The channel sales community on BrightTALK is made up of thousands of sales professionals specializing in channel sales strategy, reseller sales and channel opportunities. Find relevant content on demand or engage with peers and industry leaders in live channel sales webinars and round table discussions.
When the top marketing work management SaaS solutions company Workfront needed to expand its growth through the channel, they were looking for a Partner Relationship Management solution that could grow and scale along with the company. Their choice was Impartner, which now powers the company's global Partner Portal. Learn how Impartner’s solution helps them take care of the operational basics of Workfront's channel program, so they can get on with their true business of growing, scaling, and reaching those partnerships.
Why You need a Partner Relationship Management Solution NOW to Accelerate Your Return on Channel Investment (ROCI)
The CRM battlefield has been leveled. If you are one of the 80% of companies who sell through the channel, you are leaving money on the table if you are not using modern, Partner Relationship Management (PRM) solutions. Join Impartner CMO Dave R Taylor to learn more about why PRM is new CRM, and why it’s the single most important ingredient to managing your channel, accelerating your ROCI, and winning competitive battles.
Join Apttus’s VP of Sales Operations, Ankur Ahlowalia, as he reveals his secret sauce for creating a successful forecasting process that has helped Apttus consistently exceed sales goals.
This exclusive with Apttus will cover:
- How to build a forecasting process that's efficient and accurate
- Analytics and metrics that matter most
- The tool set you need to get the job done faster and better
Return on Channel Investment (ROCI) is the No. 1 concern of channel chiefs. Join Forrester Principal Analyst Tim Harmon and Impartner Chief Marketing Officer Dave R Taylor to learn more about why you need to manage partners' performance the same as you do your direct sales team, and how you can truly be able to view and optimize your channel investments.
The road to channel sales growth is paved with timely, complete and accurate partner data. Companies looking to optimise their channel operations are faced with two options – develop in-house data systems or engage with an outside channel data management solutions provider. This session will examine these choices more closely and help you better understand the business benefits from finding the right solution for improved channel visibility.
In 2014 RNDC, the second largest wholesaler of alcoholic beverages in the US, built a suite of Sales Force Automation tools that would transform the way their field sales force went to market. Their focus was to drive sales success by increasing the sales rep’s effectiveness on each sales call, delivering higher customer satisfaction with the sales process and information.
RNDC's challenges were:
Provide best-in-class information technology that outpaces their competitors and creates a significant point of difference
Keep pace with emerging technologies
Build mobile solutions focused on Sales Force Automation
Standardize wherever possible and drive utilization
In this presentation, Bill Smith, Director of Sales Quality Assurance, will discuss how sales leadership and BI developers, working with MicroStrategy Mobile technology, developed best-in-class mobile applications, delivering real-time analytics to the field sales teams at RNDC.
From making CRM an administrative nightmare to deterring users – discover seven of the most common “deadly sins” companies make with their CRM - and how to correct and avoid these pitfalls.
Join the operations manager of a leading electronics manufacturer and Scott Mangelson,
Partner of Armanino’s CRM practice as they share the impact the Seven Deadly Sins of CRM have on users and your bottom-line. Use these tips to breathe new life into your current CRM or plan your next project.
To win in today’s highly-competitive marketplace, modern enterprises turn to innovative cloud-based solutions and technologies to transform and streamline their sales processes and drive digital business ROI.
Join DocuSign Regional Vice President of Emerging Markets, Chris Barone, as he explores how to identify the right combination of solutions to not only disrupt the status quo, but also accelerate and improve the sales cycle experience for everyone.
In today’s rapid-fire market, the time has come for everyone in the channel to embrace digital marketing or suffer the consequences. It is no longer a question of whether or not to engage, but rather to what degree and how to execute. Tune in as Heather K. Margolis of Channel Maven Consulting and Steven Kellam of CCI lead a strategic discussion and offer real-world recommendations on how to drive partner engagement and success through digital marketing.
Using LinkedIn is a big enabler of sales success. Join Celina to learn 3 primary ways you can enable your sales team to use LinkedIn to increase their likelihood of getting an appointment with their ideal customer.
CCI’s SVP of Sales and Marketing Steven Kellam was joined by PartnerPath’s CEO Diane Krakora to present the 2015 Channel Incentive Benchmark Study. They delved into the results of the study and its relevancy to channel vendor programs in the software, hardware, and telecommunications industries.
Join four Sales Development powerhouses as they dive in to more tools to use in your Sales Development stack in 2015. Get a leg up on the competition by reviewing the best available practices in the space to help you get ahead.
Jussi Karelo, Director of Channel Management at Microsoft, talks about how they use 'Channel Data Management' (CDM) to increase customer satisfaction and provide high quality channel data to support their global business processes.
Moderator: Peter Mollins, KnowledgeTree
Panel: Keith Burrows, Lattice; Melanie Barrett, Vision Critical; and Mike Kunkle, Sales Transformation Leader
Social selling proponents claim that sales teams who implement social selling strategies are seeing shorter sales cycles, larger deals, more productive sales teams, and increases in revenue. Join this panel of sales enablement leaders as they debate the importance of having a social selling strategy and its place in driving revenue.
One of the biggest questions that sales leaders ask about Social Selling is "How do we know it's working?" That's a legitimate question given the potential for sales reps to waste time on social networking activities. Learn what top companies are doing to tie social activities to real results.
Attendes will learn:
• How to Choose Social KPIs
• Methods and Tools for Measuring Results
• A New Way to Boost Social Sales Productivity
Whether you use a separate CRM or you use LinkedIn as a stand-alone contact management system, you can quickly and easily manage your leads, prospects, referrals and clients on LinkedIn. Learn how to spend less time confused about where your LinkedIn contacts are in your pipeline, and more time advancing the sale and closing deals.
Making “Cents” of Your Contact Center Channels: Determining if your contact center is the best bet for a multichannel environment, and how to go about implementing it efficiently.
As customer service channels continue to evolve, the debate continues when (and whether) companies should employ a multichannel contact center. Deploying a multichannel contact center can be a strong strategic move for enterprises, but should be done with care, making sure to mitigate risks and effectively address challenges before they arise.
Join our guest Forrester Research analyst Ian Jacobs as he walks through how to determine if your contact center environment should implement a multichannel contact center, or keep efforts on the voice channel they already know best.
Attendees will learn:
How your contact center software can enable, or hinder, your multichannel efforts
How and when companies should evolve their contact center beyond voice
How to deal with top challenges when building a multichannel contact center environment
Reaching new prospects is harder than ever. People rarely answer their phones and email inboxes are so crowded that only the most critical messages get a response. The result is that it is difficult for salespeople to get started with new prospects.
That is why sales organizations are embracing social selling and use applications like LinkedIn. However, most salespeople have never received any formal training on LinkedIn. Consequently, they don’t know how to use it properly to produce a steady stream of appointments.
This webinar describes how to increase a sales team’s social selling skills. Join to learn:
•How to Determine Social Selling Goals
•5 Options for Delivering Social Selling Training
•The Role of Sales Management in Social Selling Success
How do you empower your mobile sales strategy with content? Our panel discusses ways to have better sales conversations by enabling your salespeople with dynamic content in the field.
Learn how to tell more engaging stories centered around richer content types, more than just pdf's or office documents, but actually walking prospects through a dynamic story with HTML5, video, and content that's catered to your prospect's unique needs no matter the location.
We'll discuss how to:
* Build simple forms into your pitch
* Share CooperVision's field sales process that led to 2x growth
* How to create a dynamic content marketing to support sales growth
Sales managers spend hours analyzing reports, crunching numbers and meeting with sales reps to discuss deals. Yet we know from studies that most deals will not close on the predicted date, or even at all. So what are they doing wrong and is there a better way to manage sales performance?
Join sales expert Donal Daly, CEO of The TAS Group, along with Mike Weinberg, Consultant, Speaker & Best Selling Author, and Nancy Nardin, President, Smart Selling Tools in this educational sales performance focused webinar.
In this webinar, you'll:
* Learn the secrets of unlocking sales insights to make better decisions
* Spend more time providing leadership & accountability
* Drive increased productivity & performance.
Donal Daly, CEO, The TAS Group
Mike Weinberg, Consultant, The New Business Sales Coach
Nancy Nardin, President, Smart Selling Tools
David Brierley, VP EMEA & APJ, Pyramid Analytics
Wendy Schuchart, moderator, VentureBeat
By all indications, there is a ground swell of momentum for selling though the channel as companies increasingly turn to indirect sales to ramp their revenue. What then, are the trends that marketers and channel chiefs alike need to navigate to make sure their companies are best positioned to ride the wave and maximize their return on channel investment? In this webinar, join Impartner CMO Dave R Taylor as he crystalizes the company's top 7 predictions on what will drive channel sales this year - and what to do about them.
Impartner is the world-leading provider of SaaS-based Partner Relationship Management (PRM) solutions and for nearly 20 years, has helped some of the world's top corporations from National Instruments, to Workfront to SGI bring their channel programs to life.
Do you spend your Sundays manually consolidating, tweaking and fixing your sales forecast? So did the VP of Sales Operations at Zuora, until he found a forecast management platform that changed everything. Join Ben Kwon, as he talks about how to effectively manage a forecast and exceed plan even with a constantly evolving sales process and team.
In this webinar you’ll learn:
- How to forecast with an ever-changing sales structure and cadence
- What to look for in a forecast management tool
- How to gain insights around performance at the rep and deal level