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.
Long considered the ‘holy grail’ of channel management, connecting the dots between channel investment and sales ROI is still a struggle for even the most savvy and well-funded channel organizations. But in the last couple of years, technological steps forward in workflow automation, data integration, analytics, forecasting, and marketing automation have set the stage for a true closed loop.
This evolution means finally being able to measure with certainty what efforts are working and which are a waste of time and energy, thus maximizing impact with limited budget. But the effect of connecting these dots has another, equally important benefit: each step in the channel planning, execution, and measurement lifecycle becomes dramatically more effective and efficient when influenced by the information captured in the other steps.
Do you have a team of inside sales reps responsible for the front end of the sales process? Are these reps contacting leads and qualifying them before passing them to sales? If the answer is yes, then you are doing the right thing. Best in class companies all have this dedicated function. The next step is to optimize the process and drive more qualified opportunities and ultimately, more revenue.
In this webinar, inside sales expert Craig Rosenberg will discuss the best practices and tactics for the best inside sales organizations in the world. Learn the essential attributes of leading inside sales teams.
Sales enablement is seen by many as the essential bridge between the marketing message and the sales conversation. But it's more than that: it's also the most effective way of facilitating the buying journey in complex, high value B2B sales environment. It's no wonder that the subject is attracting so much attention.
Bob Apollo shares some of the latest best practices in this increasingly important area.
This is a must-attend webinar for any CEO or Sales Director who sells B2B and is impatient to grow rapidly. Rod Sloane shares a practical, powerful management tool that will create "Predictable Revenue" for your business.
Learn how to build an outbound sales machine that can triple your pipeline, focus on the leads that give you exponential growth, find out why salespeople shouldn't prospect, discover how to hire and grow the best kinds of salespeople and hear how fast growing companies use Predictable Revenue
Walk away with specific ideas and actions that you can begin implementing today to begin increasing revenue.
MDF and Co-op programs are a two-edged sword for most channel leaders; they tend to be the lifeblood of channel partner engagement, but can be a headache to manage and measure. Today more than ever, how channel sales and marketing leaders approach MDF and Co-op can literally mean the difference between consistent double-digit growth and corporate decline.
Why do we treat professionals differently than consumers? Putting on my suit doesn't mean I want to die of boredom. Consumer content sizzles with entertainment while informing and influencing. B2B content can do the same.
With all the changes happening in tech and telecom channels, it’s now more vital than ever to be smart, efficient, and effective at aligning, engaging, and strategizing with key partners in your channel ecosystem. But how do you do this in a way that is measurable and effective without forcing your PAMs to work 14- hour shifts?
On January 30, CCI’s SVP Steven Kellam will be joined by PartnerPath CEO Diane Krakora and CCI’s Peter Hornberger to explain the keys to measurable, scalable joint partner planning JPP success, and look at some tools that can help introduce discipline, efficiency, and accountability to the process.
In this webinar, you will:
- Discover what recent research tells us about modern partner needs and use of joint partner planning
- Find out how all vendors must evolve beyond the traditional CHAMP plan model
- Learn the 3 key areas of joint planning and how to address them
The rapid growth of LinkedIn, Facebook, Twitter, and a whole range of other social selling tools, has lead an entire generation of sales people to abdicate their sales duties to technology. As salespeople, it's our job to make the connections that matter - connections cemented with phone calls, not status updates.
- Why technology addiction is killing your sales
- How to balance tech with touch
- Why you can't believe the hype about how buyers buy
- How the roles of marketing and sales are different and ways they can help each other
- Why referrals are the original (and best) social selling tool
At times, winning new business can seem frustratingly impossible since tactics that used to work are no longer relevant.
Dan and his team spent 4 years and thousands of hours studying the behaviors of 1000 high performers and learned some important lessons:
● How being human drives better sales results (and improves relationships)
● The best way to get the biggest results regardless of what you’re selling
● Why saying ”NO” more often is the key to getting consistent results
● The reason that giving more leads to selling more
Join this webinar to learn more about each of these lessons and how ordinary salespeople can achieve outrageous results.
For sales leaders, watching the right performance metrics and effectively managing those measures can make all the difference between a stellar quarter and a lackluster one. This fast-paced webinar will highlight 20 innovative KPIs that sales leaders may not be watching, but which can provide powerful insight to help achieve stronger, more predictable sales. We’ll also share lessons learned from a veteran Sales VP and discuss new Sales dashboarding technologies.
Cold Calling is dead. No one reads unfamiliar e-mails. Join Mark and learn how to reach today’s media-saturated B2B buyer by utilizing Social Prospecting, and how your organization can build a Social Prospecting capability.
The annual Top Sales & Marketing Awards contest has been created to hail “the heroes” of the sales and marketing space; to laud those companies and individuals who have gone that extra mile, who have been unafraid to challenge paradigms and who have had the courage to pioneer, when others remained wedded to the status quo.
Did you know?
‣ 57% of decision process is made before the first sales call.
‣ 74% of marketers are challenged to generate high-quality leads
‣ 65% of rep’s time is spent not selling, and only 63% make quota
‣ Cold calling and unsolicited email campaigns barely have a pulse
‣ 74% of sales teams have poor CRM adoption
Register now to attend this informative 45 minute session and discover new smart social selling strategies. InsideView CMO, Brian Kelly will show you how to infuse CRM intelligence into your social selling activities so you can:
• Engage prospects with relevant offers, at the right time
• Identify and prioritize leads with the highest probability to close
• Find and leverage your professional connection network for warm introductions and referrals
• Leverage accurate data, relevant insights, and professional connections from within your CRM system
In this webinar, you’ll learn how to quantify the impact sales enablement can have on your revenue. If you’re looking to deploy Sales Enablement, you don’t want to miss this webinar. Impact on revenue—or rather, the impact on sales productivity—is the most important factor when considering any sales solution. You’ll learn how to assess the likely increase in productivity and how to translate that into expected revenue growth.
One of the biggest challenges sales organizations face is harmonizing their go-to-market strategies with their sales process and the buying process their buyers expect, and often, demand. Despite a heavy investment in internal sales process development and seller training, many commercial organizations still lack the ability to reconcile their strategic revenue initiatives with their sales execution.
Join David Kriss, Sr. Director of Strategic Consulting at SAVO, learn more about the pragmatic way to uncover the customer buying process or “sales motion” and connect it with the intentions and actions of the go-to-market teams to eliminate execution gaps.
When you’re really, truly honest with yourself… when you listen to that nagging little voice in the back of your mind… Don’t you sometimes wonder:
Is What I’m Doing Enabling or Disabling the Sales Team?
Inadvertently, sales leaders are disabling capable and motivated sales professionals every day. Your good intentions to track sales performance, to monitor sales activities, to manage your pipeline and to accelerate sales force productivity can backfire and diminish the effectiveness of your sales team.
Ironically, your efforts to enable the sales force may instead be disabling the sales force. And you may be caught in the crosshairs – trading selling time for time spent on information gathering or reporting. No wonder “sales enablement” initiatives are so challenging to implement!
In this dynamic webinar, sales productivity expert Deb Calvert, president of People First Productivity Solutions, will share stories from the trenches and research to help you strike the right balance.
Acquiring, retaining and motivating the right talent continues to top the list of challenges identified by CFOs and other C-Suite executives at companies of all sizes. Incentive compensation plans that miss the mark can damage any company’s profitability, and even put the future of a company at risk.
Join us to discover the seven most costly mistakes companies are making in terms of incentive compensation design and management as identified through the analysis of eight years’ worth of compensation data – literally billions of calculations – from hundreds of companies.
Webinar content will include specific do's and don'ts for building effective sales incentive plans, and actionable advice regarding how your company can leverage technology to attain the highest levels of employee motivation while avoiding risky accelerators that can wipe out company profits.
Every salesperson would love to have a base of huge, profitable accounts. Before you can manage these accounts, you have to win them first. What are the keys to winning these “whale” accounts? How are these sales different?
In this session, we describe the selling process used in landing several signature multi-million dollar accounts. What was the preparation? What was the winning strategy? You will learn what it takes to “harpoon” the whales in your own business.
Your salespeople need knowledge and insights to drive big deals. Is your sales content helping?
Think you don't have budget or time for better tools? Think again. Most companies are sitting on a wealth of insight and knowledge that, with minor modification, can drive sales success.
In this webinar, you'll learn how to:
- Understand the content needs of salespeople and become an advocate for better tools
- Find the game-changing insights that will capture customer attention
- Show marketers and product experts how to create less content that leads to more success
Join Jim Moliski, SVP of Strategic Services at Launch International, to learn about strategies that can lead to success in the shortest timeframe possible.
In the U.S., more than $800 billion are spent annually on sales compensation, yet companies are failing to properly plan and manage it. Erik Charles of Xactly shares the key stakeholders needed to make and manage a successful compensation plan and the role each person has to play.