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.
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
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.
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.
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.
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.
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.
Getting the funds you need to run and grow a channel organization can be a struggle. Often channel teams are the key path to much or all of a company’s revenue, yet are often woefully underfunded. You may a superstar at partner marketing or sales strategy, but why do you often hear ‘no’ in trying to fund what you know you need to be successful?
The good news is you don’t need to be a financial or legal expert to run and grow a program. But you do need to understand what to pay attention to, and how to measure it, and how to talk about it with the rest of the company.
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
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.