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Channel Sales

  • How to crush your sales quota
    How to crush your sales quota
    Keith Rosen: CEO of Profit Builders Recorded: Dec 5 2019 52 mins
    Reasons to Attend:

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

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

    Key Takeaways

    During this interview, you will learn how to:

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

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

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

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

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

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

    •Turnaround underperforms fast, and identify the critical conversations managers engage in. (Leveraging CRM, account, pipeline, performance, deal reviews, etc.)
  • Creating the Sales Culture that Makes Sense for Your Team
    Creating the Sales Culture that Makes Sense for Your Team
    Deb Calvert, sales researcher, trainer, coach, author, and speaker Recorded: Dec 3 2019 46 mins
    Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?

    We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).
  • Cognism: Motivating Millennials
    Cognism: Motivating Millennials
    Nazma Qurban, Chief Revenue Officer, Cognism Recorded: Nov 28 2019 39 mins
    In 2017, millennials comprised 35% of the UK workforce. By 2020, they are projected to represent an astounding 50% of the total global workforce.

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

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

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

    Key Takeaways

    •Why understanding millennials is key to your business’s future success
    •Identifying misconceptions about this generation and demonstrating why they are incorrect
    •How millennials have been integral to Cognism’s growth and success
    •How to create an honest, transparent and inclusive working culture that millennials thrive in
  • Cognism: The Science of B2B Sales
    Cognism: The Science of B2B Sales
    James Isilay, CEO & Founder, Cognism Recorded: Nov 28 2019 44 mins
    Reasons to Attend:

    Imagine if you knew the formula for outbound success.

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

    Key Takeaways

    •Areas of AI in Sales & Marketing
    •Impact of AI in Sales & Marketing
    •Benchmark with conversion rates
  • Cognism: Employee Spotlight: Sales Director - Jonathon Ilett
    Cognism: Employee Spotlight: Sales Director - Jonathon Ilett
    Cognism Recorded: Nov 27 2019 6 mins
    Cognism's Sales Director, Jonathon Ilett discusses all things about what it is like being a Sales Director!

    Questions Asked:

    1. Can you explain what a sales director does?
    2. What was your journey into this role?
    3. What are your biggest challenges?
    4. What are 3 main skills you have gained as a sales director?
    5. What advice would you give to someone who is looking to become a sales director?
    6. What is the best things about being a Sales Director?



    Follow us!
    Linkedin: https://www.linkedin.com/company/cogn...
    Instagram: https://www.instagram.com/cognism/
    Twitter: https://twitter.com/Cognism
    Facebook: https://www.facebook.com/cognism/
  • Cognism: Sales Development Representative (SDR) - Saif Khan
    Cognism: Sales Development Representative (SDR) - Saif Khan
    Cognism Recorded: Nov 27 2019 4 mins
    In this video, Saif Khan, Cognism's top SDR of Q3 discusses his thoughts on being an SDR.

    Questions asked:

    1. Can you describe your role in 3 words?

    2. What made you want to go into a career in sales?

    3. Where do you see your role progressing to?

    4. What is something that you struggled with as an SDR and how you solved it?

    5. What is one of the highlights of being an SDR?

    6. What are your top tips for a great cold call?

    7. What is the biggest objection you get and how do you overcome it?
  • Cognism: Graduate Case Study Lead Generation in the Recruitment Industry
    Cognism: Graduate Case Study Lead Generation in the Recruitment Industry
    Cognism Recorded: Nov 27 2019 4 mins
    Discover how Graduate Fasttrack, one of the growing recruitment companies in London, uses Cognism's Revenue AI technology to accelerate their B2B Lead generation processes and earn new clients.

    Find out how Cognism can help you grow your business:
    https://cognism.com

    About Cognism:

    Cognism is a sales acceleration platform, using patented AI technology, to provide B2B sales teams with a blend of real-time company, people and event data to streamline prospecting, find and deliver new revenue.
  • Cognism: Sales Development Representative (SDR) - Ben Ward
    Cognism: Sales Development Representative (SDR) - Ben Ward
    Cognism Recorded: Nov 27 2019 3 mins
    Welcome to our first employee spotlight!

    Introducing, Ben Ward, one of our Sales Development Representatives!

    In this video we will be asking Ben these questions:
    What were your main challenges this week?

    - What has been your highlight of the week?
    - What is your favourite part about working with Cognism?
    - What is your favourite thing about being an SDR?
    - What is the hardest thing about being an SDR?
    - What would be your top tip for anyone looking to start a career in sales?
    - Did you have a great call this week? If so, what made it great?

    Follow us!
    Linkedin: https://www.linkedin.com/company/cogn...
    Instagram: https://www.instagram.com/cognism/
    Twitter: https://twitter.com/Cognism
    Facebook: https://www.facebook.com/cognism/
  • Cognism: How Graduate Fasttrack uses Revenue AI to drive B2B Lead Generation
    Cognism: How Graduate Fasttrack uses Revenue AI to drive B2B Lead Generation
    Cognism Recorded: Nov 27 2019 3 mins
    Discover how Graduate Fasttrack, one of the growing recruitment companies in London, uses Cognism's Revenue AI technology to accelerate their B2B Lead Generation processes and earn new clients.

    Find out how Cognism can help you grow your business:
    https://cognism.com

    About Cognism:

    Cognism is a sales acceleration platform, using patented AI technology, to provide B2B sales teams with a blend of real-time company, people and event data to streamline prospecting, find and deliver new revenue.
  • VanillaSoft: Improving Cold-Calling
    VanillaSoft: Improving Cold-Calling
    VanillaSoft Recorded: Nov 27 2019 27 mins
    In this episode of INSIDE Inside Sales, Darryl is joined by the incredibly insightful Richard Conde from InsideSalesGeek.com and The University of Houston - Downtown.

    Subscribe to INSIDE Inside Sales: http://bit.ly/subscribe-iis

    Darryl and Richard discuss the importance of knowing ways to adapt and connect to your prospects the way they want to be connected. Sales reps do drastically better when they communicate better! Learn how to fix your approach and communicate more effectively, only on this episode of INSIDE Inside Sales!

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • VanillaSoft: The 4 Ways Buyers Are Evaluating You
    VanillaSoft: The 4 Ways Buyers Are Evaluating You
    VanillaSoft Recorded: Nov 27 2019 30 mins
    In this episode of INSIDE Inside Sales, Darryl speaks with Karen Dunne-Squire, the brilliant Creator and Managing Director of Elation Experts.

    Subscribe to INSIDE Inside Sales: https://bit.ly/subscribe-iis

    Darryl and Karen discuss the 4 ways that buyers evaluate you and provide terrific tools that will help ensure you make a positive impression. Learn how you’re going to be evaluated by your prospects, and make it easier for you to make that sale! It’s all right here on this important episode of INSIDE Inside Sales!
  • VanillaSoft: Reimagining Video
    VanillaSoft: Reimagining Video
    VanillaSoft Recorded: Nov 27 2019 29 mins
    Striving to take your video content to the next level? Darryl Praill talks the gear, the mindset, the quality, and the consistency that allowed him and his marketing team to take their video productions to the next level.

    Recorded at Ottawa Product Camp 2019

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • VanillaSoft: Practical Strategies to Increase Outbound Sales Opps
    VanillaSoft: Practical Strategies to Increase Outbound Sales Opps
    VanillaSoft Recorded: Nov 27 2019 76 mins
    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • VanillaSoft: Steve Burton & Benjamin Dennehy on a Lack of Sales Training
    VanillaSoft: Steve Burton & Benjamin Dennehy on a Lack of Sales Training
    VanillaSoft Recorded: Nov 27 2019 6 mins
    Darryl talks with Steve Burton of The Point Company and the UK's Most Hated Sales Trainer, Benjamin Dennehy, about their thoughts on the lack of sales training given to reps sent to trade shows. Benjamin also shares his findings from a recent experiment which points to a lack of initiative by reps on the trade show floor.

    Follow Steve: https://www.linkedin.com/in/ukstopsal...
    Follow Benjamin: https://www.linkedin.com/in/benjamind...

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • VanillaSoft: The Day Marketing Held Sales Accountable
    VanillaSoft: The Day Marketing Held Sales Accountable
    VanillaSoft Recorded: Nov 27 2019 40 mins
    What if every Marketer could hold Sales responsible for following up on every lead they give them? No more ignoring leads. No more disparaging lead quality. No more excuses. Learn how one company managed to hold Sales accountable, and what happened as a result.

    Recorded at the 2019 B2B Marketing Exchange.

    Follow Darryl: https://www.linkedin.com/in/darrylpra...

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • VanillaSoft: Social Selling on LinkedIn What Every Sales Rep Needs to Know
    VanillaSoft: Social Selling on LinkedIn What Every Sales Rep Needs to Know
    VanillaSoft Recorded: Nov 27 2019 58 mins
    A lot of people are making a lot of mistakes on LinkedIn and it is impacting their success. We've got the one and only Mario Martinez Jr. of Vengreso joining us to help push the power of social selling.

    Subscribe to INSIDE Inside Sales: https://bit.ly/subscribe-iis

    Darryl and Julia talk about ways to connect to your prospects on a more human level. They also share effective tips such as researching to find a common bond, simply staying in touch, and recognizing events your prospects experience. It’s all right here on this episode of INSIDE Inside Sales!

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • Zoho Video: Motivate your Sales Team
    Zoho Video: Motivate your Sales Team
    Zoho Recorded: Nov 27 2019 21 mins
    Behaviors can’t be imposed and expected of your team without providing the proper motivation. In this session, we’ll see how Zoho Motivator can help you manage your sales activities in a way that rewards your team.
  • Zoho: CRM Basics: Understanding Your Sales Process
    Zoho: CRM Basics: Understanding Your Sales Process
    Zoho Recorded: Nov 27 2019 22 mins
    Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must.
  • Zoho: Blueprint: Sales Process Automation in Zoho CRM
    Zoho: Blueprint: Sales Process Automation in Zoho CRM
    Zoho Recorded: Nov 27 2019 24 mins
    A Blueprint in Zoho CRM allows you to build a business process, define its stages, specify details of who handles each stage and what has to be done to complete it, and automate routine actions that are part of the process.
  • Zoho: Automation to Improve Sales Productivity
    Zoho: Automation to Improve Sales Productivity
    Zoho Recorded: Nov 27 2019 39 mins
    In this session, we'll look at how to manage your sales process using Zoho CRM. You'll learn how to automatically add leads to your CRM from your website; manage your leads, contacts, and accounts; and create sales territories and setup forecasts for your team.
  • Zoho: AI-Powered Sales Assistant - Zia
    Zoho: AI-Powered Sales Assistant - Zia
    Zoho Recorded: Nov 27 2019 23 mins
    Zoho CRM is now even smarter, with the addition of Zia to your sales team. See how machine learning will improve your day-to-day sales flow within Zoho CRM and learn what AI-enhanced features you can take advantage of to become more productive.
  • Zoho Video: CRM Basics & Defining Your Sales Process
    Zoho Video: CRM Basics & Defining Your Sales Process
    Zoho Recorded: Nov 27 2019 25 mins
    In this session we'll discuss the essential concepts behind customer relationship management.
  • 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: Nov 27 2019 3 mins
    Companies are leaving money on the table when it comes to their promotional strategies, says Simon-Kucher Partner, Ricardo Rubi (https://www.linkedin.com/in/ricardo-r...). Find out the three key things companies should be taking into account when thinking about promotions.
  • Simon Kucher: Value selling with the Simon-Kucher Value Calculator
    Simon Kucher: Value selling with the Simon-Kucher Value Calculator
    Simon Kucher Recorded: Nov 27 2019 2 mins
    One of the most important abilities for salespeople is value selling. However, according to one of our recent studies on sales processes, B2B companies still have a lot to do to improve in this area. Our solution: The Simon-Kucher Value Calculator. Learn how our simple and easily accessible tool can help ensure sales remain value-oriented and provide your sales representatives with a more in-depth understanding of their customers’ needs. For further information, get in touch with us! http://bit.ly/2mvVGxA
  • 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: Nov 27 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. Find out more about this topic on our website: http://bit.ly/2V29XhC
  • How To Help Employees Find Meaning In Work
    How To Help Employees Find Meaning In Work
    Andre Andersen, Motivational Guide and Trainer Dec 12 2019 11:00 am UTC 45 mins
    Reasons to Attend:

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

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

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

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

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

    Key Takeaways

    - What is purpose or meaning?
    - How do I find it?
    - How can I help others to find it?
    - Why should I care?
  • How to Handle Sales Objections
    How to Handle Sales Objections
    ISM Fellow: Paul Blair Dec 17 2019 11:00 am UTC 60 mins
    Reasons to Attend:

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

    But that’s just nonsense.

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

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

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

    Key Takeaways

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

    • How to overcome every genuine sales objection – including those based on price
    • The names of the four headline objection types and the silver bullet that takes each one of them down
    • The three reasons that salespeople fail to overcome the most difficult customer objections – and what to do about them
  • Data Strategies Designed to Improve Your Lead Generation Efforts
    Data Strategies Designed to Improve Your Lead Generation Efforts
    Jason Hubbard, VP of Growth, SalesIntel & Shawn Elledge, Founder of the Lead Generation Institute Dec 18 2019 7:00 pm UTC 60 mins
    Please join us for an educational webinar on how to use advanced data strategies to improve your lead generation efforts.

    Research studies suggest it takes 6-13 touches to generate a sales qualified lead. So the role data plays in any sales or marketing strategy is critical. Data impacts your targeting options, personalization capabilities, and the number of channels you can touch your prospects which impacts your cadences and overall effectiveness in generating SQL’s. The better the data, the better the results, period.

    Shawn Elledge will share a case study where he decided to focus on data quality vs. quantity and how the campaign open rates nearly tripled and response rates jumped 1200% generating over 8 million in opportunities on 30 days.

    Joining Shawn will be Jason Hubbard, Vp of Growth at SalesIntel.

    You will learn:

    Advanced database strategies
    Data preparation for lead generation
    Data appending options
    Data workflows and processes
    Data collection methods
    What to look for in a data provider
  • Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota
    Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota
    ISM Fellow, Steve Burton Dec 19 2019 11:00 am UTC 30 mins
    Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).

    I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
  • How to boost buyer engagement and retention
    How to boost buyer engagement and retention
    Lawrence Keltie, Sales Enablement Specialist, Showpad Jan 21 2020 11:00 am UTC 90 mins
    Many sales leaders are challenged by faltering sales often caused by the growing gap between buyers and sellers.

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

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

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

    Don't miss the must-attend webinar for sales and marketing professionals!
  • Why membership is the new revenue generating community
    Why membership is the new revenue generating community
    Gordon Glenister, FISM Jan 21 2020 2:00 pm UTC 60 mins
    Reasons to Attend:
    If you want to find a way to create a great sales funnel and community to develop long-lasting relationships, provide a regular revenue stream and opportunities to up and cross-sell then this is the webinar for you. Many of the major brands like Netflix, Amazon Prime, and Linkedin all have very successful membership models, find out how it can work for your business


    Key Takeaways

    •Are you membership ready – the different types to consider
    •How to create a membership programme
    •Understanding the importance of member engagement
    •Why they join, why they leave
  • Critical Thinking: an Essential Skill in Turbulent Times
    Critical Thinking: an Essential Skill in Turbulent Times
    Deb Calvert Jul 7 2020 3:00 pm UTC 45 mins
    Logic. Reason. Rational thought. In the heat of the moment, in a volatile and turbulent time, sometimes these get lost. Emotions prevail and hasty actions create bigger problems that could have been prevented with a healthy dose of critical thinking. When you build this essential skill, you'll get better at:

    -- Evaluating options
    -- Solving problems
    -- Resolving conflict
    -- Making decisions
    -- Negotiating
    -- Influencing others

    Check out this presentation for a re-introduction to critical thinking. It's a core competency that is more important now than ever.
  • Introduction to Customer Experience for Every Organization
    Introduction to Customer Experience for Every Organization
    Deb Calvert Sep 1 2020 3:00 pm UTC 45 mins
    Customer Experience (CX) is not a passing fad. It's THE business differentiator that will draw customers to you like moths to a flame. Or, if you ignore it, it's what will have your competitors eating your lunch everyday.

    This presentation is for small business owners, salespeople, and others who are seeking ways to become memorable and indispensable to buyers. We'll cover:

    -- The basics of CX: what it is any why it matters
    -- Research with buyers that explains why you want to get in on this!
    -- How to provide a relevant, meaningful, personalized experience
    -- Why superior customer service and low prices aren't enough anymore

    CX really does give you a competitive advantage. Don't get left behind!