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.
Sales coaching is a lot like the “give a man a fish” analogy. If you’re not coaching, your sales team isn’t learning how to manage, challenge or grow their skills on their own. Everyday is a learning opportunity for your sales reps to improve on their methods.
Watch Jill explain why as a manager, you should be coaching thinking skills to allow your reps to become self-motived to improve on a daily basis.
The most effective Customer Success teams need to do more than focus on churn and upsells. In this session, you'll learn how Unbounce grew customer success from a team of 2 to 20, and helped spread a customer centric attitude company wide.
In 2014, more organizations began talking about making customer experience a bigger priority. As they should. Experience affects the bottom line. According to a CEI Survey, 86% of buyers will pay more for a better customer experience. But only 1% of customers feel that vendors consistently meet their expectations. Providing customers and future customers with the best possible interactions with every part of the company, from marketing to sales to service and even finance isn’t just a nice thing to do. Great customer experiences drive the bottom line.
During this interactive webinar, learn why customer experience is the next big thing and why your company must spend more time aligning around a customer experience strategy that considers the impact interactions with potential buyers and customers through multiple channels.
It’s clear that in order for an organization to truly deliver Customer Success, a customer centric mindset must be ingrained throughout a company’s culture. Join these industry leaders as they discuss tips from their experiences and actionable insights you can apply today.
The buying experience is key to selling in a complex sales environment. So too is your sales team's ability to challenge and educate your buyer. But how do you equip sales reps to be the expert they need to be? This panel will explore best practices, tools, and systems that enable high-performing teams to successfully deliver a winning buying experience.
You can’t expect to meet the challenges of today with yesterday’s tools, and expect to be in business tomorrow. This discussion centers on the best Sales Development tools to use in 2015, so you can drive quality pipeline and have a winning year. Join Ralph Barsi, Senior Director of Sales Development (Achievers), as he hosts a panel of Sales Development leaders sharing the most effective tools for your Sales efforts.
Is your sales organization prepared to sell to the 2015 empowered buyer? To grow revenue you must go beyond the re-org of sales staff and territories. As we come into the new year it's imperative that you put in place a holistic system to enable success or risk the chance of your sales staff becoming irrelevant to your buyer.
This session is a round table discussion following topics related to the 4 elements of sales enablement:
• People: sales skills needed to sell to smarter buyers
• Process: defining and aligning sales methodologies to the buyers journey
• Content: messaging and assets needed to advance the buyer through their journey
• Technology: automation to educate as sellers sell and buyers self educate
As the new year approaches, how confident is your sales team about hitting new growth targets and out-pacing the competition? Even the best reps are looking for ways to sell smarter and faster…do you have the right technology to help them succeed?
Join this session to learn how to improve the performance of your sales team with combination of the Salesforce Sales Cloud and Data.com. We will show you how your organization can benefit by having detailed, reliable and current customer data built into the #1 sales app:
-Determine where you have the best selling opportunities
-Accelerate pipeline creation within your target accounts
-Improve your territory alignment to keep reps focused and productive
This holiday season is bringing an onslaught of fraud and cybercrime attacks to financial institutions, payment processors and online merchants alike. Sophisticated cybercriminal groups exploit increased traffic and transaction volume to launch new attack methodologies.
Fraud prevention and security professionals can stay ahead by knowing the latest attack trends. Attend this webinar for an analysis of findings from the ThreatMetrix Cybercrime Report. This front-line view of the global war against cybercrime is based on actual cybercrime attacks detected by the ThreatMetrix Global Trust Intelligence Network during real-time analysis and interdiction of attacks. This session will review data gathered from over 850 million monthly transactions, including findings from the recent Black Friday through Cyber Monday weekend.
Attend our complimentary webinar, “Leveraging Cybercrime Intelligence Data to Stop Fraud”, to learn the latest methods being used by fraudsters and how you can stop attacks in real time – without impacting trusted customers.
Topics to be covered include:
* Attack trends by transaction type and industry
* Analysis on mobile vs. desktop attacks
* Detection and prevention of attacks without adding friction
* Why global shared intelligence is essential
• How can marketing content accelerate sales?
• How marketing can get feedback from sales to create better content?
• Does sales have a responsibility to give content feedback to marketing?
• How do sales people use content during the sales cycle?
• How can marketing get insights on what content resonates with buyers?
The one constant in the channel is that it’s always changing. Being in the channel space for over 30 years, we’ve seen many programs evolve and grow with time. But just as often we’ve seen programs fail to keep up with technology and their business realities. Discover which channel practices are becoming obsolete and learn what you need to do to adapt and succeed.
Join Mark Donkin director of SuccessFlow and Adam Dore senior functional consultant of SuccessFlow on the new webinar focusing on the alignment between marketing and sales and how this is implemented into your CRM system.
The webinar will provide an introduction to:
- The elements needed to set up and run a marketing campaign
- Making sure your marketing is returning the best possible ROI by allowing full visibility across the campaign
- Keeping your database (CRM) up to date with the latest information garnered from marketing
- Best practice around content creation, segmentation and nurture
- How marketing automation platforms can be used in conjunction with CRM
- Aligning your marketing activity with sales and making sure sales people have ammunition at their fingertips within CRM.
If you are like many, moving from random acts of sales enablement to a more "systemized" approach to enable sales success is new to your organization. This panel covers what to anticipate and how to overcome obstacles that cause sales enablement initiatives to either fail or simply fall short of expectations.
These experts will share lessons learned on topics such as:
• The 4 key elements of sales enablement
• Sales enablement maturity assessment
• How to create a "rolling thunder" of support that makes sales enablement get pulled throughout the organization
• How technology is enabling the real-time delivery of sales enablement resources before, during and after the sales interaction
As large corporations embrace social selling, they quickly realize that success requires more than just training events. High adoption requires similar strategies and systems as a CRM rollout. PeopleLinx is the most comprehensive system I've seen to support large scale social selling initiatives involving apps like LinkedIn and Twitter. Join me as I interview PeopleLinx VP of Marketing Michael Idinopulos on the platform and its new integration with Salesforce.com.
For Sales/Sales Ops/Sales Enablement and Marketing executives of B2B corporations.
30 minutes of content followed by 15 minutes of audience Q/A.
Join this webinar to learn how people, technology, and culture can turn your company's sales development team into a high-performing unit. Walk away with insights on helping your sales-development teams get better results for your company.
Hear how Five9 created an efficient process for turning leads into high-value sales opportunities and had success with an innovative approach to coaching their sales agents.
Across the UK & Europe, Card Not Present (CNP) transactions are experiencing record high levels of fraud. In a recent study by TechValidate, 58% of companies that had deployed a Frictionless Authentication solution saw a 5-25% increase in business; with the cost of managing fraud and chargebacks had been reduced by up to 80%. Marc Lee will host a discussion around how frictionless authentication solutions can enable you to do more business online whilst cutting fraud and fraud management costs.
The 2014 Miller Heiman Sales Best Practices Study uncovered some of the key practices that the top 8 - 10% of organizations used to drive World-Class sales performance. What are their key behaviors, and how can you use these findings to improve your sales practices? Watch this informative webinar and find out.
Everyone’s heard about salespeople who are crushing their quota using social networks like LinkedIn and Twitter, but these apps are constantly changing. Who has time to figure out the handful of social actions that will make the biggest impact in your sales success? I do. Attend this session to learn about:
· - Hacks for popular social networking apps
· - Mysterious social apps you may not know about
· - How to scare up new business with content
Content ends at 9:30 AM PT plus another 10 minutes for audience Q/A
Time is the great equalizer, we all have the same amount every day, how we use it differentiates the great sales reps from the also-rans. Learn:
How to use time to improve your sales results
Why Time Management is a Stupid thing
How to ensure that you have time for all your high value activities
Two simple overlooked aspects of time that will kill sales
Why great sales people never run out of time
The Channel Enablers 2014 Channel Competency Study examined and identified the channel sales and channel management activities most closely tied to sales performance in complex B2B channel sales. Check out this quick video about one insight.
As Social Selling grows more common within the enterprise, leading companies are moving beyond individual skills and deploying applications that scale, provide management reporting, and integrate with existing marketing automation and CRM systems. Three social selling vendors have released significant new products in the past month.
•InsideView Open - for social intelligence
•LinkedIn Sales Navigator - for social prospecting
•PeopleLinx 3.0 - for social sales management
Note: Since these are enterprise apps, the webinar is intended for Sales, Sales Ops, Sales Enablement, or Marketing leaders. It will not cover social selling tactics for individuals.
This webinar will be presented by Grant Johnson, VP of Strategy at ClickMail and Brian Steacy, Regional Director at Adestra. Grant and Brian will look at these two key marketing tactics and explain how they can form the basis of a successful marketing program.
You’ll learn more about:
The importance of email marketing
How to make sure your emails get in your subscribers inboxes
Ways to grab the attention of your recipients
The growing influence of content marketing
How to build content that engages your audience
Testing to optimize your customer journeys
Want to lose fewer deals to the status quo and to the competition? In this interactive panel discussion, four senior sales leaders show you a holistic framework to:
•Understand the top 6 decisions in the buyers’ process
•Align your content and conversations to more effectively influence these decisions
•Assess deals and build sales skills to reduce the risk of losing these decisions
•Use intelligent systems to increase sales effectiveness and shorten sales cycles
This is how you make BIG sales productivity gains in 2015.
Founder, Compelligence, Inc.
CEO and Founder, Silver Bullet Group, Inc.
The term "Sales Enablement" is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales performance and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. More often sales enablement is a tactical approach to fixing a quarter rather than a strategic approach to transform a sales organization to a customer core, customer result-based and value-creating approach.
To get to a more strategic sales force enablement approach, a customer core foundation based on the entire customer's journey is essential. Three additional pillars, that are all based on the customer core idea, have to be integrated with current concepts to evolve sales enablement to sales force enablement.
Why you should attend - your main takeaways:
• Why a customer core approach is key to success, and how to design it.
• Why frontline sales manager are a key target group.
• Why not only sales and marketing are relevant - how to take advantage of a strong foundation in sales operations.
• Why content and training services should be integrated - along the customer's journey.
The hottest topic heard from Sales Development leaders is after you build your SDR team, how do you keep them happy and productive?
We will tackle onboarding, training, career path, and incentives. Come hear from Sales leaders Derek Grant from Full Story, Ali Gooch from Salesforce, and Sean Kester from SalesLoft as they give their insight and secrets to growing their SDR teams.
Join Brian to learn about what to do with your new sales reps in the first week to get them motivated, learning and off and running. As well as, how to keep the momentum going in the first few months on the job, with 30-60-90 day bench marks.