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Channel Sales

  • The 7 Habits Your Reps Need to Crush their Quota
    The 7 Habits Your Reps Need to Crush their Quota
    Jesse Price, Director of Sales at Copper Recorded: Nov 15 2018 36 mins
    As a sales leader you’re under constant pressure to hit your number. You’re probably sick of asking yourself: “How do I make sure we hit our quota this month?“

    Join our upcoming webinar on Thursday, 11/15 at 10am PST / 1pm EST to learn the 7 habits you need to instill in your reps to build a successful sales engine, that drives results every month.

    During this webinar, you will hear from Jesse Price, Director of Sales at Copper, and his journey as a sales rep at IBM to account executive at Salesforce to now leading Sales at Copper. He will share tangible best practices on how to make every rep a top performer to ensure they hit quota.
  • Why You Need to Kill the Marketing/Sales Handoff
    Why You Need to Kill the Marketing/Sales Handoff
    Jonathan Gladbach, Director of Marketing; Molly Babbington, Director of Sales Recorded: Nov 14 2018 21 mins
    Having trouble with making sure all of Marketing leads are followed up on? Do you find it hard to meet your Lead SLA? Sales leaders such as yourself often put a lot of pressure on ensuring a smooth handoff between Marketing and Sales teams. Unfortunately, this firm handoff isn't the best experience for your customer.

    Customer expectations in both B2B and B2C are evolving. They expect consistent communication and conversation at all stages in the buying cycle. Even before entering the Sales cycle, they want their questions answered and concerns addressed. At the same time, response rates for old communication channels are decreasing. Simply engaging customers with Drip emails isn't enough anymore. Both Marketing and Sales need to change the way they operate.

    Join Hustle leaders Molly Babbington, Director of Sales, and Jonathan Gladbach, Director of Marketing to learn how they ran joint Marketing and Sales campaigns through text message with 85% response rates and 20% conversion rates to meetings.

    You'll Learn:

    - How to properly use SMS messaging to prospects at the very top of the funnel to quickly qualify leads and create interest.
    - Ways to avoid disjointed customer experience between marketing campaigns and sales.
    - Methods to successfully reactivate dead leads with a simple conversation.
  • Buying Group Blindness: 3 Reasons Why You’re Not Closing Deals & (How To Fix It)
    Buying Group Blindness: 3 Reasons Why You’re Not Closing Deals & (How To Fix It)
    Jim Regan & Kerry Cunnigham Recorded: Nov 13 2018 52 mins
    AI makes it possible to know the B2B buyer like never before and to begin to answer critical questions about what works in attracting and engaging those buyers. B2B buying is conducted by buying teams, so why do most sales teams focus on just individual buyers?

    Join MRP and SiriusDecisions for a conversation on how switching the focus from individuals to buying groups will improve your bottom line.

    During this webinar, we will highlight these common reasons why you’re not closing deals, and how to fix it.
    •You’re not noticing group buying signals
    •You’re not acting upon these group buying signals
    •Your systems and processes are causing missed opportunities

    Register for this webinar and join Kerry Cunningham, Senior Research Director of Demand Creation Strategies at SiriusDecisions and Jim Regan, CMO and Co-Founder of MRP and learn how to avoid buying group blindness.

    Register Now!
  • The New World of AI - Powered Contracts
    The New World of AI - Powered Contracts
    Tim Cummins, IACCM President and Jason Gabbard, Head of AI, Conga Recorded: Nov 6 2018 55 mins
    Contract management is an area that is ripe for innovation and digital transformation. Often contracting processes are bureaucratic, burdensome, and a major source of delays. Yet new technological solutions are emerging quickly, affording the opportunity for AI to manage much of the process, while freeing up people—contract management staff—to focus on more strategic tasks.

    Are you prepared for the pace of change?

    Join us live to hear from IACCM President Tim Cummins and Conga Head of AI Jason Gabbard while they chat about:

    -The essential documents and contracts to automate.
    -Driving compliance across departments and increasing collaboration.
    -Boosting efficiency by reducing errors with key AI technology and Machine Learning.
  • Accelerate your Migration to Amazon Web Services | AWS Marketplace
    Accelerate your Migration to Amazon Web Services | AWS Marketplace
    Mor Hezi, Principal Business Development, AWS Marketplace | David Lowe, Sr Product Manager, AWS Marketplace Recorded: Oct 30 2018 64 mins
    As companies plan the migration of different workloads to the cloud, software procurement is being challenged to meet the new demands of the business.

    AWS Marketplace provides the tools and software for each step of the migration process and post-migration to sustain a cloud operating model, increase your competitive edge, drive business value, and modernize your infrastructure.

    This live webinar will illustrate how companies can migrate existing software and identify cost savings to accelerate their migration to the cloud with the AWS Marketplace. We will also be joined by guest speaker David Lowe, Senior Product Manager of AWS Marketplace, that will provide a live demo of AWS Marketplace Migration Mapping Assistant.

    Join us to:
    - Learn about software tools through the AWS Marketplace that can accelerate your AWS cloud migration
    - Be introduced to AWS Marketplace Migration Mapping Assistant, a tool to map your on-premise software to offerings available in the AWS Marketplace
    - Learn about the procurement options available through the AWS Marketplace

    Attendees will have a chance to ask questions and request a follow-up consultation on optimizing their existing software usage.
  • Building Shareholder Value
    Building Shareholder Value
    John Cheney, CEO Recorded: Oct 30 2018 37 mins
    The goal of commercial organisations is to build shareholder value. For most, value is created by generating revenue and profit.

    How can you effectively pull on those two levers? How can you define whether the business is working optimally? How do you identify business opportunities, where you should invest more and where you can reduce costs?

    In this webinar, John Cheney, CEO of Workbooks will show you how a well implemented CRM solution can help you make the right decisions for your business:

    •Stay competitive and create growth
    •Deliver excellent customer experience
    •Improve agility, efficiency and effectiveness
    •Control and reduce costs
  • The 7 Most Common Mistakes in Sales & Marketing Alignment
    The 7 Most Common Mistakes in Sales & Marketing Alignment
    Peter Strohkorb Recorded: Oct 24 2018 49 mins
    We have been talking about Sales & Marketing Alignment for for a long time, yet we STILL see THE SAME SEVEN MISTAKES being made.
    This webcast describes all 7 mistakes and offers a solution to each.
    Highly informative and engaging. RECOMMENDED !
  • Being Future Ready in a Transformative Digital Economy
    Being Future Ready in a Transformative Digital Economy
    Doug Rybacki, Chief Product Officer, Conga & Sheryl Kingstone, Research Director, 451 Research Recorded: Oct 23 2018 48 mins
    In today’s digital economy, companies are competing for customers like never before as price and product are no longer the only drivers of business. The value of delivering an engaging customer experience is on the rise, and businesses are increasingly turning to software and digitized processes to accommodate this trend. In fact, 80 percent of businesses are either planning or formally engaged in digital transformation initiatives to improve their overall customer experience.

    Join us to understand:

    -The importance of Digital Transformation
    -Why businesses must respond to the pace of change
    -The tools for Digital Transformation success
  • Global ABM Webinar- Spanish
    Global ABM Webinar- Spanish
    Jorge Dalfavo Recorded: Oct 18 2018 27 mins
    Global ABM Webinar in Spanish
  • How To Get More Customers
    How To Get More Customers
    Peter Strohkorb Recorded: Oct 17 2018 54 mins
    B2B Sales and Marketing Growth Specialist Peter Strohkorb describes why and how every business now needs to apply push and pull selling techniques in order to win more customers.
    Peter will reveal the Ten Action Items you need to have in place to be successful.
  • The Impact of CRM in the Relationship Era
    The Impact of CRM in the Relationship Era
    Director of Demand Generation, ProsperWorks - Harvey Rañola Recorded: Oct 1 2018 29 mins
    If you’ve ever wondered about the return on your CRM investment, this webinar is for you. We’re taking a deep dive into the results from a recent survey and crunched the numbers to see how using a CRM has helped:

    • Reduce the number of hours spent on data entry per week
    • Improve team collaboration on closing deals
    • Decrease the time it takes to follow up with prospects and customers
    • Increase business revenue
    • And more...

    Watch the on demand webinar today and see how your business stacks up!
  • [Live Interview] Ask the Expert: How to be the IT Champion of a PRM Installation
    [Live Interview] Ask the Expert: How to be the IT Champion of a PRM Installation
    Gary Sabin, Senior Director, Product & UX and Dan Lang, Senior Salesforce Developer, Impartner Recorded: Sep 25 2018 27 mins
    Sales tech stack: ✓ Martech stack: ✓  This year’s hot tech stack is for the channel -- which typically represents 75% or more of a company’s revenue. 2018’s breakthrough technology is PRM – Partner Relationship Management. This foundational system of record sits at the core of a chantech stack and everyone from Splunk, to Zendesk to Xerox have made PRM this year’s must have technology. IT leadership is uniquely positioned to ensure the quick, on-budget implementation success.

    Join this intense “Ask the Expert” session with one of Impartner Channel Innovation Labs top installation experts to learn best practices on how to streamline deployment of this highly-visible, revenue-generating solution.
  • [Live Panel] Tech Stack Secrets from Top IT Teams
    [Live Panel] Tech Stack Secrets from Top IT Teams
    Dave R Taylor, CMO, Impartner, Lief Koepsel, Fortinet, Armin Moaddel, Marketo, Margaret Back, McAfee & Kevin Sequeira, Splunk Recorded: Sep 25 2018 43 mins
    How do you support your business units?

    How do you decide to make or buy?

    How do you decide whether to use functionality from an existing vendor or bring in a totally new technology provider?

    These are the questions top IT teams are and should be asking. In this webinar you’ll hear from top IT leaders – and one business unit buyer – from today’s most progressive tech companies for insights on how they’ve navigated these questions for their organizations and helped them construct a world-class tech stack that outpaces the competition.

    Join Dave R Taylor, Chief Marketing Officer at Impartner for this live streamed panel during Dreamforce 2018 in San Francisco.

    Panelists:
    Lief Koepsel, Senior Director, Channel - North America, Fortinet
    Armin Moaddel, Senior Partner Operations Manager, Marketo
    Margaret Back, Business Process Architect, McAfee
    Kevin Sequeira, Senior Director, Sales Technologies, Splunk
  • Impartner PRM Core Platform
    Impartner PRM Core Platform
    Impartner PRM Recorded: Sep 21 2018 2 mins
    An enterprise-class solution for managing, optimizing and accelerating every aspect of your channel from partner recruiting to cooperatively marketing and selling, to managing your partners’ performance.
  • How To Get More Customers
    How To Get More Customers
    Peter Strohkorb Recorded: Sep 11 2018 54 mins
    B2B Sales and Marketing Specialist Peter Strohkorb describes why and how every business now needs to apply push and pull selling techniques in order to win more customers.
    Peter will reveal the ten Action Items you need to have in place to be successful.
  • Real World IoT Podcast | Ep. 19 | ft Sigfox | Cusp of the IoT
    Real World IoT Podcast | Ep. 19 | ft Sigfox | Cusp of the IoT
    151 Advisors | Christian Olivier | Ken Briodagh Recorded: Sep 5 2018 32 mins
    On this week’s episode of the Real World IoT Podcast, host Ken Briodagh discusses where we are seeing growth in the IoT industry with President at Sigfox, Christian Olivier.
  • CRM at Amstore Innovation
    CRM at Amstore Innovation
    Praddy Vela, Commercial Director at Amstore Recorded: Sep 3 2018 3 mins
    Praddy Velas, Commercial Director at Amstore explains how Workbooks CRM has helped Amstore
  • Sales Leadership Series: How to Engage, Captivate, and Entertain any Audience
    Sales Leadership Series: How to Engage, Captivate, and Entertain any Audience
    Bill Gusmano, GM (Americas), Eric Doyle, Senior Consultant, at Quadmark Recorded: Aug 28 2018 60 mins
    Whether you are connecting to customers over the phone, through a webinar, or face-to-face, your ability to engage, captivate and entertain your targeted audience is key to differentiating your message and offering from the dozens of others contacting you customer. And lets not forget, while engaging, captivating and entertaining your customer, you need to described the impact your offering will have on your customers business; after all, we are talking about sales calls. Join our webinar to learn a proven model of making your sales communications interesting, impactful and memorable.

    About the presenters:
    Bill Gusmano is the General Manager, Americas for Quadmark. Bill is an accomplished professional with over 25 years experience in Channel and Direct Sales Management, GTM Strategy and Solution development. Bill has expertise in the delivery of IT consulting, infrastructure design and management, enterprise system integration, application development, managed services, and outsourcing/off-shoring. He has held senior positions in Sales, Professional Services, Alliance Management, Strategy and Market Development, at CM-NYC, MicroAge, Pinacor, Omnitech (now CIBER), Keane, and CA.

    Eric Doyle is a Sr. Consultant who engages companies of all sizes in the development of sales and marketing strategies to accelerate revenue growth and brand awareness. With 30+ years of working for and with companies like Intel, Hewlett Packard, Dell, Microsoft, VMWare and others, Eric has extensive experience in all verticals with an emphasis in Financial Services and Public Sector. A natural story teller, Eric understands how to communicate business value through the application and use of technology.
  • CRM for Law Business Research
    CRM for Law Business Research
    Ron Doobay - CTO, Law Business Research Recorded: Aug 7 2018 4 mins
    See how Workbooks CRM helps Law Business Research (LBR) improve their business processes - CRM for Media & Publishing
  • CRM for Facilities Management
    CRM for Facilities Management
    Fiona Ellingham, Marketing Manager Recorded: Jul 25 2018 8 mins
    See how Workbooks CRM helps TC Facilities Management
  • Nailing the Art of Cold Calling
    Nailing the Art of Cold Calling
    Senior Sales Trainer - Kyle Bastien Recorded: Jul 19 2018 51 mins
    As intimidating as cold calling can be, it’s a powerful sales tool with predictable and measurable results. And if hang-ups are the rule rather than the exception for you, we’ve got some tips to help you out.
  • 4 Tips for Better Sales Prospecting
    4 Tips for Better Sales Prospecting
    Account Executive - Andrew Suh Recorded: Jul 18 2018 60 mins
    "When you’re looking for new potential clients, there should only be one goal in mind: moving these prospects through the sales funnel until they eventually convert into revenue-generating customers. But how do you ensure you’re maximizing your sales prospecting efforts?

    We recently teamed up with our friends at Reply.io to share 4 Tips for Better Sales Prospecting."
  • Case Study - Russell Finex
    Case Study - Russell Finex
    Rob O'Connell - CEO Recorded: Jul 17 2018 5 mins
    Why not see for yourself how Workbooks helps one of it's customers in the manufacturing industry
  • Are Migration Tools a Puzzle or Perfect Lego Blocks?
    Are Migration Tools a Puzzle or Perfect Lego Blocks?
    Kalpan Raval, Global Lead, Migration Tooling Segment, AWS, Andy Furner Global Lead, Partner Migration Program, AWS Recorded: Jun 28 2018 61 mins
    The AWS Migration tooling segment team has invented migration tool packages that serve three key business objectives.

    First, technology choice using competent tools from our ecosystem and AWS migration platform, with a tool recommender that helps customers identify the right tools to achieve their business objectives.

    Second, speed of procurement with "Single click" to procure the tools right from AWS Marketplace.

    Finally, the cost of migration with highly discounted tools that reduce the workload migration costs by 25 - 30%.

    In this session, we explain how our customers and SI partners can leverage these packages to enable the frictionless migration of thousands of workloads into AWS.
  • Contract Management in The Age of Digital Transformation
    Contract Management in The Age of Digital Transformation
    Melanie Turek Fellow & Vice President, Frost & Sullivan, Skip Walter VP of CLM, Conga Recorded: Jun 27 2018 45 mins
    Many organisations struggle to efficiently manage their contracts from negotiation to completion, resulting in poor visibility, decreased compliance and control, higher risk and slow completion cycles. As a business-critical process, not only from a risk but also a revenue perspective, if your business hasn’t considered contract management as a high priority, now is the time.

    This webinar will discuss the need to re-evaluate your Contract Lifecycle Management practices in light of the need for digital transformation, outlining the value of CLM technology and highlighting the key capabilities of a strong CLM suite.
  • Accelerating Channel Innovation | AWS Marketplace
    Accelerating Channel Innovation | AWS Marketplace
    Whit Crump, Global Head, AWS Marketplace Channels Nov 20 2018 10:00 am UTC 60 mins
    We are excited to announce a new feature that allows Partners to resell software solutions directly to customers in AWS Marketplace.

    Many AWS Customers prefer to purchase software solutions through Partners, benefiting from their knowledge of the customer’s business, localized support, and expertise. Partnering with Consulting Partners ensures that customers can deploy the right product at the right price for their business. Additionally, ISVs rely on Consulting Partners for scale, reach, specialization, and value-add services for their customers.

    This new feature combines these benefits and enables Consulting Partners to work with customers from the start of their procurement process all the way to purchase.

    Join this webinar to learn about the feature and how to get started with AWS Marketplace.

    This webinar is intended for:
    - All partners interested in Enterprise Software Procurement