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.
Don't exacerbate turnover issues or risk losing skilled talent by giving up too soon on under-performers. Instead, take a look at these root causes for a lackluster performance and turn this situation around.Your colleagues and business partners will become more engaged and elevate their performance when you take this approach.
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?
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
The typical value proposition isn’t geared up to be used by sales “in conversation.” Connecting the dots between buyer needs and a product-focused value proposition is hard and not every sales person can do it well. Learn how to deliver a consistent and “sales Ready” message that closes deals.
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.
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!
Effective closing is about physics. Along with a little psychology, economics and cryptology thrown in. Fortunately, you don’t need a PhD to improve your closing ratio. (Or even any previous science classes.) This presentation will provide you with the insights and tactics you need to close deals faster and easier!
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!
This talk is aimed at senior sales and marketing leaders and their C-suite executives.
It outlines the research-based reasons that sales & marketing alignment is important and spells out the QUANTIFIED business benefits.
More importantly, it offers a structured method to MEASURE that alignment in your organization and how to EXECUTE it.
There is an opportunity for Q&A at the end.
Use this opportunity to hear directly from a world leader in this space. Register now.
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.
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.
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
There’s a lot of data available to B2B marketers, but having the right data is the first step toward building an effective account based marketing strategy. But what is the right data, and how do you apply it?
When account based marketing is done right, sales and marketing teams can align behind the best prospects to target and develop messages that resonate with these prospects. This webinar will help you:
- Recognize the right data for account based marketing campaigns
- Apply that data to create hyper-relevant campaigns
- Measure and continually optimize your ABM campaigns
Moderated by John Donlon, research director at SiriusDecisions, and featuring presentations by Mark Godley, CRO of HG Data, and Vin Turk, COO of Madison Logic, this webinar demonstrates the type of data you need to succeed in your programs. Vin and Mark will also share use cases as to how data is helping them deliver extraordinary results in real-world ABM programs.
Senior Sales Leaders, Sales Managers and Account Managers will all learn about:
How to spot a TOP opportunity
Why a War Room approach works and delivers top $$$’s
What you need to know about War Room strategy
Three big roadblocks and how to avoid
Key points to ensure ongoing success with account based selling
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.
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.
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.
Account managers, lawyers, consultants – these are examples of client facing individuals were hired for a specific skill set. They don’t see themselves as salespeople and they definitely don’t want to be called salespeople; but, at the end of the day they must drive revenue. This webinar will give you some actionable strategies for helping non-sellers build relationships, leverage existing relationships and grow their business.
Sales teams focus on landing the initial deal. Customer retention becomes the responsibility of everyone else in the organization who was not part of that first sale. Discover how to leverage the value of post-sale support teams. Create customer experiences which contribute to customer success and customer retention.
Whether you are a startup, small business, or enterprise, no one can afford to get inside sales wrong. What should the strategy include? How will you track progress and measure success? How do you develop the team? Hear what’s working direct from the front lines on this interactive panel discussion.
Early attrition and long ramp times are signs that inside sales training might not be working. Learn the top reasons that training for inside sales fails and not just what you can do to fix it – but how you can quickly supercharge it to cut time to quota in half.
Leadership isn't the same as management. If you are a Sales Manager, Director or VP, tune in to learn the differences and how you can make a much bigger impact when you demonstrate strong leadership of people AND solid management of the sales function.
Senior Sales Leaders, Sales Managers and Account Managers will all learn about:
The power of a pro-active account management approach
How to gain access to executive sponsors
Tips to differentiate your company
Three must have account management structures
How to set up client meetings for success
Champions and their role in your achievement