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.
In this focused session Ken will explore what separates those high performing organizations from those that miss their quotas. Understanding the 5 actions Sales Leadership must take to build a sales culture that thrives on challenges, accountability and success are critical success factors. Ken will provide attendees with specific tactics or actions to take to drive the right levels of intensity.
As 2017 gets moving, the incentive world seems to be changing daily. The new buyer’s journey, digital marketing, social media ROI, cloud-based partners, digital body language, new specialized channels – the channel world is in flux. The one thing that has not changed is the need for growth. And love it or hate it, MDF and partner enablement still play a significant role in these efforts.
A little back to basics, along with a good measure of the latest trends seems like a good place to start the year. While the core elements of a successful MDF program haven’t changed much, the increasingly dynamic context in which they are viewed and the rapidly changing landscape of the buyer’s and seller’s journey make it necessary to continue to dig deep into the details of each step of even the most historically successful program.
Sell the value! Those are the marching orders commonly given to salespeople as they are sent on a quest to hit their quotas. But what is the value? That’s what salespeople want (and need) to know. Without a sales differentiation strategy in place, every buying decision is laser-focused on price.
Sales management strategist and founder of Sales Architects, Lee B. Salz teaches executives and salespeople how to harness the power of sales differentiation to win more deals at the prices you want. In this entertaining and educational virtual presentation, Lee will share 7 sales differentiation secrets every salesperson needs to know.
Learn more about our sales differentiation program at www.SalesDifferentiation.com
Get proven, real-world advice on a sales-centric content strategy that accelerates prospect interest, attention, engagement and conversion. Includes audience and buying stage segmentation, content curation, nurturing, personal brand management and more.
In this jammed packed session, Ken will cover the mistakes first time Sales Managers make and how to avoid them. In addition topics of “Leadership vs Management”, running an effective “Sales Meeting:, Learning to Coach, building a “Sales Training Program” and the basics of Hiring Top Performers. This is can’t miss workshop for any sales manager or executive.
Learn the 3 Time-Proven Steps to Crush Your Sales Numbers in 2017
In this webinar, you will learn
•The formula for crushing your sales numbers
•A 3-Step process for business execution
•How to generate accountability, buy-in and ownership to executing the marketing plan
•The power of measuring progress
Join Carole as she shares her preliminary research into how to identify who on your sales teams can improve now and how to train and coach them using proven psychological and behavioral sciences. You can adapt your development programs to help salespeople break quotas and keep your top performers longer.
Senior Sales Leaders, Sales Managers and Sellers will all learn invaluable tips about:
•What makes you invaluable to executives
•How to deploy the ‘Goldilocks Principle’ for due diligence
•The role of strategic planning and building a Strategy Brief
•Five ways to secure a meeting
•How to set the meeting up for success
•Tips to keep the door open
Sales Enablement. Is it another buzzword gaining traction—distracting well-meaning sales leaders from more compelling issues—or a must-have sales strategy that will leave your team in the lurch if ignored? Tune in for a guided tour through the hype to better understand what’s up with “how to help sales, sell.”
Let's talk about metrics. Do yours move the needle on sales? Do they look forward or back? Are they providing the information you need to proactively coach your sellers to goal? Join me to be sure you're not missing the metrics that matters or wasting your time on meaningless metrics either.
Can you remember a time when your selling performance went well but the customer didn’t buy? The problem isn’t you. Decision-making skills vary between customers. This webinar teaches salespeople the art of “decision coaching.” You’ll learn the elements of a good buying process and how salespeople can best influence it.
There is much more to running a successful, sustainable Social Selling program that you might think. In this presentation we discuss all of the elements required for long term success and the challenges that organizations face in this area.
Prospecting is tough! You have to get creative in your strategy to get in the door and build your pipeline. You can’t use the same old tired strategies. Your prospects won’t even notice you. Come discover five
new prospecting strategies today’s sales pros use to get more leads.
Learn advanced sales intelligence techniques for identifying opportunities, finding and creating lists, and making a great impression. You’ll discover web search secrets for using Google, social media, and the Invisible Web in ways you never thought possible, to help you dramatically improve your sales efforts and win more business.
Most sales people think of prospecting as an activity, but consistently high performing sales professionals know it is a process. A process that continues to evolve and challenge both buyers and sellers. This panel discussion presents and explores advanced and proven ways sellers can leverage their prospecting approaches.”
Do you set BIG goals but end up the year missing them? Put an end to missing goals once and for all with this fast-paced session. Learn how to increase your productivity so you spend less time working and more time making money.
Whether you're a global sales leader or a regional sales manager, effective Sales Operations and Planning is critical to running a successful team. What are the keys to managing territory and account priorities, correct processes, accurate forecasting and efficient pipeline management? This session will highlight proven best practices, tools and principles.
When designing a modern sales force, what works best for your sales organization? This session highlights four Sales Experts’ perspectives on planning a successful sales program. From Small Businesses building a first sales team to Enterprise Organizations looking to improve sales operations, join this session to understand how sales leaders can plan for sales success.
Sustained revenue or business growth doesn’t happen by accident. Creating the right sales strategy to create and sustain the growth you need is key. Learn the secrets to building strong strategies to drive results.
A well thought out Sales Learning Strategy enables the processes, systems, and methodology you have in place to be most effective. Sales Expert Jane Gentry will share how to create a learning strategy that will enable your sales team to create growth.
Learn the secrets to upgrading your sales force through effective sales talent acquisition including effective and efficient recruiting, hiring and onboarding skills from a panel of experts while learning the pitfalls to avoid. Sales success starts with accurate and precise sales talent acquisition.
Many Sales Executives are under the impression that they are not getting the results they have expected from sales training. This webinar will discuss how setting the right objectives for sales training is a corner stone to improve this situation.
Actors know what it takes to appear confident in front of any type of audience. Learn 5 simple acting tips that will help boost your sales confidence -- and boost your prospect’s confidence in you and your solution!
Everyone seems to know that sales coaching is needed. Unfortunately, even when sales managers try to coach, they often focus on the wrong things. The solution is ROAM, a simple coaching methodology that gets results!
Sales Culture happens by design or by accident. If you're not creating the sales culture you need to succeed, then your sales team may be adrift in a mish-mash of mixed cultural signals that are subject to individual interpretation. Join me to get a step-by-step guide for designing a sales culture that drives productivity, represents your employer and marketing brand, and clearly defines what/why/how sellers should be doing in day-to-day sales activities.
Are you effectively managing performance in your district?
In Managing Performance Made Easy, Steven shares his sales managers simple approaches to conducting quarterly business reviews, managing non-performing sales reps and managing your boss.
In this webinar, you'll learn how to:
•Implement a simple performance management process
•Conduct impactful quarterly business reviews
•Effectively manage non-performing sales reps
•Successfully manage your boss
Join this session to discover what science reveals as some of the worst sales leadership practices today. How might some of these common sales development practices actually hurting the bottom line and preventing the improvement of sales people? Is your company in danger of creating it’s own sales problems?
The first step in closing a sale is the initial meeting. Do you want more of those? Learn:
-What motivates the right decision makers
-How to find the ideal prospects
-The secret to creating compelling messaging
-Objection responses which work
-Secrets to hiring the right hunter
-Techniques for creating urgency
We talk al lot about sales enablement, but what about buyer enablement? It matters to buyers. A lot. Our groundbreaking research with B2B buyers highlighted the importance of buyer enablement and what sellers need to do differently. Join me for an overview of buyer enablement and specific steps you can take right now to make more sales by enabling your buyers.
Sales Managers must wear 4 different hats if salespeople are to reach quota more often, perform at peak sales productivity levels and enjoy sales success. For sales organizations that want to make more money, it's absolutely essential to prepare the management team for these 4 roles.
Finally the 3 real simple survival tips to guarantee any sales manager - time deprived or not – to lead a team who crushes their numbers consistently. Once you know the CRT Survival Formula your team will always be #1 on the leaderboard and you will be indispensable to your company.