Nemertes Research President Robin Gareiss, who recently completed detailed research with 518 companies on how they use advanced technologies and reshape their organizational structure to improve customer experience. Based on this research and her experience as a journalist, marketing content developer, and CX advisor, she will cover:

    1. Organizational overhaul: Why a Chief Customer Officer is vital, and how the CMO and CCO work together for joint success.
    2. Technology leverage: What are the key technologies and contact-center initiatives that result in measurable CX success—ultimately delivering crucial data to marketing teams that support their success stories?
    3. The perfect story: How to conduct interviews that get real-world data to support your mission.
  • Maximizing Profits by Connecting CRM, ERP and Project Management Systems
    Maximizing Profits by Connecting CRM, ERP and Project Management Systems
    Jeffrey Gregorec Executive Vice President & General Manager at TimeLinx Software Recorded: Oct 23 2019 45 mins
    Connecting the Dots Between CRM, ERP and Project and Service Management Systems to Maximize Profits, Increase Efficiencies and Offer the Best User Experience. Join us for on October 9th, 2019 to listen to industry expert Jeffrey Gregorec weigh in how project and service management companies are taking advantage of the explosive growth across their industries leveraging integrations across their CRM, ERP and PSM platforms.
  • Salesforce for IT: Empowering Business and IT to Transform Together
    Salesforce for IT: Empowering Business and IT to Transform Together
    Hugh Minson & Daniela Kirchhuble, Salesforce. Ian Cohen, Group CIO, CTO, Addison Lee Group. Raj Mistry, EMEA Head, Mulesoft Recorded: Oct 8 2019 29 mins
    People expect more from technology. They want seamless, personalised experiences from companies whether they work for them or not. Meeting these expectations can often fracture a company resulting in siloed data, shadow IT, technical debt, and a disconnected experience. Come hear from IT Trailblazers and learn from Salesforce product experts how to bring your lines of business and IT together to integrate data and build engaging apps - straight from the Salesforce World Tour, London
  • Motivating Millennials
    Motivating Millennials
    Nazma Qurban, Chief Revenue Officer, Cognism Nov 28 2019 2:00 pm UTC 60 mins
    In 2017, millennials comprised 35% of the UK workforce. By 2020, they are projected to represent an astounding 50% of the total global workforce.

    They bring wants and needs which differ greatly to previous generations, and hold more bargaining power than ever before in the labour marketplace.

    With that in mind, companies and business leaders need to be made aware of how to harness that power in their favour. Nazma Qurban, Chief Revenue Officer at Cognism, has built a high-performing sales team that is made up of 98% millennials.

    In this inspiring and insightful webinar, Nazma will demonstrate how to motivate millennials – by being a mentor, not a manager.

    Key Takeaways

    •Why understanding millennials is key to your business’s future success
    •Identifying misconceptions about this generation and demonstrating why they are incorrect
    •How millennials have been integral to Cognism’s growth and success
    •How to create an honest, transparent and inclusive working culture that millennials thrive in
  • Top Sales Hacks for 2020 and Beyond
    Top Sales Hacks for 2020 and Beyond
    Deb Calvert, sales trainer, coach, researcher, author & speaker Recorded: Oct 1 2019 35 mins
    It's baaaack! Deb's annual review of the latest and greatest sales hacks you won't want to miss out on. Most are no cost or low cost, and all of them have been personally tested in the field. Best of all, YOU can access these tools on your own to save time, automate processes, connect with buyers, and make the most of every single sales day.
  • How to Get Your Leadership Development to Really Work
    How to Get Your Leadership Development to Really Work
    Kevin Eikenberry, The Remarkable Leadership Expert Recorded: Sep 30 2019 45 mins
    Do you need more and more effective leaders in your organization? Are you unhappy with the efforts you have made in developing leaders in the past or just wish you could do more? Do you wish you got a higher ROI on your leadership development investments?

    If you are interested in helping more leaders create better results for the benefit of their teams, themselves and your organization, this will be a great investment of your time.

    Our organizations have never needed more effective leaders more than now; and yet most organizations feel something from a mild frustration to a serious pain regarding the effectiveness of their leadership development processes.

    In this practical and relevant webinar we get back to basics and explore proven principles of leadership and learning. Then we will introduce a framework that will work; and give you a plan for applying your organizational needs, goals, and culture to the framework to create more effective leaders in your organization.

    You will learn:

    1.Identify the specific challenges with your current Leadership Development process
    2.Describe a comprehensive framework that provides a starting point to create your organizational model
    3.Identify a roadmap to implementation
  • Evan Kirstel's TECH Talks
    Evan Kirstel's TECH Talks
    Evan Kirstel & Tom Cross Recorded: Sep 27 2019 23 mins
    This is a weekly one-hour livecast with Evan Kirstel and Tom Cross discussing the highlights of the week titled: What’s REALLY UP and Down For the WEEK in TECH
    with Topics for Each Week
    - Customer Experience - Good, Bad, Ugly
    - Tech – Up’s and Down’s
    - Gadgets – Love/Hate
    - Ideas for Action
    - Random Weird Events
    - Coming Soon - Future Thoughts
  • Building an Intelligent Self-Service Journey Map
    Building an Intelligent Self-Service Journey Map
    Neil Kostecki, Senior Product Manager, Coveo Recorded: Sep 26 2019 37 mins
    The customer community. Product information pages. Your website. The support site. How many different places do your customers visit when they are self-serving?

    Your customers are using multiple channels to find the information they need as part of one continuous self-service journey—and it’s time to approach your self-service strategy the same way. With so many touchpoints in different channels in the customer service journey, support leaders are faced with a unique challenge to unify the interactions and data in their self-service strategy to meet the demand for relevant and effortless experiences.

    An intelligent self-service strategy outlines every touchpoint of the support journey and the experience it should deliver, based on the customer’s context and intent. In this session you’ll learn how to build a self-service journey map that will help you outline:

    - A process to create and reuse support knowledge and content in the flow of work and self-service.
    - A map of your support touchpoints and how they should leverage the context, information, and behavior other touchpoints are capturing in order to deliver relevant and consistent experiences.
    - Which metrics and KPIs you need to track for each channel to measure success and create a continuous cycle of improvement.
  • ICE [Ep.4]: Analytics' Role in Improving DCX
    ICE [Ep.4]: Analytics' Role in Improving DCX
    Robin Gareiss, President and Founder, Nemertes Research Recorded: Sep 26 2019 45 mins
    Intelligent Customer Engagement Series [Ep.4]: Analytics' Role in Improving DCX

    Information is king, and without both real-time and historical data, it's nearly impossible to deliver the experience customers are expecting.

    Analytics tools are providing incredible insight to companies about customer sentiment, agent performance, and predictive actions.

    In this webinar, learn how successful organizations are using analytics to drive more revenue, reduce costs, and improve the customer experience.
  • Salesforce World Tour London - Keynote. A Celebration of Trailblazers.
    Salesforce World Tour London - Keynote. A Celebration of Trailblazers.
    Heather Black- Supermums, Founder. Christopher Zanardi-Landi -CEO, PINK. Ian Rand-CEO, Business Banking, Barclays Recorded: Sep 26 2019 75 mins
    From the Salesforce World Tour London 2019, please join Paul Smith, EVP and General Manager UK at Salesforce, and special guests to celebrate Trailblazers, like Salesforce Supermums, who are transforming themselves, delivering exceptional customer experiences, and making the world a better place in the Fourth Industrial Revolution.

    Salesforce will showcase how world renowned UK brands Barclays and Pink Shirtmaker, are taking advantage of new products and technologies like Salesforce Customer 360, Einstein Voice, Trailhead, and Lightning to dramatically change the way their employees across sales, service, marketing, and IT innovate, skill up, and deliver integrated customer experiences
  • B2B Site Search Best Practices: Give Customers What They Need, When They Want It
    B2B Site Search Best Practices: Give Customers What They Need, When They Want It
    Andrew Crowder & Lipika Brahma Recorded: Sep 25 2019 60 mins
    Are visitors looking for a needle in a haystack when they come to your website? Prospects and customers have an insatiable need for information. If they can’t find what they are looking for quickly and easily, they will stop looking and leave.

    That’s why personalized search results delivered with lightning speed are critical. Search is the most popular site function for manufacturers, and the biggest indicator of a customer’s intent to purchase from distributors. The website is now a crucial priority that directly impacts business revenue.

    Join us to learn how Acuity Brands -- the largest manufacturer of lighting and lighting control systems in North America -- completely rebuilt its search-led website in just five months and on budget. Andrew Crowder, VP of Enterprise Architecture, will share his team’s strategy for executing on a critical imperative that came with high expectations, with tips on planning, lessons learned, and what’s next for search.

    Attend this webinar and learn:

    - How to plan and execute a large search-enabled site on time and on budget
    - Why machine learning, AI and a server-less environment are key to delivering quality content for every search use case, every time
    - The efficiencies of enabling business users to manage search right from Sitecore
  • 6 Dimensions of Business Transformation - Enabled by DIgital & Experience
    6 Dimensions of Business Transformation - Enabled by DIgital & Experience
    Arun Trivedi Recorded: Sep 25 2019 39 mins
    Transformations are hard. According to a McKinsey study, only 26% of executives surveyed consider their transformation programs were successful. The success rate is 17-19% for companies with employee size of 5000+.

    Planning for success is thinking beyond stakeholder's value. The Business Roundtable's recent announcement is a paradigm shift from "shareholders" to "all stakeholders".

    With the future driven by digital and experience, companies must think thru 6 dimensions to improve their chances of success. This webinar talks thru the 6 dimensions and what each dimension entails for companies to align with the Business Roundtable pronouncement.
  • Accelerate Your Sales Cycles with DocuSign for Salesforce
    Accelerate Your Sales Cycles with DocuSign for Salesforce
    Eve Alexander, Snr Dir. Product Marketing, DocuSign Recorded: Sep 25 2019 37 mins
    Your sales process relies on agreements. When the way you prepare, sign, act on and manage those agreements is manual, paper-based, or not fully integrated with Salesforce, the costs to your business are high. If you’ve already digitized signatures with DocuSign for Salesforce, and are looking for the next phase of acceleration, this session is for you. Learn how our growing set of solutions purpose-built for Salesforce can empower B2B sales teams to accelerate revenue, deliver better customer experiences and free up time for selling, with a particular focus on the power of SpringCM contract management + Salesforce CPQ.
  • Ultra AI - Building Corporate Intelligence Agency (CIA) - Part 1
    Ultra AI - Building Corporate Intelligence Agency (CIA) - Part 1
    Thomas B. Cross Recorded: Sep 24 2019 31 mins
    Business Espionage & Sabotage Seminar on Building a Corporate Intelligence Agency (CIA)
    "Competitors have this time prevented us from knowing enough about them; but we have not prevented them from knowing far too much about us.”
    Critical analysis on building an ultra artificial intelligence and quantum computing for business intelligence gathering, internal and external threat assessment, competitive intelligence, customer assessment and actions and more.
  • How to Embed Service to Meet Customers Where They're At
    How to Embed Service to Meet Customers Where They're At
    David James, Product Marketing Director at Coveo and Neil Kostecki, Sr Product Manager at Coveo Recorded: Sep 24 2019 25 mins
    Meaningful support interactions no longer reside just inside the Help page. They're embedded throughout all of your digital properties -- becoming part of your digital DNA -- to meet customers where they're at using personalized content based on previous successful interactions of others. In this instructive, how-to webinar we'll look at ways to embed personalized support journeys to drive case deflection and self-service success using chatbots, in-app search, personalized workflows and contextual recommendations.
  • How to generate B2B leads with international digital marketing
    How to generate B2B leads with international digital marketing
    Xabier Izaguirre, Head of Planning, Oban International Oct 24 2019 10:00 am UTC 45 mins
    Reasons to Attend:

    Oban has helped several clients across various sectors and has learned a few tips and tricks to influence the whole lead generation process: from setting out a strategy based on audience insight to write content and promote it online.

    This is an opportunity to gain some basic insight into how marketing departments can increase the rate and efficiency in generating leads for sales departments.

    Key Takeaways

    •Ways to understand your audience better and prioritise countries
    •Techniques to generate content ideas to attract more prospects to your site
    •Whether capturing date is always better
    •Best practice in data capture
    •How to use paid media to drive users to your site
  • Understanding how new sales trends are changing the way we work
    Understanding how new sales trends are changing the way we work
    Kerry Nutley. Strategy Director – HCM Oracle Nov 5 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    Organisations of all sizes are often clear about why customers should buy from them. However, understanding how this translates into the 'how and the what' of the front office in terms of sales and marketing can be hard to articulate. With new sales trends and online sales blurring what is sales and what is marketing, organisations and sales leaders need to be clear on organisations boundaries and who does what.

    Can you say with confidence your front office operating model is aligned to maximise the changes in a digital and dynamic selling environment?

    A clearly aligned operating model can help maximise return and sales effectiveness by focusing you on the interactions and customers that count. This session will walk through the layers of a front office operating model to challenge your thought process, asking ... is your front office operating model fully aligned for today’s market and up and coming sales trends?


    Key Takeaways

    Key trends in sales in B2B
    What this means for your sales and marketing organisation and supporting operating model
    How key trends are changing the seller landscape in terms of what sellers do
  • How SDRs Can Set 40% More Appointments: Work Leads Faster & Book More Meetings
    How SDRs Can Set 40% More Appointments: Work Leads Faster & Book More Meetings
    Scott Amerson, VP of Sales & Darryl Praill, CMO - VanillaSoft Nov 5 2019 2:00 pm UTC 60 mins
    Reasons to Attend:

    57% of B2B companies identify 'converting qualified leads into paying customers' as a top priority. Yet, lead qualification is a stumbling block in many organizations.

    67% of lost sales are the direct result of sales reps not properly qualifying their potential customers before taking them through the sales cycle.

    To be effective, sales reps must learn the subtle art of working leads faster and booking more meetings. For inbound opportunities, the sales rep must act as the guardian at the gate....

    On November 5th join Scott Amerson, VP of Sales for VanillaSoft, as he shares his top lead qualification practices.

    Key Takeaways

    Register now and learn:
    -How to rapidly disqualify leads.
    -Tips for getting to the right contact faster.
    -Where to focus your time for maximum results.
  • DETERMINING THE TRUE COSTS OF UNDER-QUALIFIED LEADS
    DETERMINING THE TRUE COSTS OF UNDER-QUALIFIED LEADS
    Sam Momani, CEO of Global Technology Sales Solutions Mar 3 2020 7:00 pm UTC 60 mins
    Working with leaders we found that the costs associated with the engagement of marketing generated leads far exceeded the costs associated with producing the lead. While leads remain the lifeline of sales organizations, the cost of engaging underqualified leads would cause most to reconsider what gets communicated to sales.

    Join industry leaders to weigh into this highly contested area that affects revenue growth in what will likely be a heated exchange of insights focusing on determining the true costs of underqualified leads.
  • Top Challenges to Modernizing Your Contract Process and How to Overcome Them
    Top Challenges to Modernizing Your Contract Process and How to Overcome Them
    Andrew Bartels, Vice President and Principal Analyst at Forrester Nov 6 2019 9:30 am UTC 55 mins
    Join guest speaker, Andrew Bartels, Vice President and Principal Analyst at Forrester as he takes a deep dive into the world of contract lifecycle management (CLM). Andrew will cover:

    - The current state of contract processes
    - A high-level overview of The Forrester Wave™: Contract Lifecycle Management For All Contracts, Q1 2019
    - Selection criteria to help organizations make the right CLM choice

    Following Andrew's presentation, Erik Severinghaus, AVP, Business Development and Partners at DocuSign, will walk webinar attendees through how DocuSign is helping its customers solve today's contract process challenges.
  • Why membership is the new revenue generating community
    Why membership is the new revenue generating community
    Gordon Glenister, FISM Nov 12 2019 11:00 am UTC 60 mins
    Reasons to Attend:
    If you want to find a way to create a great sales funnel and community to develop long-lasting relationships, provide a regular revenue stream and opportunities to up and cross-sell then this is the webinar for you. Many of the major brands like Netflix, Amazon Prime, and Linkedin all have very successful membership models, find out how it can work for your business


    Key Takeaways

    •Are you membership ready – the different types to consider
    •How to create a membership programme
    •Understanding the importance of member engagement
    •Why they join, why they leave
  • Sales Process Coaching
    Sales Process Coaching
    Deb Calvert, sales manager trainer and coach Nov 12 2019 5:00 pm UTC 45 mins
    Sales coaching isn't the same as managing or mentoring. There are specific coaching tools and techniques you can use during every phase of the sales process. Learn what the most curbside coaching looks like and get takeaway tools you can use right away to become more effective as a sales manager who truly coaches.
  • Accelerate Your Sales Process with Copper, DocuSign and G Suite
    Accelerate Your Sales Process with Copper, DocuSign and G Suite
    Ryan Sandoval, Head of Apps Partnerships, Google / Leo Rodriguez, Partner Marketing Dir., DocuSign Nov 27 2019 9:30 am UTC 34 mins
    Sales teams that have to perform manual tasks, such as entering data into CRM systems, end up wasting precious time that could be spent on closing deals. Instead they are finding that deals take longer to close, human error is introduced to the process and customers are left frustrated whilst having to wait for their final, error - free agreements.

    With the combination of DocuSign, G Suite and Copper, sales teams can close more deals faster by sending and tracking signed documents, agreements or contracts directly from Copper.

    The Copper + DocuSign integration makes it simpler to upload contact details, apply document templates and send agreements for e-signatures through DocuSign in just a few clicks.

    By being fully embedded into Gmail we make your sales processes simpler streamline your sales process.

    Join this live webinar and enable your sales reps to:

    - Auto-pull in contact details and file information
    - Choose recipients and assign signing roles from inside Copper
    - Auto populate document templates based on the information you can pull through Copper +DocuSign’s artificial intelligence
    - Keep Track of your Document status in Copper
    - Store all related documents sent via DocuSign to relevant accounts and contacts
  • Digital Revolution – New Era of Intelligent Systems
    Digital Revolution – New Era of Intelligent Systems
    Leena Walavalkar, CTO, TCS Interactive | Prof. Hwee-Pink Tan, Associate Prof. of IT, Academic Director, SMU Nov 14 2019 1:00 pm UTC 29 mins
    Intelligent systems offer emerging market opportunities with enormous potential. The SHINESeniors project represents the power of a design-led approach to value creation to deliver hyperpersonalization through
    •Intelligent systems evolution
    •Design in agile business
    •Adapting business, leadership and strategy to embrace technological change
  • Autonomous Cars: Reducing Accidents with a Cloud-based Intelligent Ecosystem
    Autonomous Cars: Reducing Accidents with a Cloud-based Intelligent Ecosystem
    Siddhartha Ghosal, Global Head, Complex Architecture & Design, Cloud Apps, Microservices & API, TCS Nov 14 2019 1:30 pm UTC 29 mins
    China's leading auto manufacturer fuels safety through connected cars.
    By harnessing the abundance of data from sensors through microservices-based integration enabled by TCS' intelligent ecosystem integration platform for their connected cars program, the company aims to reduce human-error based accidents with an autonomous driving solution.
  • From Supply Chains to Ecosystem Commerce: Leveraging Business 4.0 Technologies
    From Supply Chains to Ecosystem Commerce: Leveraging Business 4.0 Technologies
    Rich Sherman, Senior Fellow, Global Supply Chain Practice & Center of Excellence, TCS Nov 14 2019 2:30 pm UTC 15 mins
    How are omnichannel fulfillment strategies disrupting traditional supply chains?
    The supply chain is transforming to an Enterprise Supply Network - the foundation for Ecosystem Commerce built on the connected ecosystem paradigm. Executives must leverage Business 4.0 Enterprise Supply Network management and emerging Ecosystem Commerce Platforms.
  • 3 Best Practices For Overcoming AI Obstacles to Build Future-ready Enterprises
    3 Best Practices For Overcoming AI Obstacles to Build Future-ready Enterprises
    Lakshmi Muthulakshmi Nellaiappan, Head, MFDM™ Practice, Automation & AI, TCS Nov 14 2019 3:00 pm UTC 29 mins
    Digital transformation is about applying a structured approach to harnessing abundance. Many CIOs are striving for this by automating crucial business process activities with a machine-first philosophy but are running into challenges. Learn three best practices for overcoming AI obstacles through relevant examples from industry-leading enterprises.
  • Powering an Intelligent and Agile Supply Chain
    Powering an Intelligent and Agile Supply Chain
    Manish Savla, Client Partner, TCS Nov 14 2019 3:30 pm UTC 29 mins
    Today’s Business 4.0 era demands enterprises deliver on agility. With customized products, complex buyer demands & legacy operation constraints, supply chain challenges are on the rise. Find out how a leading chemical enterprise is harnessing abundance & leveraging ecosystem to deliver winning business outcomes.
  • What’s missing in your sales and marketing mix?
    What’s missing in your sales and marketing mix?
    Simon Murthwaite / Sales Director/ Air Marketing Group Nov 19 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    A multi-touch, multi-channel sales and marketing process will always prove the most successful. Yes, that means cold calling and social both and can work seamlessly. But how do they integrate and how do you ensure success?

    This webinar will be focused on the full spectrum of sales and marketing mix available. Taking you right through the customer journey and how to ensure prospects remain engaged.

    Should you be doing a bit of everything? Or are you better doing a small amount really well? And if you’re only going to embark on an ambitious sales and marketing plan, what are the options that give you the biggest return?

    But what happens when the prospect disappears of the face of the earth? Or if an MQL doesn’t qualify to an SQL? Or even once a prospect becomes a customer. How do you build a process that maximizes your revenue opportunities across the customer or buyer journey?

    Well, that’s what we’ll explore.

    Key Takeaways

    •Which channels are you forgetting?
    •Which channels do you need to explore further?
    •Where are your customers?
    •How are you ensuring every engagement has the maximum opportunity to produce the most value?
    •Where’s the hole in your marketing and sales process?
    •How to successfully integrate sales and marketing processes, to deliver revenue
  • How to Handle Sales Objections
    How to Handle Sales Objections
    Chris Murray, founder of the Varda Kreuz Training Group Nov 21 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    Some sales philosophies will tell you that - if you follow a simple formula – customers will never interrupt your presentation with an objection.

    But that’s just nonsense.

    And - contrary to popular belief - prospects aren’t sitting in darkened rooms trying to invent new fiendish ways to stop you from selling your stuff.
    If people regularly tell you;

    • that you’re too expensive - or
    • that they’re already happy with their current supplier – or
    • they’ve had problems with your company in the past - or
    • your lead time is too long

    Then you need to jump on to this webinar so that I can share with you how to overcome every single objection that you’ll ever hear.

    Key Takeaways

    Everyone who attends will walk away with this tool box of sales gold;

    • How to overcome every genuine sales objection – including those based on price
    • The names of the four headline objection types and the silver bullet that takes each one of them down
    • The three reasons that salespeople fail to overcome the most difficult customer objections – and what to do about them
  • The Science of B2B Sales
    The Science of B2B Sales
    James Isilay, CEO & Founder, Cognism Nov 28 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    Imagine if you knew the formula for outbound success.

    Attend the Revenue AI: The Science of B2B Sales with James Isilay CEO of Cognism and you will! Learn how you can use a simple formula to improve your outbound B2B marketing and sale.

    Key Takeaways

    •Areas of AI in Sales & Marketing
    •Impact of AI in Sales & Marketing
    •Benchmark with conversion rates
  • How To Help Employees Find Meaning In Work
    How To Help Employees Find Meaning In Work
    Andre Andersen, Motivational Guide and Trainer Dec 3 2019 11:00 am UTC 45 mins
    Reasons to Attend:

    Leading yourself or others, it doesn’t matter. At the end of each day, we are all looking for meaning and purpose for what and why we get out of bed every morning.

    It's an important aspect that impacts our daily lives.

    As a business and leader, you play an instrumental role in helping your employees finding purpose, and it should start with your business being 'purpose-driven' instead on 'product/solution' driven.

    Many employees feel that they are just working for a paycheck and aren’t contributing to the greater good of society.

    Without a sense of purpose, it’s difficult for employees to connect with their work and their company. Working with a sense of purpose boosts employee motivation, productivity, morale, and overall job satisfaction.

    Key Takeaways

    - What is purpose or meaning?
    - How do I find it?
    - How can I help others to find it?
    - Why should I care?
  • Creating the Sales Culture that Makes Sense for Your Team
    Creating the Sales Culture that Makes Sense for Your Team
    Deb Calvert, sales researcher, trainer, coach, author, and speaker Dec 3 2019 7:00 pm UTC 45 mins
    Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?

    We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).
  • Essential sales skills needed to succeed in the construction industry
    Essential sales skills needed to succeed in the construction industry
    Stella Dixon: Training Manager, Aggregate Industries Dec 9 2019 11:00 am UTC 30 mins
    Key Takeaways:

    A suggested approach to developing commercial skills in Business Graduates in the construction industry.

    Reasons to attend

    Commercial awareness is one of the key attributes cited by many employers as being essential to employability, but unfortunately, one that many people seem unable to demonstrate. It comes up time and time again in job advertisements, discussions between recruiters and on careers guidance websites. But what does 'Commercial Awareness' really mean, and how can you develop it?
  • How to boost buyer engagement and retention
    How to boost buyer engagement and retention
    Lawrence Keltie, Sales Enablement Specialist, Showpad Jan 21 2020 11:00 am UTC 90 mins
    Many sales leaders are challenged by faltering sales often caused by the growing gap between buyers and sellers.

    So, how are B2B companies going to boost buyer engagement and retention to meet the tough sales targets? Join our webinar on 17 September to gain insights into the results of our recent salesforce survey, including:

    •Sales Enablement - how companies are planning to embrace it
    •Sales Training - what are the pitfalls and the plans for change
    •Digital transformation - what are the plans now and in the future

    You will also learn why companies like Rockfon, Fujifilm and Cox Automotive have invested in Showpad sales enablement technology to boost buyer engagement, retention and growth.

    Don't miss the must-attend webinar for sales and marketing professionals!
  • DETERMINING WHICH ABM STRATEGIES DRIVE REVENUE
    DETERMINING WHICH ABM STRATEGIES DRIVE REVENUE
    Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb Consulting Feb 4 2020 7:00 pm UTC 60 mins
    Many organizations have shifted considerable focus on driving account-based marketing strategies to augment their traditional marketing activities. Which ABM strategies actually work and drive 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 which account-based marketing (ABM) strategies drive revenue.