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Sales

  • 7 Sales Hacks to Boost Your Sales Productivity
    7 Sales Hacks to Boost Your Sales Productivity
    Deb Calvert Recorded: Nov 20 2018 38 mins
    Join Deb Calvert from People First Productivity Solutions to learn 7 sure-fire sales hacks that will amp up your sales productivity. Each of Deb's sales hacks are field-tested and come directly from top-performing sales pros who found smart workarounds and processes that led to sales success, quota attainment, and making more money!
  • Learn How Element 26 Uses Quip to Improve Deal Velocity and Deliver Seamless Cus
    Learn How Element 26 Uses Quip to Improve Deal Velocity and Deliver Seamless Cus
    Nathan Haines Managing Director Element 26. Kate Aldridge Senior Producer Element 26.Louis Tsamados Editing Colorist Element Recorded: Nov 20 2018 39 mins
    Join us to learn how Nathan Haines, Managing Director at Element 26 empowers a team of 20 to deliver a fast, seamless experience across marketing, sales and service. See first-hand how Quip is used to enable cross-functional collaboration for the sales process, and then on to service delivery.

    On this webinar we will share successes and best practices using Quip to:

    1- Create collaborative sales processes that keep everyone on the same page
    2 - Track filming, scheduling and service deliverables
    3 - Review opportunity management and deal creation use cases
  • Accelerating Channel Innovation | AWS Marketplace
    Accelerating Channel Innovation | AWS Marketplace
    Whit Crump, Global Head, AWS Marketplace Channels Recorded: Nov 20 2018 47 mins
    We are excited to announce a new feature that allows Partners to resell software solutions directly to customers in AWS Marketplace.

    Many AWS Customers prefer to purchase software solutions through Partners, benefiting from their knowledge of the customer’s business, localized support, and expertise. Partnering with Consulting Partners ensures that customers can deploy the right product at the right price for their business. Additionally, ISVs rely on Consulting Partners for scale, reach, specialization, and value-add services for their customers.

    This new feature combines these benefits and enables Consulting Partners to work with customers from the start of their procurement process all the way to purchase.

    Join this webinar to learn about the feature and how to get started with AWS Marketplace.

    This webinar is intended for:
    - All partners interested in Enterprise Software Procurement
  • Creating Motivating and Personalized Sales Incentive Plans
    Creating Motivating and Personalized Sales Incentive Plans
    Steve Marley, principal at ZS Associates Recorded: Nov 20 2018 49 mins
    Discover the changing world of incentive compensation. Would a psychologist agree with how we design incentive plans?

    Sales compensation plans are traditionally designed around sales roles, and they assume every individual has the same motivations—which psychologists would disagree with. One of the great visions for sales compensation is to provide a level of personalization to sales comp plans to maximize the motivation of individual sales representatives. As a result, more and more companies are tailoring their incentive plans to increase motivation in their sales reps and encourage desired sales behaviors.

    Join Steve Marley, co-author of The Future of Sales Compensation, in this webinar as he discusses how companies are enabling personalized incentives to benefit both the individual and the company.

    This webinar is brought to you by Anaplan and its partner ZS Associates.
  • How Sales Leaders can Manage and Motivate Their Millennial Salesperson
    How Sales Leaders can Manage and Motivate Their Millennial Salesperson
    Danita Bye, Founder of Sales Growth Specialists; Author of Millennials Matter Recorded: Nov 16 2018 46 mins
    In this webinar, you’ll learn:
    -3 critical Millennial mindsets to leverage to get engagement
    -3 must-have beliefs needed for success
    -3 differences to providing feedback to Next Gen salespeople
  • Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives
    Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives
    Hunter James, Sr Director, Voiant Group; Jason Loh, Sales Solutions, Anaplan; Linda Connor, Director of Finance, Tibco Recorded: Nov 16 2018 60 mins
    Learn to keep the elements of your go-to-market strategy working in harmony.

    Your product and services define what you bring to the market, but your go-to-market is your secret sauce. It’s the strategy that you’re constantly developing to approach, target, and dominate, and it includes how you orchestrate your territory plans, quotas, account segments, incentives, staffing, and KPIs. But how do you tune your go-to-market strategy to strike the perfect note? In this webinar, learn to keep the elements of your go-to-market strategy working in harmony, including:

    -How to unify the components of your sales planning process
    -Understanding how Anaplan customers gain competitive advantages through improved sales planning
    -Ways to align sales territories and quotas to increase the bottom line
  • How to Triple Your Close Ratio With Just Two Questions
    How to Triple Your Close Ratio With Just Two Questions
    James Muir CEO of Best Practice International and Bestselling Author of The Perfect Close Recorded: Nov 15 2018 55 mins
    Discover how to triple your close ratio using the two key questions that are zero pressure and advance the sale with 95% certainty. In this session you will learn the exact questions for advancing the sale while making client feel more educated, in control, and causes them to see you as a trusted advisor and consultant.
  • Q&A Forum: Tax Experts Explain Supreme Court Decision on Nexus
    Q&A Forum: Tax Experts Explain Supreme Court Decision on Nexus
    Scott Peterson, VP of Tax Policy & Government Affairs; Rachel Le Mieux, CPA, CMI, SALT Partner at Peterson Sullivan LLP Recorded: Nov 15 2018 58 mins
    The Supreme Court ruled in favor of South Dakota, granting the state authority to impose sales tax obligations on out-of-state transactions. Remotes sellers will have a new set of obligations and challenges ahead of them, while states could potentially gain billions in revenue. But what does it mean for your business?

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

    About the speakers:

    Scott Peterson, Vice President of Tax Policy and Government Affairs

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

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

    Rachel has been practicing in state and local taxes (SALT) since 1985. She is a certified public accountant and a certified member of the institute (CMI) for professionals in state and local taxation. She consults with clients in a broad range of industries on state and local tax issues involving sales and use taxes, gross receipts taxes, income taxes, and other miscellaneous taxes.
  • Closing Important Sales Negotiations
    Closing Important Sales Negotiations
    Patrick Tinney, Founder, Centroid Training & Marketing Recorded: Nov 15 2018 40 mins
    Learn important tips that will help you close important sales negotiations
    -Learn to qualify your buyer negotiation partner
    -Learn to dig into what really motivates your partner
    -Learn how to pace an important negotiation
    -Learn what real value means in a negotiation….and it is not all about price!!
    -Learn how to close a profitable negotiation like a pro!!
  • Productivity, efficiency, effectiveness – what’s what and where to focus?
    Productivity, efficiency, effectiveness – what’s what and where to focus?
    George Brontén Recorded: Nov 15 2018 42 mins
    What is the difference between sales productivity, efficiency, and effectiveness? What can we do to maximize the output of our sales teams? Where should we place our focus? How do we ensure that everyone is working with the right things? Is sales and marketing technology helping or making matters worse?
  • 7 Sales Differentiation Secrets Every Salesperson Needs to Know
    7 Sales Differentiation Secrets Every Salesperson Needs to Know
    Lee Salz – Sales Management Strategist and author of “Sales Differentiation” Recorded: Nov 15 2018 47 mins
    Sell the value! Those are the marching orders commonly given to salespeople as they are sent on a quest to hit their quotas. But what is the value? That’s what salespeople want (and need) to know. Without a sales differentiation strategy in place, every buying decision is laser-focused on price.

    Lee B. Salz, author of the new, groundbreaking book “Sales Differentiation,” teaches you how to harness the power of sales differentiation to win more deals at the prices you want. In this entertaining and educational virtual presentation, Lee will share 7 sales differentiation secrets every salesperson needs to know.
  • Ideal Schedule for Sales Manager Productivity
    Ideal Schedule for Sales Manager Productivity
    Carole Mahoney, Founder Recorded: Nov 14 2018 49 mins
    What should a sales manager’s schedule look like to have the maximum impact on their sales teams’ performance?

    Join this webinar and discover sales productivity best practices that overcome challenges with:
    ●Building relationships with salespeople
    ●Improving sales performance
    ●Managing quota to exceed expectations
  • 7 Sales Hacks to Boost Your Sales Productivity
    7 Sales Hacks to Boost Your Sales Productivity
    Deb Calvert Recorded: Nov 14 2018 45 mins
    Join Deb Calvert from People First Productivity Solutions to learn 7 sure-fire sales hacks that will amp up your sales productivity. Each of Deb's sales hacks are field-tested and come directly from top-performing sales pros who found smart workarounds and processes that led to sales success, quota attainment, and making more money!
  • Five Keys to Successful Prospecting (some refer to it as Cold Calling)
    Five Keys to Successful Prospecting (some refer to it as Cold Calling)
    Connie Kadansky, Sales Call Reluctance Coach Recorded: Nov 13 2018 38 mins
    70% of the sale is engagement and uncovering the need. Prospecting and engaging prospects is the weakest link and biggest challenge for salespeople. 80% of prospecting is emotional and 20% is strategic and technical. Explore and discover what it take to become effective at prospecting people who you don’t know yet.
  • Empowering Your Agents with CTI and Omni-Channel Widgets
    Empowering Your Agents with CTI and Omni-Channel Widgets
    Johannes Fischer Recorded: Nov 13 2018 56 mins
    Contact centers are evolving, allowing customers to self-serve more complex tasks without agent involvement. But when agents must step in, customer experience suffers due to limited access to critical information.

    Join us for this live webinar as we discuss how best-in-class organizations are building a unified customer engagement center through the use of softphones and omnichannel widgets - where agents are empowered to focus on the business processes to better serve their customers.
  • 7 Secrets to SDR Success
    7 Secrets to SDR Success
    Dan Gottlieb Sr. Sales Development Analyst | TOPO & Steven Bryerton VP of Sales | DiscoverOrg Recorded: Nov 13 2018 74 mins
    Do your SDRs have the right skills to crush their quotas quarter over quarter?

    In this webinar, Dan Gottlieb, Senior Sales Development Analyst at TOPO, and Steve Bryerton, VP of Sales at DiscoverOrg, will walk through seven tools and methods proven to help sales development reps generate a consistent volume of quality pipeline. Backed by proprietary research from TOPO, each play corresponds to a specific action that each sales development rep must take in order to be effective. These plays include:

    Be intentional with how you manage your time
    Efficiently conduct research with a stakeholder map and a checklist
    Use the triple touch to increase replies
  • Courageous Prospecting: Handling Rejection when Cold Calling
    Courageous Prospecting: Handling Rejection when Cold Calling
    Andrea Waltz Recorded: Nov 13 2018 45 mins
    There is probably no bigger “mindset” barrier to effective prospecting than the fear of rejection. This webinar will cover the mindset needed to prospect with courage and confidence for sellers at any level, as well as how to apply the same mindset to both leaving voicemails and email prospecting for maximum effectiveness.
  • 10 Sales Tax Rules to Live By
    10 Sales Tax Rules to Live By
    Jeffrey Lutters, Avalara Recorded: Nov 13 2018 62 mins
    Sales tax compliance can be a nightmare, but it doesn't have to be. Just knowing some of the fundamental rules will clear up what many businesses struggle with every month.

    Sales tax expert Jeffrey Lutters will explain:
    •How the simplest of activities can create nexus in other states
    •The tax implications between 'bill to' and 'ship to'
    •Why collecting exemption certificates is an auditor's red flag
    •New sales tax rules that determine whether your business is compliant
  • Buying Group Blindness: 3 Reasons Why You’re Not Closing Deals & (How To Fix It)
    Buying Group Blindness: 3 Reasons Why You’re Not Closing Deals & (How To Fix It)
    Jim Regan & Kerry Cunnigham Recorded: Nov 13 2018 52 mins
    AI makes it possible to know the B2B buyer like never before and to begin to answer critical questions about what works in attracting and engaging those buyers. B2B buying is conducted by buying teams, so why do most sales teams focus on just individual buyers?

    Join MRP and SiriusDecisions for a conversation on how switching the focus from individuals to buying groups will improve your bottom line.

    During this webinar, we will highlight these common reasons why you’re not closing deals, and how to fix it.
    •You’re not noticing group buying signals
    •You’re not acting upon these group buying signals
    •Your systems and processes are causing missed opportunities

    Register for this webinar and join Kerry Cunningham, Senior Research Director of Demand Creation Strategies at SiriusDecisions and Jim Regan, CMO and Co-Founder of MRP and learn how to avoid buying group blindness.

    Register Now!
  • Land High-Level Meetings Using Key Email, Voicemail and Cold Calling Strategies
    Land High-Level Meetings Using Key Email, Voicemail and Cold Calling Strategies
    Caryn Kopp, Chief Door Opener Recorded: Nov 13 2018 47 mins
    Wish you knew how business development pros land prospect meetings others can’t get? Here’s your chance to learn:
    •Kopp Door Opener® cold call secrets to landing juicy meetings!
    •What to avoid so you don’t waste time.
    •Tips for effective voicemails, emails and live dialogue.
    •The proven strategy for prospect silence.
  • Connected Planning: A Framework for Enterprise Collaboration
    Connected Planning: A Framework for Enterprise Collaboration
    Ron Dimon, Managing Director of Planning and Analytics at Deloitte Consulting LLP Recorded: Nov 13 2018 46 mins
    An increasing number of organizations today are using more accurate, real-time data and encouraging cross-functional collaboration—ultimately driving better-informed decisions about the workforce, investments, and company growth.

    In this webinar, Ron Dimon, Managing Director of Planning and Analytics at Deloitte Consulting LLP, will share the benefits of Deloitte’s Connected Planning framework. Currently used by Global 1000 companies, the framework:

    -Helps analysts, managers, and executives gain deeper insight into various business functions, including finance, sales, marketing, HR, supply chain, and IT

    -Empowers users to connect planning across the organization to drive performance improvements and gain competitive advantage

    -Enables true collaboration across the business, globally, with a central data hub
  • Bridging the Gap: Connecting Strategy & Execution Through Better Sales Planning
    Bridging the Gap: Connecting Strategy & Execution Through Better Sales Planning
    Steve Silver, Sales Operations Senior Research Director at SiriusDecisions; Jason Loh, Global Head of Sales Solutions at Anap Recorded: Nov 9 2018 54 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
  • The Tricky 10: States with the Most Complex Sales Tax Rules
    The Tricky 10: States with the Most Complex Sales Tax Rules
    Scott Peterson, Vice President of U.S. Tax Policy and Government Affairs Recorded: Nov 8 2018 64 mins
    Do you know which states made the list? Better yet - do you do business in them?

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

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

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

    Scott Peterson was the first Executive Director of the Streamlined Sales Tax Governing Board. For seven years Scott acted as the chief operating officer of an organization devoted to making sales tax simpler and more uniform for the benefit of business.
  • Two Steps Forward, 5 Steps Back
    Two Steps Forward, 5 Steps Back
    Robert Rose, Chief Strategy Officer, The Content Advisory and John Graham, Vice President of Revenue, Clearslide Recorded: Nov 7 2018 44 mins
    This webinar is a must for both sales and marketing professionals. You will discover how content-marketing and sales-enablement teams are:

    • Relying on engagement engines propelled by content to boost performance
    • Creating strategies together and designing ways to measure content's effectiveness for their sales teams and business
    • Using content collaboration, customer centricity, and common measurement to drive better alignment between sales and marketing
  • The New World of AI - Powered Contracts
    The New World of AI - Powered Contracts
    Tim Cummins, IACCM President and Jason Gabbard, Head of AI, Conga Recorded: Nov 6 2018 55 mins
    Contract management is an area that is ripe for innovation and digital transformation. Often contracting processes are bureaucratic, burdensome, and a major source of delays. Yet new technological solutions are emerging quickly, affording the opportunity for AI to manage much of the process, while freeing up people—contract management staff—to focus on more strategic tasks.

    Are you prepared for the pace of change?

    Join us live to hear from IACCM President Tim Cummins and Conga Head of AI Jason Gabbard while they chat about:

    -The essential documents and contracts to automate.
    -Driving compliance across departments and increasing collaboration.
    -Boosting efficiency by reducing errors with key AI technology and Machine Learning.
  • Next Generation Sales and Business Alignment: Driving Past Legacy Integration
    Next Generation Sales and Business Alignment: Driving Past Legacy Integration
    Aaron Goldberg - Market Expert at Content 4 IT, Jason Loh - Global Head, Sales Solutions at Anaplan Nov 23 2018 2:00 pm UTC 37 mins
    In many organizations, sales metrics are typically driven by a sales-only view that can diverge from the company’s overall business plan at the detail level. This is the result of legacy approaches that have limited integration between sales and business operations metrics.In today’s hyper-competitive landscape, successful digital businesses can no longer afford to operate this way.

    Building truly connected sales plans and strategies that are tightly linked to enterprise performance management, CRM, and other critical business data ensures that every part of the organization is working together.

    Watch this webcast to gain key insights into incentives and best practices for true sales and business alignment.
  • Smart Cities: Real IoT Use Cases
    Smart Cities: Real IoT Use Cases
    Steve Brumer- Partner at 151 Advisors and Steve Wimsatt - Senior Director, Alliances and Business Development Ruckus Network Nov 26 2018 5:00 pm UTC 60 mins
    Problems faced by IoT and smart city opportunities are knowing how all the moving pieces work together to obtain a real ROI! Join Steve Brumer, Partner at 151 Advisors and Steve Wimsatt, Senior Director, Alliances and Business Development Ruckus Networks, a unit of ARRIS for a 45-minute open discussion on IoT in Smart Cities, the real-world applications and uses cases across the globe and how to make money!

    Topics will include:
    - Real World Applications & Uses Cases
    -Where is the money in supplying products and services and the commercialization aspects of them!
    - What is the true meaning of ROI in the Smart Cities and Smart Buildings space?

    Key takeaways will focus on where should you focus your time, energy and efforts within this space and how to drive revenue.
  • The future of sales: How big shifts will impact your sales organization
    The future of sales: How big shifts will impact your sales organization
    Brandon Kulik, Principal, Sales Force Effectiveness Practice, Deloitte; Simmi Mehta, Senior Manager, Sales Force Effectivenes Nov 27 2018 10:00 am UTC 43 mins
    The sales planning process is constantly changing, with new technologies emerging every day to enhance how we meet business goals.However, sales leaders are struggling to understand the implications of artificial intelligence (AI), data and analytics, digital platforms, and robotics, as well as their impact on the business.

    Anaplan and Deloitte invite you to join this on-demand webinar to learn how these key technology disruptors are impacting the sales organization.

    After the webinar, you will know:
    -How to use macro trends to differentiate yourself from competitors
    -What sales and channel operations teams can do to understand and harness new capabilities
    -The leadership skills and cultural attitudes needed to adopt changes in a sales organization
  • 8 Steps to Rolling Out a Powerful Social Selling Program
    8 Steps to Rolling Out a Powerful Social Selling Program
    Brynne Tillman Nov 27 2018 8:00 pm UTC 45 mins
    Learn the 8 steps that every sales team needs to implement in order to launch a profitable and scalable LinkedIn & Social Selling program.

    1. Define KPIs and Goals
    2. Buyer Mapping
    3. Selecting Tool Stack
    4. Content Strategy
    5. Playbook
    6. Profile Development
    7. Training
    8. Measure and Coach for Improvement
  • High Velocity Sales & Marketing: What it Takes
    High Velocity Sales & Marketing: What it Takes
    Matt Wheeler CEO | QualifiedMeetings Nov 28 2018 6:00 pm UTC 41 mins
    Join DiscoverOrg's VP of Customer Success, Andrew Brewer, and QualifiedMeetings CEO & Co-founder, Matt Wheeler, as they discuss key areas for achieving high velocity sales. Learn why accurate and actionable intelligence is key to identifying prospects, setting more meetings, and closing more business. The 'secret sauce' is not only having access to the right data, but knowing how to use it. QualifiedMeetings shares how they achieved High Velocity status by deploying an outbound strategy reliant on accurate and actionable data from DiscoverOrg.
  • Make Website Experiences Personal: Injecting Relevance into Every Interaction
    Make Website Experiences Personal: Injecting Relevance into Every Interaction
    Simon Langevin, Product Manager, Coveo Nov 29 2018 6:00 pm UTC 60 mins
    Manually personalizing your digital experience for every website visitor is near impossible. Having your team track, update, and deliver the most relevant content, the moment it’s needed, is just not feasible. This approach can lead to inconsistent and unreliable experiences for customers, places unnecessary burdens on marketing and web teams, and significantly increases cost of operation. Smarter, automated, and more scalable technologies are necessary to both satisfy today’s relevance-seeking customers and stay ahead of competition.

    This webinar reveals best practices on how to inject relevance and personalization into your website experience. We’ll demonstrate how companies are using AI-powered search and recommendations to leverage the intent and information behind every touch point of the web journey to drive contextual and personalized experiences that:

    -Increase conversion rates by providing relevant search results
    -Increase website engagement through proactive recommendations
    -Drive higher customer lifetime value
    -Empower your marketing team with insights on your visitors’ content consumption and trends


    You’ll also get a peek at AI-powered strategies that pacesetter companies are using to deliver relevance at every touchpoint.
  • Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters
    Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters
    Deb Calvert w/special guests Thomas Williams & Thomas Saine Dec 3 2018 9:00 pm UTC 45 mins
    Three seemingly simple questions lie at the heart of why sellers win or lose. “Who buys?” “Who cares?” “What matters?” If you don’t know or aren’t sure of the answers, you may be in for a bumpy ride.

    In this 45-minute webinar we will discuss the importance of stakeholder mapping and how it can prioritize and customize sales activity. The information provided will be from Chapter I of the book entitled “The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales” which the presenters co-authored.
    You will learn:
    Why It’s Difficult to Identify Key Stakeholders
    What is Stakeholder Mapping
    The Six Questions That Stakeholder Mapping Can Answer
    The Difference Between Internal and External Stakeholders
    The Importance of Identifying Mindset
    The Three Types of Change Drivers
  • Change the Way Your Team Sells with the Client Evolution Model
    Change the Way Your Team Sells with the Client Evolution Model
    Deb Calvert w/special guests Rebecca Twomey & Charles Bernard Dec 4 2018 6:00 pm UTC 45 mins
    Are you looking for ways to help your sales team succeed? (Well I mean, of course you are!)

    So, let's get to it. Let's help your sales team succeed at selling and building relationships. This special edition webinar features two members of the Criteria for Success team, a sales growth company:

    Charles Bernard, CEO
    Rebecca Twomey, Director of Marketing
    During the webinar, Charles and Rebecca will share the Client Evolution Model with you. It's an impactful tool that will help your sales and marketing teams understand where to focus energy, and what to do during each step of the prospect/client relationship process.

    If you want more business and stronger relationships with your prospects and customers--this webinar is for you!

    Ready to empower your sales and marketing teams and grow your business? Get signed up today!
  • A Walk in The Clouds: The Modern Customer Experience
    A Walk in The Clouds: The Modern Customer Experience
    Jacqueline Touma, Sandy Mathis, Amy Protexter, Razia Richter Dec 4 2018 8:00 pm UTC 60 mins
    The customer expects fast, personal and engaging experiences, integrated and aligned across touch points in real time.
    The Cloud brings along a paradigm shift in the way customers interact with the businesses and what businesses must be prepared for. Understand what the Modern Customer Experience is and how content and customer analytics are keys to success.
    Organizations need to have the right tools to capture feedback and provide needed content at each point in the life cycle.
    Learn more from our Panel of experts as they share their experiences, best practices, and lessons from leading Companies.
  • How to Build a Sales Organization from the Ground Up
    How to Build a Sales Organization from the Ground Up
    Liz Heiman, Chief Strategy Officer Dec 5 2018 7:00 pm UTC 45 mins
    Other sales experts talk to you about how to sell, I teach companies how to build sales organizations that hit revenue goals.

    Starting with:

    - What your sales team will need to succeed
    - Why strategy delivers sales results
    - The importance of messaging to close deals
    - How a funnel will support your sales effort
    - Things to consider before you hire
  • In WFM Apps We Trust!
    In WFM Apps We Trust!
    Brandon Rowe, Sr Manager - Product Marketing, OpenText Dec 5 2018 7:00 pm UTC 60 mins
    Attracting and retaining agents can be a cumbersome task for contact centers. In many ways, they (agents) expect a blending of their work and personal lives. A WFM mobile app keeps agents engaged, provides a better work-life balance, and ensures time management and collaboration, while giving supervisors and analysts the ability to quickly identify problems and take action to ensure proper staffing and service levels are met.

    Join us as we discuss how intraday management with a mobile app is helping contact centers to connect and empower their agents.
  • DETERMINING DIGITAL MARKETING’S REAL IMPACT ON REVENUE
    DETERMINING DIGITAL MARKETING’S REAL IMPACT ON REVENUE
    Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb Consulting Dec 5 2018 10:00 pm UTC 45 mins
    Directly attributing revenue from digital marketing efforts has traditionally been a serious challenge for marketing departments. For many the digital content strategy has become a money pit with no clear signs 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 digital marketing’s real impact on revenue.
  • Secrets to 21st Century Selling
    Secrets to 21st Century Selling
    Sam Richter w/special guest Mark Hunter Dec 6 2018 6:00 pm UTC 45 mins
    Technology has dramatically changed the way people buy and sell. But maybe not how you think. It’s certainly important to participate in “social selling.” But the real secret is leveraging online information resources with proven sales techniques to discover the right prospect, at the right time, with the right message.
  • 6 Best Practices to Increase Self-Service Success & Boost Case Deflection
    6 Best Practices to Increase Self-Service Success & Boost Case Deflection
    David James, Director, Product Marketing, Coveo Dec 6 2018 6:00 pm UTC 37 mins
    It’s no surprise when it comes to resolving issues and finding information, customers prefer self-service. And organizations prefer it because it dramatically reduces support costs. But if you want to make great self-service a reality on your support portal, you need to give customers an intelligent and intuitive search experience and proactively recommend content that can help.

    Join us for this live webinar to learn the 6 best practices to increase self-service success & boost case deflection.

    In this webinar, we will:

    -Dive into what great self-service looks like and show you the formula for creating relevant support experiences
    -Share case study examples of successful support portals and communities using Coveo
    -Answer questions about AI-powered search capabilities

    If you’re a Customer Service Innovator, a Community Manager, or interested in the latest self-service trends, you won’t want to miss this info-packed session on the the power of AI-powered search to boost customer self-service.
  • How video can transform your sales process
    How video can transform your sales process
    Amiet Chevrier Gill, Head of Business Development, Digital Brew Dec 6 2018 7:00 pm UTC 60 mins
    The age of digital transformation is happening but how have you applied it to your sales process?

    There are an array of tools on the market that promise to help you close deals faster so it can be tough to know where to start. In this webinar with Digital Brew, we’ll discuss:

    -How to best leverage video throughout your entire sales process
    -How to revolutionize the way people interpret your brand
    -How to deliver a high-quality experience your customers will love
  • Grow An Enterprise Account: 10 Steps to Collaborate on a Campaign
    Grow An Enterprise Account: 10 Steps to Collaborate on a Campaign
    Barbara Weaver Smith, CEO, The Whale Hunters Dec 10 2018 6:00 pm UTC 22 mins
    Once you are doing business with a national, multi-national or company it’s hard to plan for growth. What’s next? Who’s in charge? Is marketing still involved? Should you include the entire footprint? I’ll give you a method for an account-based sales development plan jointly designed and run by marketing and sales.
  • The 5 Planks of Door Opening Success
    The 5 Planks of Door Opening Success
    Caryn Kopp, Chief Door Opener Dec 12 2018 5:00 pm UTC 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
  • Disruptive Technologies: A Quarterly Update
    Disruptive Technologies: A Quarterly Update
    Johna Till Johnson, CEO & Founder, Nemertes Research Dec 19 2018 4:00 pm UTC 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.
  • Make More Time for SALES in 2019
    Make More Time for SALES in 2019
    Debbie Mrazek - President Dec 28 2018 4:00 pm UTC 45 mins
    - Create more Sales Success by creating more time for SALES
    - Increase your Sales Productivity by managing your time more effectively
    - Shorten your Sales Cycle and create more SALES
    - Develop more Prospects and have time to IMPROVE Prospecting
    - Make your SALES Goal what you REALLY want it to be
  • How a Mobile App Enhances Your Contact Center Strategy
    How a Mobile App Enhances Your Contact Center Strategy
    Ben Couch, Solutions Architect, OpenText Jan 9 2019 7:00 pm UTC 60 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 demonstrate 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.
  • 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.
  • ISM Webinar: How to Write an Effective Sales Email
    ISM Webinar: How to Write an Effective Sales Email
    ISM Fellow - Niraj Kapur 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?

    Author of the Amazon bestseller, Everybody Works In Sales, Niraj Kapur, will show you how. 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.
  • 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.
  • 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 Feb 7 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?
  • 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