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Sales

  • 3 Must-Haves on the Path to a Better Customer Journey
    3 Must-Haves on the Path to a Better Customer Journey
    Alton Harewood, Solutions Consultant and Kara Allen, Global Workforce Management/Optimization, 8x8 Recorded: Jun 25 2019 60 mins
    Join this re-released conversation with Alton Harewood, Contact Center Consultant, and Kara Allen, Global Workforce Management and Optimization for 8x8, to hear how the fundamental building blocks of CX strategy are being used today, as well as which technology enablers provide the insight and oversight needed to adjust and administer the modern customer engagement team.

    As customer loyalty is tested by limitless options, the need to understand and manage the customer journey has become essential to competitive differentiation. And far from being the domain of only large corporations – organizations of all sizes must now seek to gain insight into how customer experience is executed and ways to improve.
  • Unlocking the Value in Conversational Data
    Unlocking the Value in Conversational Data
    Tim Bartz and Yelena Kasianova Recorded: Jun 25 2019 44 mins
    Data is widely recognized as one of the most valuable assets a company owns. Conversational data is, without doubt, the most valuable. The challenge is to understand what this data means and what effective actions to take as a result. Recognizing new or unexpected trends while staying in tune with customer behavior and sentiment is a competitive advantage, and key in building successful customer relationships, maintaining loyalty and increasing repeat business.

    Join Tim Bartz, EMEA Presales Consultant at Artificial Solutions as he demos Teneo's data capabilities.

    -

    Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.
  • Simon Kucher Video: 3 key factors for optimizing your promotions strategy
    Simon Kucher Video: 3 key factors for optimizing your promotions strategy
    Simon Kucher Recorded: Jun 20 2019 3 mins
    Companies are leaving money on the table when it comes to their promotional strategies, says Simon-Kucher Partner, Ricardo Rubi. Find out the three key things companies should be taking into account when thinking about promotions to make sure you’re maximizing your growth without eating into your profits.
  • Simon Kucher Video: How to Monetize AI and Machine Learning Solutions
    Simon Kucher Video: How to Monetize AI and Machine Learning Solutions
    Simon Kucher Recorded: Jun 20 2019 3 mins
    We asked Partner and Board Member Madhavan Ramanujam how companies, especially those in the software, internet, and tech industries, can make money from their innovative solutions that use artificial intelligence and machine learning.
  • Simon Kucher Video: Recommendations on Digital Pricing for B2B Companies
    Simon Kucher Video: Recommendations on Digital Pricing for B2B Companies
    Simon Kucher Recorded: Jun 20 2019 3 mins
    "Focus on getting the fundamentals right and find out how you can improve your day-to-day pricing processes with digital support.” In this video, Dr. Andrea Maessen shares her short-term recommendations on digital pricing for B2B companies.
  • Simon Kucher Video: Sales Opportunity Self-Assessment
    Simon Kucher Video: Sales Opportunity Self-Assessment
    Simon Kucher Recorded: Jun 20 2019 2 mins
    Is your sales team failing to hit targets in a certain region? Or, are they meeting targets but there is room to go further? Take our 5-minutes Sales Opportunity Self-Assessment and receive immediate, actionable results tailored to your industry and market. Use this link to launch the assessment:

    https://www.simon-kucher.com/en/sales-opportunity-self-assessment
  • Growing sales with unified digital platform
    Growing sales with unified digital platform
    Jim Preston, Sales Director, Showpad Recorded: Jun 20 2019 73 mins
    Reasons to Attend:

    Today’s B2B buyers are more savvy and demanding than ever. They want a high quality, personalised and interactive content in real-time that will enable them to make informed buying decisions.

    Learn how a relatively new discipline, sales enablement, empowers teams with the tools, content, knowledge and skills to boost engagement with buyers resulting in improved returns. Furthermore, understand how digital alignment from CRM to marketing automation and sales tools, is essential for success empowering real-time activity and reporting through AI.

    Key Takeaways

    Understand how ‘Sales Enablement’ together with Digital Transformation help your organisation to:

    - Boost Sales and ROI through a centralised end-to-end platform that aligns Sales and Marketing.
    - Adopt a buyer-first approach by creating personalised, buyer-driven content in real-time to boost engagements and results.
    - Reduce cost and drive efficiency with AI-driven search, recommendations and integrated IT infrastructure.
  • Seller Spotlight F5 Networks: Accelerate Application Migration to AWS
    Seller Spotlight F5 Networks: Accelerate Application Migration to AWS
    Gert Jan Wolfis, Cloud Solution Architect, F5 Networks | Darren Sharpe, Business Development, AWS Marketplace Recorded: Jun 20 2019 72 mins
    Many organisations face an exploding application portfolio that becomes increasingly important to the business. Attend this webinar to learn from AWS and F5 Networks experts how you can use advanced application services to migrate to and deploy your apps on AWS and how to:

    - Improve manageability, strengthen security, and ensure faster application deployments
    - Secure AWS workloads against even the most sophisticated threats
    - Explore, trial, and consume app services and security solutions in AWS Marketplace
    - Deploy cloud solution templates directly from AWS Marketplace
  • Values Based Sales Leadership
    Values Based Sales Leadership
    Jeffrey Lipsius, The Customer Awareness Expert Recorded: Jun 19 2019 45 mins
    Are you tired of constantly being the one who keeps your sales team motivated? Wouldn’t it be great if your salespeople learned to motivate themselves? True motivation comes from within. Secure your salespeople’s inner-motivation by creating a selling culture that promotes it. Culture is shaped by values. This webinar introduces seven values sales leaders can implement to create a high performance selling culture.

    You will learn:

    1.The seven values for securing a high performance sales force
    2.How to motivate salespeople from within
    3.The root cause of interference to sales performance
    4.To ignite a perpetuating cycle of ongoing sales learning and improvement
    5.How to perpetuate your sales team’s continuous learning and improvement
  • How to Integrate Sales and Marketing for Large Account Success
    How to Integrate Sales and Marketing for Large Account Success
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Jun 19 2019 38 mins
    Program #6 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

    The most successful large account sales operations fully integrate their marketing and sales functions in an approach usually called Account-Based Marketing and Sales. Although the term typically refers to technology solutions, the technology is an enabler—not the fundamental approach. Failing to capture the lifetime value of a large account customer is where most companies of all sizes miss the mark. Close alignment of sales with marketing markedly increases the likelihood of major account growth.


    You will learn:
    1.What is marketing’s role in the integrated process?
    2.How to integrate two units that are hostile or disinterested.
    3.What options you have for managing an integrated unit or closely aligned divisions.
    4.Where Sales Enablement may fit into an integrated process.
    5.How and why you should treat a large account as a “Market of One.”
  • Using LinkedIn to Drive Lead Gen (ScaledUp Ep. 4)
    Using LinkedIn to Drive Lead Gen (ScaledUp Ep. 4)
    Lloyd Yip, The Startup Sales Expert Recorded: Jun 19 2019 49 mins
    Linkedin is the most powerful, yet under-utilized channel for business development out there. If you are in B2B, your clients are on LinkedIn, so why not capitalize on it?

    In this session, we’ll discuss how to leverage LinkedIn so you can build your brand and generate more pipeline for your business. Long gone will be the days where LinkedIn is just an online resume

    You Will Learn:

    1.How LinkedIn differs from other channels
    2.Using LinkedIn to identify your ideal clients
    3.A step by step process for building an outbound prospecting process on LinkedIn
    4.BONUS: How to become a thought leader on LinkedIn to drive pipeline
  • 6 Ways to Increase Self-Service Success on Your Support Portal
    6 Ways to Increase Self-Service Success on Your Support Portal
    David James, Director, Product Marketing, Coveo Recorded: Jun 18 2019 36 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 power of AI-powered search to boost customer self-service.
  • Power UP your Value Prop for ABM
    Power UP your Value Prop for ABM
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Jun 18 2019 40 mins
    Revenue forecasts in 2098 are betting on “account based” marketing and sales strategies to drive deeper relationships that will result in pipeline growth and deeper account penetration. But not all ABM efforts are truly “account based.” Many companies are simply doing the same targeted or vertical marketing they have always done. For true ABM, a key focus area is developing a deep understanding of the account’s external drivers and translating that into relevant, buyer-focused messaging that increases engagement. What does it take to create an “ABM” value proposition?

    You will learn:

    1.How to identify external business drivers that are the seeds of buyer relevance
    2.Translating the drivers into truly differentiated offerings and messaging
    3.The components of an ABM-ready Value Proposition
    4.Building a sales-ready value proposition from the outside-in
  • Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
    Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
    Deb Calvert, Sales Author, Speaker, Researcher, and Coach Recorded: Jun 18 2019 44 mins
    This presentation is about knowing what drives sales productivity and how to strategically pull the levers for a balanced and more predictable performance.

    We’ll review the top 7 Sales Productivity Drivers and the interplay between them. You’ll be able to diagnose which ones you need to work on for improved sales performance.

    Join me to identify which Sales Productivity Drivers need your attention and which ones can go on auto-pilot in your organization.
  • Incentives – following the money and growing profits
    Incentives – following the money and growing profits
    Christian Atherton and Sam Oliver-Welsh: Simon - Kucher & Partners Recorded: Jun 18 2019 74 mins
    Reasons to Attend:

    Incentives can be a powerful lever to drive sales, but it can be a challenge to get them right.

    Questions like:

    What metrics should we use? Sales? Gross Margin?
    Should we keep it simple or should we drive better outcomes more elements in a balanced scorecard?
    How much of the reward should be variable?
    Should we cap incentives?

    We think that we are rational about incentives, but actually, we all share some innate biases that could be leading to sub-optimal sales outcomes. Join us for our “Incentives - following the money” webinar to see how you can counter or even take advantage of sales biases to drive better sales performance.


    Key Takeaways

    •Insight on what metrics tend to work best
    •How thinking of incentives as a cost can lead to sub-optimal decisions
    •Learn whether incentive caps tend to be a good idea or not
    •The place and relative value of penalties vs. positive incentives
    •How to maximise the impact incentives
  • What Sales Can Learn From an FBI CounterIntelligence Expert
    What Sales Can Learn From an FBI CounterIntelligence Expert
    Carole Mahoney with special guest, Robin Dreeke Recorded: Jun 17 2019 39 mins
    Join host Carole Mahoney ask she talks with Robin Dreeke, an FBI Special Agent Behaviorist, whose advanced training and experience in the area of social psychology and the practical application of the science behind relationship development and trust, ultimately lead him to head up the FBI's elite Behavioral Analysis Program.

    In this 25 minute interview, you will learn:

    - What the most distrusted profession- sales- can do to evoke and communicate trust.
    - A proven formula for being trustworthy.
    - How to quickly build rapport with anyone.
    - The difference this can make in sales and leadership.
  • How to Build a Private Marketplace & Govern Software Provisioning with Speed
    How to Build a Private Marketplace & Govern Software Provisioning with Speed
    Brad Lyman, Senior Manager AWS Marketplace Recorded: Jun 13 2019 13 mins
    It's important for enterprises to find a simple way to ensure their engineering teams comply with procurement, legal, and security controls without reducing agility. In this tech talk, we provide an introduction to Private Marketplace and demonstrate how to create a custom catalog of approved third-party solutions. You'll learn about the thousands of solutions that can be added into your Private Marketplace and the various pricing and deployment methods that can be pre-configured into your approved solutions.

    Enable self-service procurement and help reduce the procurement cycle time for new solutions or vendors from months to hours. Learning Objectives:

    - Learn how to create a Private Marketplace and what configuration and deployment looks like
    - Learn how to select from thousands of third-party solutions in AWS Marketplace and add them to your Private Marketplace
    - Understand how to manage Private Marketplace and customize it with company branding
  • Game On! Using Gamification to Increase Performance and Employee Retention
    Game On! Using Gamification to Increase Performance and Employee Retention
    Casey Kostecka, Convergent Recorded: Jun 12 2019 55 mins
    Gamification is still a hot topic within the contact center world. Most contact center leaders understand the appeal of incorporating game mechanics into their operations and can visualize the excitement and subsequent employee engagement the games will promote. Yet most contact centers still haven't implemented gamification due to the limited real world ROI information available.

    Convergent Outsourcing utilizes games tied to key performance metrics and has found the program to be very successful. During this webinar, Casey Kostecka will share Convergent's gamification experience, actual metric improvement results, and ROI data.
  • Here's what to consider when adding or switching your CRM
    Here's what to consider when adding or switching your CRM
    George Brontén, The B2B Sales Effectiveness Expert Recorded: Jun 11 2019 42 mins
    You will learn:

    1.What is a CRM? Which one is right for your company?
    2.Pitfalls when selecting a CRM?
    3.Benefits of CRM?
    4.CRM & Sales Enablement?
  • Future of Service in a Customer Centric World - Learnings from 2018
    Future of Service in a Customer Centric World - Learnings from 2018
    Anne Marie Forsy CEO, CCA. Dr Natalie Petouhoff, VP, Salesforce Recorded: Jun 11 2019 61 mins
    Experts Tips for Service Transformation and Setting up for Success in 2019.

    Knowing which levers to pull to improve your service operation can be a challenge. Having the right leadership to make success a reality can be the make or break for your customer engagement programmes.

    We will uncover tips and tactics for success to help you drive transformation in the year ahead. Join us for this lively discussion hosted by CCA CEO Anne Marie Forsyth.
  • Reducing Agent Effort and Lowering AHT for a Better CX
    Reducing Agent Effort and Lowering AHT for a Better CX
    Roger Lee, Director - Customer Success, Gridspace Recorded: Jun 6 2019 62 mins
    Providing an effortless employee experience is critical in delivering memorable customer service. How do you ensure that your customer service professionals are communicating accurate and complete information when they interact with your customers/clients? How do you know your customer service professionals are providing appropriate products/solutions to better serve your customers/clients?

    Join us for this discussion in which Roger Lee, Director - Customer Success for Gridspace, will share his thoughts on how to utilize machine learning speech analytics to provide agent assistance to improve both the employee and customer experience.
  • Assess, Align and Accelerate - 3 Steps to Power Revenue Growth
    Assess, Align and Accelerate - 3 Steps to Power Revenue Growth
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Jun 6 2019 44 mins
    In our third event in the Revenue Growth Series, Chris Ryan and special guest expert Ron Friedman will share a powerful 3-step process for accelerating revenue growth. Drawing upon the speakers’ extensive experience as business builders, corporate executives, and sales and marketing experts, Ron and Chris will share strategies and tactics that have led to consistent revenue acceleration, company turnarounds and improved company valuations.
    Starting with five specific ways you can assess the strength of your existing sales and marketing performance, we will then cover eight action items you can take to align your marketing and sales teams. We will close with three important things you can do to accelerate revenue growth as well as an example of a B2B company that vastly improved its performance by following this three-step methodology. As a bonus, all attendees will receive a free copy Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.
    By attending this event, you will:
    1.Learn the best ways to accurately assess your existing marketing and sales performance.
    2.Recognize the factors that lead most quickly to revenue growth.
    3.Know how to align every part of your lead-to-revenue process for maximum results.
    4.Establish the right metrics to manage performance.
    5.Understand how to accelerate your revenue growth and gain competitive advantage.
  • Reach Your Target Audience: Advanced Digital Marketing Strategies for Cannabis
    Reach Your Target Audience: Advanced Digital Marketing Strategies for Cannabis
    Taylor Wheeler, Director of Digital Sales for V Digital Services Recorded: Jun 5 2019 58 mins
    For any industry, navigating the complicated world of digital marketing can be a daunting task. That task becomes twice as hard when we consider the Cannabis Industry.

    Due to stringent regulations from Google, Facebook and other leading digital platforms, the marketing options available to the Cannabis industry are extremely limited.

    On Wednesday June 5th, join BrightTALK and V Digital Services’ Director of Digital Sales, Taylor Wheeler, to learn more about the unique marketing platforms that ARE available to the Cannabis industry, and how to utilize these platforms to reach your exact target customer. Specifically, Taylor will cover:

    - Organic and Local Search (SEO)
    - Hyper-targeted Device ID technology
    - Website Development in the Cannabis space

    You will also be able to review some case studies that showcase each of these platforms.

    Speaker: Taylor Wheeler, Director of Digital Sales for V Digital Services
    Taylor is an accomplished sales leader, presenter and trainer with over 15 years of success in marketing and advertising. Taylor has been a specialist in the digital marketing realm since 2008, with an emphasis on Organic SEO. Based in Denver, he has worked with Cannabis-related companies there locally, and across North America, since 2009.
  • What Sales Can Learn from Improv Comedy
    What Sales Can Learn from Improv Comedy
    Julie Hansen, The Sales Presentation Expert Recorded: Jun 5 2019 42 mins
    How is sales like improv? Both require the ability to adapt quickly to change, connect with a variety of players, and move the conversation forward. Sales Coach, Actor and Improv Performer Julie Hansen shares proven improv techniques from Improv Comedy that can help salespeople and sales leaders successfully collaborate with customers, overcome objections and move the sale forward.


    You will learn how to:
    1.Quickly pick up on buyer cues
    2.Make your customer look (and feel) good
    3.Easily overcome objections
    4.Avoid this “conversation killer”
    5.Move the sale forward
  • [Panel] Getting Ahead in Cannabis: Strategies to Differentiate Your Brand
    [Panel] Getting Ahead in Cannabis: Strategies to Differentiate Your Brand
    Lisa Buffo, Cannabis Marketing Association; Daniel Stein, EVB; Taylor Wheeler, V Digital Services Recorded: Jun 5 2019 59 mins
    As cannabis businesses become more established, it will be crucial to differentiate your brand from the competition. With limited advertising options, how can you get ahead and increase brand recognition? Join this panel as successful marketing experts discuss challenges to avoid and strategies to make it in a regulated industry.
  • 3 ways to navigate your way to Business Transformation enabled by digital
    3 ways to navigate your way to Business Transformation enabled by digital
    Arun Trivedi Jun 26 2019 4:00 pm UTC 45 mins
    Digital Transformation is dead! As you plan your journey, one of the first steps is to think about what needs to be done, why and how. The webinar presents 3 ways to navigate your way without losing track of your goal(s).

    Each path has its own set of focus areas. Irrespective of he approach you take, their are 6 dimensions of transformation that you must plan around to be successful.
  • Proven Relationship Mapping = More Enterprise Contacts
    Proven Relationship Mapping = More Enterprise Contacts
    Lisa Magnuson, The Landing 7-Figure Deals Expert Jun 26 2019 4:00 pm UTC 45 mins
    Do you know what relationships are needed to land your largest prospect? Is each relationship mapped to a primary and secondary person in your organization? Have you analyzed each of these relationships to set appropriate relationship goals?

    You will learn:

    1.Why is relationship mapping a fundamental element for all large prospect development?
    2.What are the most important aspects to a winning relationship map?
    3.How to determine if you are on the right track and set up for success.
  • Database Management: How to build a strong prospect & client database
    Database Management: How to build a strong prospect & client database
    Andrew Schwartz, President, MPI Jun 26 2019 8:00 pm UTC 45 mins
    Learn how to build and leverage a strong prospect and customer database to drive sales. Join our guest speaker Andrew Schwartz and uncover ideas, insights and hear real life case studies on effective database management that drives results.
  • The Intelligent Edge: The Next Frontier of IoT Innovation
    The Intelligent Edge: The Next Frontier of IoT Innovation
    Ed Maguire, Momenta Partners Jun 27 2019 4:00 pm UTC 57 mins
    Edge, mobile edge, and fog computing have emerged, offering a panacea to the pain points of IoT data. Companies such as Intel, SAP, Ericsson and Dell Technologies are creating their own solutions. Edge computing has the potential to impact the data infrastructure of the IoT, but what are the benefits and risks of moving away from the cloud? Edge computing comes with a suite of considerations that need to be carefully considered prior to adoption that we'll explore in turn.

    This webinar will cover:

    - The current state of fog and intelligent edge computing
    - What are the benefits/risks of moving away from the cloud?
    - What does this mean for cloud computing, data infrastructure and data analytics?
    - What are the best use cases of edge computing and what are its limitations?
    - Forecasts on future applications
  • Driving Growth as a Bank CEO
    Driving Growth as a Bank CEO
    Michael Dalis, The Drive-Sales Expert Jun 27 2019 6:00 pm UTC 45 mins
    You are a Senior Leader at your bank, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales with qualified clients growing at the pace you need?  While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger BD effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former banker, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow revenue growth,
    -avoid the common failure points in business development initiatives, and
    -pick your spots where strong Leadership and Coaching accelerate sales growth.

    Following this webinar, it will be clear what you can do as a banking leader to drive faster Business Development growth by making the right adjustments to your Business Development investment.

    You will learn:

    1.Why the responsibility for growth cannot be fully delegated.
    2.What roles senior leadership plays in growth
    3.How to play those roles effectively
  • How to Overcome Every Sales Objection
    How to Overcome Every Sales Objection
    Chris Murray, founder of the Varda Kreuz Training Group Jul 2 2019 10:00 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
  • How To Build High Performance Sales Teams That Make More Sales In Any Economy
    How To Build High Performance Sales Teams That Make More Sales In Any Economy
    Gavin Ingham: ISM Fellow Jul 2 2019 1:00 pm UTC 60 mins
    Reasons to Attend:

    This #IAM10 High-Performance Teams webinar will help you to build world-class teams that are more motivated, more focused and more productive.

    Are your teams frazzled, constantly fire-fighting and drowning in day-to-day challenges? Do they struggle to find time to focus on their most important tasks? Does it sometimes feel like Groundhog Day where your people seem to be going through the motions, day after day? Do you feel like a small percentage of your people are on fire and the rest is just smoldering, lacking that important spark of motivation, commitment, and passion?

    Key Takeaways

    What could you achieve in your business if your teams were more motivated, more focused and more productive? What if you could light the touch paper and stand back and watch them ignite?
    Attend this webinar for more.
  • Using a Continuous Cycle of Improvement to Drive Engagement
    Using a Continuous Cycle of Improvement to Drive Engagement
    Dan Hale, Managing Director Customer Care, Best Western Jul 2 2019 6:00 pm UTC 55 mins
    Join this re-released conversation as we discuss how Best Western Hotels and Resorts' contact center used a continuous cycle of improvement to drive employee engagement 20% higher. You’ll hear Best Western’s step by step process and be given specific examples of how it worked in their center.
  • The Sales Competencies that Drive Sales Success
    The Sales Competencies that Drive Sales Success
    Deb Calvert, president of People First Productivity Solutions Jul 2 2019 7:00 pm UTC 45 mins
    Are you hiring the top sales talent that can do the very best job possible of selling your products/services? Do you know what traits, knowledge, and skills lead to sales success in your industry, market, and product line? Join us for this research-based webinar that will teach you how to:

    - Identify the sales competencies that truly drive success for YOUR organization
    - Hire for those competencies to ensure rapid ramp-up and better retention
    - Write job descriptions, performance standards, and reviews that consistently feature the right competencies
    - Develop the right competencies in your sales team
  • 10 tips for maximising your win rates
    10 tips for maximising your win rates
    Jon Williams, Managing Director, Strategic Proposals Jul 4 2019 10:00 am UTC 60 mins
    Reasons to Attend:

    •75% of Buyers say that proposals are the critical part of their decision-making process and therefore critical to winning business for many sales teams
    •Majority of clients and prospects are disappointed with the proposals they receive
    •In fact, according to recent research, most buyers think they could write better proposals than their bidders!

    Key Takeaways

    •Understand latest industry thinking
    •Leading insights into buyers
    •10 tips for maximising your win rates by ensuring your proposals are the best
    •Best practice examples


    Written proposals are a key part of winning business for many sales teams. Yet salespeople often find the process for responding to an RFP frustrating – and clients report being disappointed in the tenders they receive. According to Strategic Proposals’ most recent survey, the majority of buyers think they could write better proposals than their bidders!
    Join our July 4th webinar with Jon Williams, the managing director of Strategic Proposals, to gain insight into how leading organisations ensure their proposals are the best. Jon will share the latest industry thinking, best practice examples and his top ten tips for maximising your win rate.
  • How to Build a Data Protection Strategy in AWS
    How to Build a Data Protection Strategy in AWS
    Dave Shackleford | SANS analyst, SANS institute; David Aiken | Solutions Architect, AWS Marketplace Jul 4 2019 1:00 pm UTC 44 mins
    As more organizations store sensitive data in the cloud, and as data protection regulations become more stringent, security personnel should consider developing a strategy to protect their assets in the AWS cloud. However, this poses many important questions, such as: How can I securely migrate data from on-premises storage volumes to AWS services, or from existing AWS services to new AWS services? What controls are needed? And what performance requirements must be met?

    SANS analyst Dave Shackleford explores the controls that are critical to data security and how to scale on-premises data protection strategies to the cloud.

    Attendees will learn:

    - How to use data loss prevention, encryption, access controls, user behavior analytics, and data life cycle controls as integral parts of a data protection strategy
    - Key steps in scaling data protection to the AWS cloud, and which AWS storage and database services can be used to establish data encryption capabilities
    - Ways to minimize common risks from human error with a combination of AWS and third-party services, and how organizations are using both to secure data in AWS

    About the Speakers:
    Dave Shackleford is a SANS analyst, senior instructor, course author, GIAC technical director, and member of the board of directors for the SANS Technology Institute. He is the founder and principal consultant with Voodoo Security, and has consulted with hundreds of organizations in the areas of security, regulatory compliance, and network architecture and engineering.

    David Aiken is a Solutions Architect Manager at AWS covering AWS Marketplace, Service Catalog, Migration Services, and Control Tower. He leads a team of specialist AWS SAs that help customers implement security and governance best practices using native AWS Services and Partner products. He is an AWS Certified Solutions Architect and his skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • Emerging Technologies & IoT: How AI, AR and Blockchain Are Shaping The Future
    Emerging Technologies & IoT: How AI, AR and Blockchain Are Shaping The Future
    Ed Maguire, Principal Partner, Momenta Partners Jul 4 2019 4:00 pm UTC 57 mins
    When it comes to innovation, we've arguably seen more technological advancements over the last ten years than at any other point in time. Technology as we know it is changing before our eyes. We see the merging of the digital and physical worlds through technologies such as augmented reality; artificial intelligence enables computers to think faster than humans, and blockchain technology is considered by many to be the greatest technological innovation since the internet.

    More importantly, we're not only seeing new technologies but the convergence and intersection of multiple technologies as they extend and create new capabilities through their collaboration. The era of combinatorial innovation is upon us, and the combined impact of augmented reality, artificial intelligence, blockchain and other technologies on Connected Industry will be unprecedented.

    This webinar provides an opportunity to explore and consider the applications of new technologies as they related to IoT and Connected Industry.

    We'll take a look at:

    - The current status of AI, AR, blockchain and distributed ledger technologies and their role in empowering Connected Industry
    - Benefits and risks of evolution
    - Use cases across multiple industries
    - Future timelines and predictions
  • Create Fast, Polished Agreements in Salesforce and Close Deals Faster
    Create Fast, Polished Agreements in Salesforce and Close Deals Faster
    Ryan Hickey, Account Executive, DocuSign Jul 9 2019 9:00 am UTC 15 mins
    Salespeople that manually generate agreements waste time and close fewer deals.

    Instead of selling, reps are wasting time re-entering data already in Salesforce, using outdated templates, and copying boilerplate language from other systems. These manual activities slow down deals, kill reps’ productivity, and introduce human errors. Meanwhile, customers are left frustrated, waiting for final, error-free agreements.

    With our new product integration, DocuSign Gen for Salesforce, salespeople can close more deals faster by automatically generating polished, configurable agreements with just a few clicks from Salesforce.

    Join this live webinar to learn how, with the integration of DocuSign Gen, DocuSign eSignature, and Salesforce, you can automate the agreement process before, during and after eSignature, enabling your sales reps to:

    - Create fast, polished agreements
    - Prepare, sign and store agreements all within Salesforce (Powered by Lightning)
    - Generate agreements that can be reviewed and edited
    - Save time by inserting the right content for the right situation
  • How to Architect your Cloud Apps for Peak Business Performance
    How to Architect your Cloud Apps for Peak Business Performance
    Robin Norwood, Cloud Coding Instructor and Chris Chapman, Solutions Architect, AWS Marketplace Jul 9 2019 1:00 pm UTC 34 mins
    In this new webinar, Amazon Web Services (AWS) and global cloud training experts, A Cloud Guru, have collaborated to help you identify and tackle the important challenges IT practitioners face when migrating business apps to the cloud. This training-based session will show you how to benchmark your performance, identify challenging areas, prioritize use cases, and pair them with relevant AWS native services and software seller solutions in AWS Marketplace.

    Attendees will receive:
    - Expert guidance and training on principles for designing a high-performance cloud infrastructure
    - A guide to AWS Well Architected Framework (WAF), and how it's helping IT professionals understand how to build secure, agile, high-performing cloud infrastructures

    - How AWS Marketplace software seller solutions are helping customers today overcome challenges related to improving their IT operations in the cloud

    About the Speakers:
    Robin Norwood is the creator of A Cloud Guru’s Coding for the Cloud series: a hands-on web series dedicated to building software in a modern day, serverless world. He creates engaging, accessible, and highly technical content for technology professionals at the cutting edge of cloud computing. Robin is an AWS Certified Solutions Architect, AWS Certified SysOps Administrator, and AWS Certified Developer.

    Chris Chapman is a Partner Solutions Architect at AWS, covering AWS Marketplace, Service Catalog, and Control Tower. His core mission is helping customers and partners automate AWS infrastructure deployment and provisioning. He is an AWS Certified Solutions Architect, and his skills include cloud computing, data integration and architecture, SaaS computing, and design and software development. Chris has previous experience as a developer, system architect, and big data architect.
  • Seven Best Ways to Improve Sales Performance
    Seven Best Ways to Improve Sales Performance
    Christopher Ryan, The B2B Revenue Growth Expert Jul 10 2019 5:00 pm UTC 45 mins
    Learn how to optimize your sales force to generate revenue-producing results even if you are tight on budget or headcount. Based on extensive research and experience, this online event will show you how to best prioritize your marketing and sales activities to improve performance using the fewest (and least expensive) resources. Sharing real-life failure and success stories, presenter Chris Ryan provides step-by-step sales enablement and lead-to-revenue modeling tools to turnaround sales performance.

    Gain action items that work for marketing and sales management, as well as for sales reps and marketing professionals. Topics include branding, prospect selection, sales and buying processes, lead-to-revenue, sales enablement, and marketing and sales alignment. As a bonus, all attendees will receive a free copy of Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.

    By attending this event, you will:
    1.Uncover methods to grow revenue using your existing resources.
    2.Win battles for competitive advantage.
    3.Change hearts and minds in your marketing team to enthusiastically support sales enablement.
    4.Stop revenue leakage fast.
    5.Generate better results with less time and money.
  • Building a High-Performance Sales Organization with Top Talent
    Building a High-Performance Sales Organization with Top Talent
    Jamie Crosbie, CEO/Founder, ProActivate Jul 10 2019 7:00 pm UTC 60 mins
    Learn how to maximize sales growth and success. Receive a plan on how to protect your #1 asset. And learn how to have a funnel of sales talent that will transform your sales organization.
  • How to Improve Your Sales Close Rate and Stop Wasting Your Time
    How to Improve Your Sales Close Rate and Stop Wasting Your Time
    Julie Hansen, The Sales Presentation Expert Jul 10 2019 9:00 pm UTC 45 mins
    Average sales close rates hover around 20%. That means 80% of a salesperson’s time is wasted. Sometimes the business goes to a competitor, but many times it goes to “No Decision.” To improve your sales close rate, you need to eliminate those no decisions and work for every competitive advantage – both before and during your presentation or pitch. In this session you’ll learn what specific things YOU can do to improve your sales close rate.
    You will learn:

    1.The Top 3 reasons deals go to “No Decision”
    2.Effective Closing tactics BEFORE your pitch
    3.Effective Closing tactics DURING your pitch
    4.Calls-to-Action that really work
    5.When to walk away from an opportunity
  • JumpStart Guide for Endpoint Security in AWS
    JumpStart Guide for Endpoint Security in AWS
    David Hazar SANS analyst, SANS Institute | David Aiken, Solutions Architect Manager AWS Marketplace Jul 11 2019 1:00 pm UTC 56 mins
    When migrating endpoint security controls to protect their cloud workloads, organizations must first consider their own security, operational and business needs. Next, they should assess their requirements against the solutions already in use in-house against the in-cloud security solutions they’re considering. Ultimately, these requirements should help organizations come to a decision on whether to migrate their existing security to the cloud, or use cloud-provided tools to protect their cloud endpoints.

    SANS instructor David Hazar, AWS Solutions Architect Manager David Aiken, and Optiv Cloud Security Practice Leader Joe Vadakkan will release guidelines for determining your cloud endpoint security controls and selecting solutions through the AWS Marketplace.

    Attendees will learn:

    - How cloud design affects endpoint security
    - Needs and capabilities associated with endpoint security platforms in the cloud (such as automation, behavioral detection and blocking, and threat hunting capabilities)
    - Specific focus on cloud-based endpoint detection and response (EDR)
    - Solution guidance and evaluation considerations for endpoint security platforms, including real-world success observations
    - Key questions for potential vendors to determine which endpoint security platform(s) are best-suited for integration and implementation in your AWS environment

    Join this webinar and gain practical knowledge on how to evaluate and select an effective endpoint security platform for the cloud. Don’t miss this opportunity to improve your endpoint security strategy with industry-leading guidance from SANS, Optiv and AWS Marketplace.
  • You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers
    You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers
    Barbara Giamanco, The Strategic Social Selling Expert Jul 11 2019 3:00 pm UTC 45 mins
    Sales opportunities are often lost in that first prospecting phone call, sales email or social media interaction. Why? Because sellers make it all about them. Engaging in social and digital selling strategies are a waste of time if you don’t engage your prospects with relevance, and at the RIGHT time and with the RIGHT message.

    You will learn:

    1.Multi-channel strategies for engaging buyers on their turf – social, digital, email, phone.
    2.Why HOW you sell is MORE important than what you sell.
    3.A fact-finding process that turns information into business insights prospects care about.
    4.The sales messages buyers DO NOT ignore.
    5.How asking the right questions and listening to the answers moves deals forward.
  • Engaging Prospects Across Platforms
    Engaging Prospects Across Platforms
    Alice Heiman, The Sales Growth Expert Jul 11 2019 5:00 pm UTC 19 mins
    Where Are Your Prospects?
    You need to meet your prospects where they are. That might be at a trade show or event, their office, the phone, via email or text, or on social media. Meeting them where they improve the customer experience. So many decision makers are on LinkedIn and other social platforms that salespeople today must be experts at social selling.

    Build Brand Awareness
    You want your company and sales reps to be in the path of your prospects when they need you. That means you need to use all the tools available. But, it’s hard to know where, especially on social media, it’s worth having salespeople spend their time.

    Sales Coaching
    Are your salespeople using the right platforms? Sales development is getting harder, so it’s critical to ensure sales productivity to fill the pipeline. It is possible that your prospects may be using platforms that your sales reps are not currently using for business. So, what do we do?

    You will take away new ideas for:
    Sales and marketing alignment to engage prospects across platforms
    How to coach your sales reps to use multiple platforms effectively
    What will engage your prospects on each platform
  • Multi-Channel Prospecting: Fishing Where The Fish Are
    Multi-Channel Prospecting: Fishing Where The Fish Are
    Scott Ingram, The Sales Success Stories Expert Jul 11 2019 9:00 pm UTC 45 mins
    How do the best B2B sales professionals and top SDRs get more meetings more often? They don’t just cold call, write compelling prospecting emails or leverage their social selling skills. They’re doing all of the above and more. You’ll walk away with actionable tools and tactics to improve your own sales prospecting efforts immediately afterwards.

    You will learn:

    1.How to develop your own multi-channel prospecting approach
    2.Find the best ways to reach your best prospects
    3.Learn how to increase your contact and conversion rates
    4.Discover the secrets to getting higher reply rates
  • Einstein Analytics: AI + Analytics for Every Business Process
    Einstein Analytics: AI + Analytics for Every Business Process
    David Gibbons, Senior Director, Product Marketing, Salesforce Jul 16 2019 1:00 pm UTC 30 mins
    AI solutions at Salesforce promise to make companies more productive by augmenting the decisions they make with relevant information. But in practice, how can you deliver algorithmic insights at scale for your business at the moment of action? Join this session to see some real-world examples of data and analytics intelligence in action and hear from our customers to find out how they're optimising their business across industries, including financial services, to drive growth through data and analytics.
  • 4 Step Process To Handling Any Objection
    4 Step Process To Handling Any Objection
    Lloyd Yip, The Startup Sales Expert Jul 17 2019 3:00 pm UTC 45 mins
    “No’s” are inevitable in sales. But how can you break past these objections and help your prospects understand that your product and service can actually provide value? We will go through a methodical 4 step framework that will help you deconstruct every objection in order to flip it around to ultimately close the deal.

    You will learn:

    1.The exact 4 steps to use for objection handling
    2.Live examples of these 4 steps in action
    3.Examples of objection handling gone wrong (and how to fix them)
  • What's Your Digital Game Plan? A Playbook For Success
    What's Your Digital Game Plan? A Playbook For Success
    Jesse DeMesa, Partner, Momenta Partners Advisory Jul 18 2019 4:00 pm UTC 60 mins
    There is no one-size-fits-all-strategy for implementing digital innovation, but there are best practices and experiences you can leverage to enable your firm's road to change in the 21st century. Momenta Partners has created a playbook gleaned from practitioner's perspectives on how to best navigate digital transformation, and we'll share our insights with you in this webinar. This webinar is for CEOs and leadership teams seeking insights and actionable intelligence by example.

    We will take a look at:

    - The steps of a firm's digital transformation journey
    - The best approaches to beginning your transformation journey
    - Getting your team to embrace digital transformation
    - Building a playbook to help you achieve your transformation goals
    - Best practices for adoption
  • Helping Your Agents Manage the Expansion of Customer Channels
    Helping Your Agents Manage the Expansion of Customer Channels
    Noel Roberts, CTO and VP Marketing, Aria Solutions Jul 18 2019 6:00 pm UTC 60 mins
    On average agents are handling 3-4 channels and Gartner predicts that by 2020 organizations will need to address 12 emerging customer channels. In this webinar, Noel Roberts, CTO from Aria Solutions, will discuss how you can arm your agents with the right tools and processes to provide great customer engagements.