Hi [[ session.user.profile.firstName ]]

Sales

  • How to Retune Your Value Prop to Attract and Win YOUR Target Buyers
    How to Retune Your Value Prop to Attract and Win YOUR Target Buyers Alice Heiman, Founder & Chief Sales Officer w/special guests Liz Heiman & Lisa Dennis Sep 24 2018 8:00 pm UTC 45 mins
    In this lively panel discussion, Lisa Dennis and Liz Heiman will discuss how to use a value proposition to propel your sales by:
    Knowing your buyers
    Understanding buyer objectives
    Personalizing to the buyer
    Finding true differentiators
    Putting your value prop into play
  • How to create the self belief and self confidence to sell brilliantly
    How to create the self belief and self confidence to sell brilliantly Leigh Ashton Sep 25 2018 10:00 am UTC 30 mins
    Key Takeaways:

    This webinar is for you if you struggle with sales or specific sales activities and will open the door to understanding how you get in your own way of sales success...and how to develop a winning sales mindset that attracts success!

    Reasons to Attend:

    -Discover how your thoughts impact on your sales results
    -Learn how to identify your inner barriers...and how to eliminate them
    -Create your personal way of generating consistently great sales

    Many people feel uncomfortable selling. Part of it is to do with rejection – people saying “no” to you.

    Another part of it is to do with ethics – we don't want to be seen to be taking people's money!

    However, selling is not what it used to be.

    You can only succeed – in the long term - if you give value and help customers.
  • How to Nail a Quarterly Business Review
    How to Nail a Quarterly Business Review Cynthia Spraggs Sep 25 2018 4:00 pm UTC 30 mins
    Want to prove how valuable your team or your project is? Need to secure buy-in from stakeholders or cross functional teams? Quarterly Business Reviews are one way to ensure that you rise above the crowd. Sales Beacon's CEO will share how we create visually dynamic communications based on thousands of QBRs we’ve produced for some of the world’s largest companies.
  • Selling from the Heart
    Selling from the Heart Deb Calvert with special guest Larry Levine Sep 25 2018 4:00 pm UTC 45 mins
    Sales has changed in the last 30 years. Gone are the days of manipulative and pushy sales people who rely on charm to get sales. Selling from the Heart is the new economy, where relationships matter and old-school techniques just don’t work anymore.

    In this 45 minute webinar, we’ll discuss how to not only be yourself, but be your best self and succeed!

    Selling From The Heart is about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better. It is not about blame but self-examination.

    You will learn….

    1.Why your value proposition is critical to opening up an effective business conversation.
    2.Why self-reflection is an important daily activity
    3.Why the best version of you is critical to your sales success
    4.Why understanding your value is a huge step in your sales success
    5.Why leading with heart will catapult you to success
  • Calm Operational Chaos and See Cloud More Clearly in Your Contact Center
    Calm Operational Chaos and See Cloud More Clearly in Your Contact Center Greg Cummings and Wade Myers Sep 25 2018 6:00 pm UTC 60 mins
    Join us for an interactive discussion where you can ask key questions and take away practical recommendations for calming the chaos in your contact center.

    Every modern contact center seems to struggle with common challenges including:

    *Applying interaction data to improve customer experience and retention
    *The quarterly "wrangling" of operational costs
    *Maintaining quality performance standards across decentralized teams

    Keeping all these "balls" in the air makes it hard to think strategically about how to generate greater efficiency and value. Don't miss this conversation as we work to minimize the chaos so you can see the overall picture more clearly.

    Greg Cummings - Greg has 20 years of industry experience in consulting, operations, and contact centers -- helping to drive process improvement through an outcomes based methodology. He is currently Manager Global Channels with NICE inContact.

    Wade Myers - Wade has 10 years of experience in voice and data recording solutions for a wide variety of industries focused on solutions high in quality, ease of use, and customer satisfaction.
  • More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities
    More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities Caryn Kopp, Chief Door Opener Sep 25 2018 6:00 pm UTC 45 mins
    Leaders! Join Chief Door Opener, Caryn Kopp when she shares the secret sauce for landing meetings with larger prospects. You’ll learn:
    •Which prospects are exactly right for you
    •How to create the sales message that piques interest and gets you in
    •The tactics that Door Openers® use to get meetings others can’t
  • Sales Legends Series - An Interview with Tom Hopkins
    Sales Legends Series - An Interview with Tom Hopkins Deb Calvert with special guest Tom Hopkins Sep 25 2018 8:00 pm UTC 45 mins
    Join Deb Calvert as she interviews Tom Hopkins Tom has earned the reputation of being America’s #1 “How-To” Sales Trainer. Over 5 million salespeople, entrepreneurs, and sales managers on 5 continents have benefited from his live training events.

    He perfected his selling skills during his 8-year real estate career in which he received numerous awards. In his last year selling real estate, he sold 365 homes – an average of one per day – something that was unheard of at the time and has rarely been matched.

    Since that time, he has developed and customized his proven-effective selling skills for over 350 companies. He has authored 20 books on the subjects of selling and success. Over 2.9 million copies of those books have been read by sales pros the world over. He is also the 2013 recipient of the Lifetime Achievement Award from the National Academy of Best-Selling Authors. And, he’s been acclaimed as the #1 Sales Guru 2 years in a row by Global Gurus.

    He has dedicated his life to helping sales and marketing professionals improve their communication skills and increase sales revenues.
  • [Live Panel] Tech Stack Secrets from Top IT Teams
    [Live Panel] Tech Stack Secrets from Top IT Teams Dave R Taylor, CMO, Impartner, Lief Koepsel, Fortinet, Armin Moaddel, Marketo, Margaret Back, McAfee & Kevin Sequeira, Splunk Sep 25 2018 8:00 pm UTC 60 mins
    How do you support your business units?

    How do you decide to make or buy?

    How do you decide whether to use functionality from an existing vendor or bring in a totally new technology provider?

    These are the questions top IT teams are and should be asking. In this webinar you’ll hear from top IT leaders – and one business unit buyer – from today’s most progressive tech companies for insights on how they’ve navigated these questions for their organizations and helped them construct a world-class tech stack that outpaces the competition.

    Join Dave R Taylor, Chief Marketing Officer at Impartner for this live streamed panel during Dreamforce 2018 in San Francisco.

    Panelists:
    Lief Koepsel, Senior Director, Channel - North America, Fortinet
    Armin Moaddel, Senior Partner Operations Manager, Marketo
    Margaret Back, Business Process Architect, McAfee
    Kevin Sequeira, Senior Director, Sales Technologies, Splunk
  • [Live Interview] Ask the Expert: How to be the IT Champion of a PRM Installation
    [Live Interview] Ask the Expert: How to be the IT Champion of a PRM Installation Gary Sabin, Senior Director, Product & UX and Dan Lang, Senior Salesforce Developer, Impartner Sep 25 2018 9:15 pm UTC 30 mins
    Sales tech stack: ✓ Martech stack: ✓  This year’s hot tech stack is for the channel -- which typically represents 75% or more of a company’s revenue. 2018’s breakthrough technology is PRM – Partner Relationship Management. This foundational system of record sits at the core of a chantech stack and everyone from Splunk, to Zendesk to Xerox have made PRM this year’s must have technology. IT leadership is uniquely positioned to ensure the quick, on-budget implementation success.

    Join this intense “Ask the Expert” session with one of Impartner Channel Innovation Labs top installation experts to learn best practices on how to streamline deployment of this highly-visible, revenue-generating solution.
  • How to Extend Your Sales Team Without Hiring
    How to Extend Your Sales Team Without Hiring Josh Curcio COO/Partner Sep 26 2018 3:00 pm UTC 45 mins
    - Learn where sales productivity and efficiencies are lost
    - Understand what makes an effective sales enablement strategy
    - Learn how to choose the right software to support a sales enablement strategy

    Get tips on how to fully adopt and implement this strategy
  • Leading Your Sales Team Past Fear of Rejection
    Leading Your Sales Team Past Fear of Rejection Andrea Waltz Sep 27 2018 4:00 pm UTC 45 mins
    All salespeople, no matter the industry or organization, are challenged by rejection. As sales mangers and leaders, it is crucial to identify and solve these issues rather than ignore them. You will learn specific ways to manage and support your people - not to “survive” rejection - but to thrive in the face of it increasing their sales performance and motivation.
  • Your customer journey is broken and here are three things to help you fix it
    Your customer journey is broken and here are three things to help you fix it Nevil Tynemouth, ISM Champion Oct 2 2018 10:00 am UTC 30 mins
    Key Takeaways:

    Let’s face it: There are many fragile – and oftentimes broken – moments in the customer journey.

    Departmental handoffs and changes in the channel, for instance, add complexity and threaten to derail purchases and sometimes harm loyalty.

    So how can you bridge those gaps and deliver the seamless experience your customers really want?

    Reasons to Attend:

    While the customer journey is fraught with troublesome grey areas, don’t fret. Focus on the following areas instead:

    -Awareness
    -Interest
    -Consideration
    -Action
    -Use
    -Advocacy

    This is based on our work on the psychology of consumer behaviour.

    The real customer journey, challenges you to see things from your clients and customers perspectives.

    We look at the emotional drivers and associations your consumers and potential consumers have.

    We will introduce you to the green line and what you need to do to put your customers in a positive emotional state and how this benefits your business.
  • 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 Oct 2 2018 5:00 pm UTC 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.
  • DCX Series [Ep. 5]: Is Artificial Intelligence Ready for Primetime?
    DCX Series [Ep. 5]: Is Artificial Intelligence Ready for Primetime? Robin Gareiss, President & Founder, Nemertes Research Oct 4 2018 3:00 pm UTC 60 mins
    All the rage these days is about AI, or artificial intelligence. Enterprise and business leaders do not rate AI as the most transformative technology for their Digital Customer Experience (DCX) strategies, but it's near the top. In this webinar, you'll learn:
    *What is the top transformative technology and why?
    *What are the adoption plans for AI in companies' DCX strategies?
    *How are companies using AI in the contact center, to measure customer success, and to engage customers?
    *What are the key benefits--and they key problems--with AI?
    *Which AI technologies do companies plan to use?

    We look forward to sharing this information with you!
  • Achieve maximum efficiency with a simplified sales workflow
    Achieve maximum efficiency with a simplified sales workflow Margie Burton, Product Manager, Alexey Zhezherov, Product Manager Oct 4 2018 6:00 pm UTC 60 mins
    Here’s a saying you’ve heard before: There are never enough hours in the day.

    And if you’re saying this more often than not, then it’s time to re-evaluate your sales process. To generate more business, you need to increase your productivity and eliminate inadequate tools not just for the sales team but also for your marketing, HR, finance and legal teams too.

    Join us for a webinar where we’ll show you how PandaDoc and Zapier can help you connect over 1,300 apps so that you can reduce your busywork, simplify processes, streamline communication and ultimately make you much more efficient.
  • How to Get Your Sales Reps to Think Like a CEO
    How to Get Your Sales Reps to Think Like a CEO Matthew Kearney, Regional VP of Sales, DocuSign Oct 9 2018 10:00 am UTC 41 mins
    According to Salesforce.com, 70% of sales opportunities are closed and lost. Improving productivity of sales teams requires consideration of a host of tactics: processes, talent management, and compensation are just a few. One of the most effective ways to bring these and other factors together is to encourage sales reps to think of themselves as the CEO of their territories.

    In this on-demand webinar, you’ll hear from Matthew Kearney, Regional Vice President of Sales at DocuSign who will share his experience fostering a business owner mindset among his sales teams. You’ll learn what it means to have a business owner mindset and the strategies sales leaders can use help encourage it including:

    • Developing block and tackle skills to analyze pipeline
    • Prioritization strategies
    • How to better leverage cross-functional team members
    • Connecting company goals to personal success
  • Why don’t your salespeople do what they need to do?
    Why don’t your salespeople do what they need to do? Mike Lever, ISM Champion Oct 9 2018 10:00 am UTC 30 mins
    Key Takeaways:

    Are your salespeople not feeling the love from their prospects?

    Struggling to have long and meaningful conversations on the phone? They are not alone.

    In this webinar, we will explore why you and your sales team might be avoiding the things you really need to do.

    We will look at confidence and comfort zones in a selling environment.

    You will also get an introduction to the ABCD of you, your Awareness, Bias, Comfort zone and Decision-making.

    This is a must if you and your salespeople need to know more about what makes you tick

    Discover how you might go about improving your personal performance.

    Reasons to Attend:

    To be effective, they must understand the game has changed and their approach needs to change too - discover that:

    -Self-service has redefined sales
    -Prospects need a trusted advisor
    -Meaningful conversations are key to closing
    -Close the distinction between sales and marketing

    You need to adopt it sooner than you think, as the self-service world is not going away - and your competitors know this too.
  • 10 Sales Tax Rules to Live By
    10 Sales Tax Rules to Live By Jeffrey Lutters, Avalara Oct 9 2018 5:00 pm UTC 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
  • What Every Sales Pro Needs to Know About AI
    What Every Sales Pro Needs to Know About AI Deb Calvert with special guest Adam Honig Oct 10 2018 4:00 pm UTC 45 mins
    Have a love/hate relationship with your CRM? Prospecting frustrations? Never enough time? Then you’re gonna love using AI in your selling. Join Spiro CEO Adam Honig and Deb Calvert to learn how AI is the ultimate sales hack that can make YOU a sales machine!

    Attend this webinar to learn how selling with AI can make your job more fun, easier, and more rewarding. You'll discover how AI:

    - Provides faster and better business insights
    - Creates reminders and updates for you and your team
    - Identifies contacts for you
    - Gives early alerts about problems in your pipeline
    - Reduces data entry

    Register today to learn about the future of selling, because the future is now!
  • Rehumanizing the Sales Process
    Rehumanizing the Sales Process Shari Levitin, CEO of Shari Levitin Group Oct 10 2018 6:00 pm UTC 45 mins
    The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:

    •Anything that can be told can be asked
    •The ASK, LISTEN AND LINK method to sales
    •Leveraging first, second and third level questions will get to the heart of why people buy your product or service
    •How to listen to the emotion behind the words
    •Unpack three methods for linking what’s important to the customer and your offering
  • Scientific Secrets of Superhero Sales Managers
    Scientific Secrets of Superhero Sales Managers Carole Mahoney, Founder Oct 11 2018 5:00 pm UTC 45 mins
    This 30 minute webinar reveals best practice insights from decades of scientific research and data on:
    ●where sales managers should spend their time for business growth success
    ●how much time to spend in 3 crucial areas
    ●the power managers have over team performance
    ●what strategies and techniques to use today
  • Why is sales coaching such a misunderstood development tool?
    Why is sales coaching such a misunderstood development tool? Mike Lever, ISM Champion Oct 16 2018 10:00 am UTC 30 mins
    Key Takeaways:

    More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities.

    Increasingly, company and sales leaders are turning to coaching as a solution.

    And, why not? Executive and personal-effectiveness coaching have historically yielded great results.

    What we commonly see are sales managers and leaders who:

    -Don’t have time to coach
    -Aren’t sure what sales coaches are supposed to do
    -Don’t have access to the tools and resources that can help them get the most of coaching
    -Don’t establish a consistent rhythm of coaching conversations
    -Can’t lead a great coaching conversation

    Reasons to Attend:

    This webinar explores the clear link and transferable skills from selling to coaching.

    We will bust some of the myths about coaching and show how you can turn on your coachees (the person you are coaching) internal voice.

    We will share with you our experience of supporting new directors, managers, and supervisors taking a coaching approach by learning to ask not tell.
  • 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 Oct 16 2018 5:00 pm UTC 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.
  • Best Practices for Developing a Digital Customer Experience Strategy
    Best Practices for Developing a Digital Customer Experience Strategy Greg Cummings and John Irey Oct 16 2018 6:00 pm UTC 60 mins
    What are companies with superior customer experiences doing differently? Join industry leaders John Irey and Greg Cummings as they share the strategy behind an effective omnichannel customer care success model. Participate in a discussion on how self-service, AI, and digital tools are shaping the customer journey and how to leverage that knowledge to build a better digital plan. Benefit from shared examples of the best and worst attempts at omnichannel and get equipped with the tools necessary to build your own strategy.

    Greg Cummings - Greg has 20 years of industry experience in consulting, operations, and contact centers -- helping to drive process improvement through an outcomes based methodology. He is currently Manager Global Channels with NICE inContact.

    John Irey - John, a contact center Principal Consultant at Mindsight, is an 18 year veteran assisting in the full life cycle of contact center engagements. His experience in both solutions and deployment engineering roles gives him deep insight into the strategy behind developing an omnichannel contact center solution for every business need.
  • Accelerate your Migration to Amazon Web Services | AWS Marketplace
    Accelerate your Migration to Amazon Web Services | AWS Marketplace Mor Hezi, Principal Business Development, AWS Marketplace | David Lowe, Sr Product Manager, AWS Marketplace Oct 23 2018 1:00 pm UTC 60 mins
    As companies plan the migration of different workloads to the cloud, software procurement is being challenged to meet the new demands of the business.

    AWS Marketplace provides the tools and software for each step of the migration process and post-migration to sustain a cloud operating model, increase your competitive edge, drive business value, and modernize your infrastructure.

    This live webinar will illustrate how companies can migrate existing software and identify cost savings to accelerate their migration to the cloud with the AWS Marketplace. We will also be joined by guest speaker David Lowe, Senior Product Manager of AWS Marketplace, that will provide a live demo of AWS Marketplace Migration Mapping Assistant.

    Join us to:
    + Learn about software tools through the AWS Marketplace that can accelerate your AWS cloud migration
    + Be introduced to AWS Marketplace Migration Mapping Assistant, a tool to map your on-premise software to offerings available in the AWS Marketplace
    + Learn about the procurement options available through the AWS Marketplace

    This webinar is intended for:
    + Business Decision Makers
    + Technical Decision Makers
    + Software Buyers
    + Procurement

    Attendees will have a chance to ask questions and request a follow-up consultation on optimizing their existing software usage.