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Channel Sales

  • The PFPS Recipe for Retaining Top Talent
    The PFPS Recipe for Retaining Top Talent
    Deb Calvert, Executive Coach, president of People First Productivity Solutions Recorded: Aug 7 2019 41 mins
    Slow down that revolving door of talent! Keep the people you want to have on your team! How? That's the BIG question.

    And we're going to answer it in this webinar. We'll take a look at the research and best practices that make some employers better at retaining top talent than others. Spoiler alert: It's not because they pay more or have better free food in their cafeteria! What they've got is a higher level of employee engagement. And you can have that, too.

    In this presentation, we'll show you how:

    - Employee engagement really does matter when it comes to retention (and every other indicator of business success!)
    - You can boost engagement levels and have a positive impact on retention (and every other indicator of business success!)
    - HR and front line managers can impact employee engagement even in a difficult corporate environment
    - YOU can make a difference that makes a positive impact

    There's a reason that human capital tops the list of C-Suite concerns in 2019. And we're going to cover that, too. We'll address some of the myths and mis-perceptions that get in the way of truly engaging and retaining people in your organization. You'll also receive a free checklist for daily engagement activities that you can distribute to all your managers. Don't miss this presentation from Deb Calvert, president of People First Productivity Solutions -- we can help you build organizational strength by putting PEOPLE first.
  • Sales Hiring for Sustainable Sales Success
    Sales Hiring for Sustainable Sales Success
    Deb Calvert, sales researcher / author / speaker / coach / trainer Recorded: Aug 1 2019 45 mins
    Selecting sales talent should be more than gut instinct, predictable interview questions, and "sell me this pen" role plays. If you want to know (for certain!) which candidates are most likely to succeed in your sales environment, your selection process needs:

    + To be based on clear sales competencies
    + To be coordinated with HR for efficiency
    + To use behavioral interviewing question sets
    + To include an interview panel and 2-step process
    + To evaluate candidates with a matrix

    Join this webinar for an overview of selection practices that will give you a competitive edge and ensure that you get the RIGHT talent on your first try. No more revolving doors or newbie ramp up that takes too long!
  • Accelerating Customer Performance via Strategic Customer Assessments
    Accelerating Customer Performance via Strategic Customer Assessments
    Thomas B. Cross Recorded: Jul 31 2019 31 mins
    In this 30-minute webinar, we will explore the means for accelerating company performance by increasing performance of their customers using strategic assessments. Here are the Top-10 Topics presented.
    1 - Customer – now and forever will always be about the customer.
    2 - Content - the words, images, ideas, AI abstractions or messages you use to communicate to the customer.
    3 – Channels Media – what mainstream and other media channels are customers using now and will use?
    4 - Channels of Distribution – build “agile” sales channel models adapting to known and emerging markets designed to reduce enterprise sales cycles.
    5 – Connections - the means for networking with other businesses, industry, government and others.
    6 - Communications - the unique organization processes that occur between companies and customers.
    7 - Collaboration - organizational thought leadership for content development and delivery processes.
    8 - Call to Actions – driving behavior without which nothing happens.
    9 - Crisis - chaos, buzz, glitz, hate, squawk, gossip, glam and anything you can imagine being said for or against you.
    10 - Coming Sooner - the race to zero and competition is not just coming soon but sooner.
  • Top 5 Podcasts: From Genesis to IoT Big Bang: A Conversation with Rick Bullotta
    Top 5 Podcasts: From Genesis to IoT Big Bang: A Conversation with Rick Bullotta
    Ed Maguire, Principal Partner, Momenta Partners & Rick Bullotta, Technologist and Founder of ThingWorx and Lighthammer Recorded: Jul 23 2019 60 mins
    Rick Bullotta founded two companies that have been pivotal in the development of Connected Industry: Lighthammer (acquired by SAP in 2005) and Thingworx (acquired by PTC in 2014) and he is now an adviser to Microsoft Azure IoT. Rick is a passionate advocate of new technologies and innovation, and enjoys the disclaimer that “80% is fact and 20% is BS - and I don’t know which is which”.

    Our conversation explores his personal background in industrial technology, and how the insights gained from his experiences at Wonderware helped shape the vision for the companies he started. Exploring the genesis of Lighthammer and Thingworx, the discussion touches on why blue-collar tasks benefit from an IT-driven “multiplier effect”, how innovation comes from empowered customers, and how simple visibility can kick-start profound changes in industrial businesses. Other topics covered include the market landscape around IoT platforms, potential of AI and machine learning, the possibilities and pitfalls around blockchain and the future of Connected Industry.

    Areas of particular interest in technology include meta-sensing technologies around drones and robotics, simplifying the last foot of connectivity, 5G technologies and a company called Waveio.ai that seeks create events and alerting without relying on audio.
  • Showpad: How to fix the broken buyer journey with digital transformation
    Showpad: How to fix the broken buyer journey with digital transformation
    Showpad Recorded: Jul 22 2019 3 mins
    Watch the video to gain insights to top tips from buyers like Bacardi and leading agencies on how a robust Sales Enablement technology along with CRM and marketing automation solutions, helps B2B organisations to:

    •Align sales and marketing for better customer experience
    •Close the gap between buyers and sellers to improve results
    •Improve customer engagement and retention with a unified approach
  • Showpad: Turbo-boosting digital transformation
    Showpad: Turbo-boosting digital transformation
    Showpad Recorded: Jul 22 2019 3 mins
    Watch the video to learn how Showpad’s Sales Enablement solution enables Kanthal to embrace digital transformation for better alignment between marketing and sales. With Showpad, Kanthal has improved growth by providing:

    - Customer intelligence in real-time
    - Easy access to assets stored in one flexible solution
    - Professional messaging to boost customer engagement
  • Showpad: Cambridge Medical Research - video customer story
    Showpad: Cambridge Medical Research - video customer story
    Showpad Recorded: Jul 22 2019 3 mins
    “The CMR commercial team absolutely loves the Showpad solution.” Dom Brown, Cambridge Medical Robotics, Product Marketing

    Watch the video to understand how Showpad’s Sales Enablement solution helped increase buyer engagement for CMR's next-generation robotic system, Versius by:

    •Allowing control over the content shared with customers
    •Providing visibility, transparency, and customer feedback
    •Enabling content reporting and insights into customer engagement
  • 4 ways to improve customer retention - for B2B SaaS companies
    4 ways to improve customer retention - for B2B SaaS companies
    Arun Trivedi Recorded: Jul 17 2019 20 mins
    According to Gartner, 34% Product Marketers at Technology & Service Providers select retaining clients as one of their most important challenge. Growth continues to be a strategic business priority for CEOs. This webcast presents 4 strategies companies can adopt to improve customer retention & grow the business
  • JumpStart Guide for Endpoint Security in AWS
    JumpStart Guide for Endpoint Security in AWS
    David Hazar SANS analyst, SANS Institute | David Aiken, Solutions Architect Manager AWS Marketplace Recorded: Jul 11 2019 56 mins
    When migrating endpoint security controls to protect their cloud workloads, organizations must first consider their own security, operational and business needs. Next, they should assess their requirements against the solutions already in use in-house against the in-cloud security solutions they’re considering. Ultimately, these requirements should help organizations come to a decision on whether to migrate their existing security to the cloud, or use cloud-provided tools to protect their cloud endpoints.

    SANS instructor David Hazar, AWS Solutions Architect Manager David Aiken, and Optiv Cloud Security Practice Leader Joe Vadakkan will release guidelines for determining your cloud endpoint security controls and selecting solutions through the AWS Marketplace.

    Attendees will learn:

    - How cloud design affects endpoint security
    - Needs and capabilities associated with endpoint security platforms in the cloud (such as automation, behavioral detection and blocking, and threat hunting capabilities)
    - Specific focus on cloud-based endpoint detection and response (EDR)
    - Solution guidance and evaluation considerations for endpoint security platforms, including real-world success observations
    - Key questions for potential vendors to determine which endpoint security platform(s) are best-suited for integration and implementation in your AWS environment

    Join this webinar and gain practical knowledge on how to evaluate and select an effective endpoint security platform for the cloud. Don’t miss this opportunity to improve your endpoint security strategy with industry-leading guidance from SANS, Optiv and AWS Marketplace.
  • How to Architect your Cloud Apps for Peak Business Performance
    How to Architect your Cloud Apps for Peak Business Performance
    Robin Norwood, Cloud Coding Instructor and Chris Chapman, Solutions Architect, AWS Marketplace Recorded: Jul 9 2019 34 mins
    In this new webinar, Amazon Web Services (AWS) and global cloud training experts, A Cloud Guru, have collaborated to help you identify and tackle the important challenges IT practitioners face when migrating business apps to the cloud. This training-based session will show you how to benchmark your performance, identify challenging areas, prioritize use cases, and pair them with relevant AWS native services and software seller solutions in AWS Marketplace.

    Attendees will receive:
    - Expert guidance and training on principles for designing a high-performance cloud infrastructure
    - A guide to AWS Well Architected Framework (WAF), and how it's helping IT professionals understand how to build secure, agile, high-performing cloud infrastructures

    - How AWS Marketplace software seller solutions are helping customers today overcome challenges related to improving their IT operations in the cloud

    About the Speakers:
    Robin Norwood is the creator of A Cloud Guru’s Coding for the Cloud series: a hands-on web series dedicated to building software in a modern day, serverless world. He creates engaging, accessible, and highly technical content for technology professionals at the cutting edge of cloud computing. Robin is an AWS Certified Solutions Architect, AWS Certified SysOps Administrator, and AWS Certified Developer.

    Chris Chapman is a Partner Solutions Architect at AWS, covering AWS Marketplace, Service Catalog, and Control Tower. His core mission is helping customers and partners automate AWS infrastructure deployment and provisioning. He is an AWS Certified Solutions Architect, and his skills include cloud computing, data integration and architecture, SaaS computing, and design and software development. Chris has previous experience as a developer, system architect, and big data architect.
  • Emerging Technologies & IoT: How AI, AR and Blockchain Are Shaping The Future
    Emerging Technologies & IoT: How AI, AR and Blockchain Are Shaping The Future
    Ed Maguire, Principal Partner, Momenta Partners Recorded: Jul 5 2019 57 mins
    When it comes to innovation, we've arguably seen more technological advancements over the last ten years than at any other point in time. Technology as we know it is changing before our eyes. We see the merging of the digital and physical worlds through technologies such as augmented reality; artificial intelligence enables computers to think faster than humans, and blockchain technology is considered by many to be the greatest technological innovation since the internet.

    More importantly, we're not only seeing new technologies but the convergence and intersection of multiple technologies as they extend and create new capabilities through their collaboration. The era of combinatorial innovation is upon us, and the combined impact of augmented reality, artificial intelligence, blockchain and other technologies on Connected Industry will be unprecedented.

    This webinar provides an opportunity to explore and consider the applications of new technologies as they related to IoT and Connected Industry.

    We'll take a look at:

    - The current status of AI, AR, blockchain and distributed ledger technologies and their role in empowering Connected Industry
    - Benefits and risks of evolution
    - Use cases across multiple industries
    - Future timelines and predictions
  • How to Build a Data Protection Strategy in AWS
    How to Build a Data Protection Strategy in AWS
    Dave Shackleford | SANS analyst, SANS institute; David Aiken | Solutions Architect, AWS Marketplace Recorded: Jul 4 2019 44 mins
    As more organizations store sensitive data in the cloud, and as data protection regulations become more stringent, security personnel should consider developing a strategy to protect their assets in the AWS cloud. However, this poses many important questions, such as: How can I securely migrate data from on-premises storage volumes to AWS services, or from existing AWS services to new AWS services? What controls are needed? And what performance requirements must be met?

    SANS analyst Dave Shackleford explores the controls that are critical to data security and how to scale on-premises data protection strategies to the cloud.

    Attendees will learn:

    - How to use data loss prevention, encryption, access controls, user behavior analytics, and data life cycle controls as integral parts of a data protection strategy
    - Key steps in scaling data protection to the AWS cloud, and which AWS storage and database services can be used to establish data encryption capabilities
    - Ways to minimize common risks from human error with a combination of AWS and third-party services, and how organizations are using both to secure data in AWS

    About the Speakers:
    Dave Shackleford is a SANS analyst, senior instructor, course author, GIAC technical director, and member of the board of directors for the SANS Technology Institute. He is the founder and principal consultant with Voodoo Security, and has consulted with hundreds of organizations in the areas of security, regulatory compliance, and network architecture and engineering.

    David Aiken is a Solutions Architect Manager at AWS covering AWS Marketplace, Service Catalog, Migration Services, and Control Tower. He leads a team of specialist AWS SAs that help customers implement security and governance best practices using native AWS Services and Partner products. He is an AWS Certified Solutions Architect and his skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • 10 tips for maximising your win rates
    10 tips for maximising your win rates
    Jon Williams, Managing Director, Strategic Proposals Recorded: Jul 4 2019 54 mins
    Reasons to Attend:

    •75% of Buyers say that proposals are the critical part of their decision-making process and therefore critical to winning business for many sales teams
    •Majority of clients and prospects are disappointed with the proposals they receive
    •In fact, according to recent research, most buyers think they could write better proposals than their bidders!

    Key Takeaways

    •Understand latest industry thinking
    •Leading insights into buyers
    •10 tips for maximising your win rates by ensuring your proposals are the best
    •Best practice examples


    Written proposals are a key part of winning business for many sales teams. Yet salespeople often find the process for responding to an RFP frustrating – and clients report being disappointed in the tenders they receive. According to Strategic Proposals’ most recent survey, the majority of buyers think they could write better proposals than their bidders!
    Join our July 4th webinar with Jon Williams, the managing director of Strategic Proposals, to gain insight into how leading organisations ensure their proposals are the best. Jon will share the latest industry thinking, best practice examples and his top ten tips for maximising your win rate.
  • The Sales Competencies that Drive Sales Success
    The Sales Competencies that Drive Sales Success
    Deb Calvert, president of People First Productivity Solutions Recorded: Jul 2 2019 44 mins
    Are you hiring the top sales talent that can do the very best job possible of selling your products/services? Do you know what traits, knowledge, and skills lead to sales success in your industry, market, and product line? Join us for this research-based webinar that will teach you how to:

    - Identify the sales competencies that truly drive success for YOUR organization
    - Hire for those competencies to ensure rapid ramp-up and better retention
    - Write job descriptions, performance standards, and reviews that consistently feature the right competencies
    - Develop the right competencies in your sales team
  • How To Build High Performance Sales Teams That Make More Sales In Any Economy
    How To Build High Performance Sales Teams That Make More Sales In Any Economy
    Gavin Ingham: ISM Fellow Recorded: Jul 2 2019 70 mins
    Reasons to Attend:

    This #IAM10 High-Performance Teams webinar will help you to build world-class teams that are more motivated, more focused and more productive.

    Are your teams frazzled, constantly fire-fighting and drowning in day-to-day challenges? Do they struggle to find time to focus on their most important tasks? Does it sometimes feel like Groundhog Day where your people seem to be going through the motions, day after day? Do you feel like a small percentage of your people are on fire and the rest is just smoldering, lacking that important spark of motivation, commitment, and passion?

    Key Takeaways

    What could you achieve in your business if your teams were more motivated, more focused and more productive? What if you could light the touch paper and stand back and watch them ignite?
    Attend this webinar for more.
  • The Intelligent Edge: The Next Frontier of IoT Innovation
    The Intelligent Edge: The Next Frontier of IoT Innovation
    Ed Maguire, Momenta Partners Recorded: Jun 27 2019 57 mins
    Edge, mobile edge, and fog computing have emerged, offering a panacea to the pain points of IoT data. Companies such as Intel, SAP, Ericsson and Dell Technologies are creating their own solutions. Edge computing has the potential to impact the data infrastructure of the IoT, but what are the benefits and risks of moving away from the cloud? Edge computing comes with a suite of considerations that need to be carefully considered prior to adoption that we'll explore in turn.

    This webinar will cover:

    - The current state of fog and intelligent edge computing
    - What are the benefits/risks of moving away from the cloud?
    - What does this mean for cloud computing, data infrastructure and data analytics?
    - What are the best use cases of edge computing and what are its limitations?
    - Forecasts on future applications
  • Running a Sales Demo Best Practices
    Running a Sales Demo Best Practices
    Matt Carreira Recorded: Jun 26 2019 37 mins
    Learn how to run a sales demo that helps you close deals; including mistakes to avoid, best practices, and questions you should ask.
  • 3 ways to navigate your way to Business Transformation enabled by digital
    3 ways to navigate your way to Business Transformation enabled by digital
    Arun Trivedi Recorded: Jun 26 2019 42 mins
    Digital Transformation is dead! As you plan your journey, one of the first steps is to think about what needs to be done, why and how. The webinar presents 3 ways to navigate your way without losing track of your goal(s).

    Each path has its own set of focus areas. Irrespective of he approach you take, their are 6 dimensions of transformation that you must plan around to be successful.
  • Simon Kucher Video: 3 key factors for optimizing your promotions strategy
    Simon Kucher Video: 3 key factors for optimizing your promotions strategy
    Simon Kucher Recorded: Jun 20 2019 3 mins
    Companies are leaving money on the table when it comes to their promotional strategies, says Simon-Kucher Partner, Ricardo Rubi. Find out the three key things companies should be taking into account when thinking about promotions to make sure you’re maximizing your growth without eating into your profits.
  • Simon Kucher Video: How to Monetize AI and Machine Learning Solutions
    Simon Kucher Video: How to Monetize AI and Machine Learning Solutions
    Simon Kucher Recorded: Jun 20 2019 3 mins
    We asked Partner and Board Member Madhavan Ramanujam how companies, especially those in the software, internet, and tech industries, can make money from their innovative solutions that use artificial intelligence and machine learning.
  • Simon Kucher Video: Recommendations on Digital Pricing for B2B Companies
    Simon Kucher Video: Recommendations on Digital Pricing for B2B Companies
    Simon Kucher Recorded: Jun 20 2019 3 mins
    "Focus on getting the fundamentals right and find out how you can improve your day-to-day pricing processes with digital support.” In this video, Dr. Andrea Maessen shares her short-term recommendations on digital pricing for B2B companies.
  • Simon Kucher Video: Sales Opportunity Self-Assessment
    Simon Kucher Video: Sales Opportunity Self-Assessment
    Simon Kucher Recorded: Jun 20 2019 2 mins
    Is your sales team failing to hit targets in a certain region? Or, are they meeting targets but there is room to go further? Take our 5-minutes Sales Opportunity Self-Assessment and receive immediate, actionable results tailored to your industry and market. Use this link to launch the assessment:

    https://www.simon-kucher.com/en/sales-opportunity-self-assessment
  • Growing sales with unified digital platform
    Growing sales with unified digital platform
    Jim Preston, Sales Director, Showpad Recorded: Jun 20 2019 73 mins
    Reasons to Attend:

    Today’s B2B buyers are more savvy and demanding than ever. They want a high quality, personalised and interactive content in real-time that will enable them to make informed buying decisions.

    Learn how a relatively new discipline, sales enablement, empowers teams with the tools, content, knowledge and skills to boost engagement with buyers resulting in improved returns. Furthermore, understand how digital alignment from CRM to marketing automation and sales tools, is essential for success empowering real-time activity and reporting through AI.

    Key Takeaways

    Understand how ‘Sales Enablement’ together with Digital Transformation help your organisation to:

    - Boost Sales and ROI through a centralised end-to-end platform that aligns Sales and Marketing.
    - Adopt a buyer-first approach by creating personalised, buyer-driven content in real-time to boost engagements and results.
    - Reduce cost and drive efficiency with AI-driven search, recommendations and integrated IT infrastructure.
  • Seller Spotlight F5 Networks: Accelerate Application Migration to AWS
    Seller Spotlight F5 Networks: Accelerate Application Migration to AWS
    Gert Jan Wolfis, Cloud Solution Architect, F5 Networks | Darren Sharpe, Business Development, AWS Marketplace Recorded: Jun 20 2019 72 mins
    Many organisations face an exploding application portfolio that becomes increasingly important to the business. Attend this webinar to learn from AWS and F5 Networks experts how you can use advanced application services to migrate to and deploy your apps on AWS and how to:

    - Improve manageability, strengthen security, and ensure faster application deployments
    - Secure AWS workloads against even the most sophisticated threats
    - Explore, trial, and consume app services and security solutions in AWS Marketplace
    - Deploy cloud solution templates directly from AWS Marketplace
  • Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
    Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
    Deb Calvert, Sales Author, Speaker, Researcher, and Coach Recorded: Jun 18 2019 44 mins
    This presentation is about knowing what drives sales productivity and how to strategically pull the levers for a balanced and more predictable performance.

    We’ll review the top 7 Sales Productivity Drivers and the interplay between them. You’ll be able to diagnose which ones you need to work on for improved sales performance.

    Join me to identify which Sales Productivity Drivers need your attention and which ones can go on auto-pilot in your organization.
  • AI for Business & IT - 8 Technologies, 9 processes, 10 checklist items
    AI for Business & IT - 8 Technologies, 9 processes, 10 checklist items
    Arun Trivedi Aug 21 2019 4:00 pm UTC 45 mins
    As AI becomes all-pervasive, more and more companies need to start thinking about how AI can help in their business transformation and optimization journey. According to a Gartner survey, 54% respondents plan to start deployment within the next few years. However, their are multiple barriers, including finding a starting point and fear of the unknown.

    This webinar breaks down AI for the business & IT - what use cases should CIOs and business organizations focus on and how do we get started? What are the possible use cases? How do we even go about thinking about AI in our organization in a structured way?
  • Combining  #3brainselling with Neuroscience to accelerate growth
    Combining #3brainselling with Neuroscience to accelerate growth
    Mark Erskine: ISM Fellow Aug 27 2019 10:00 am UTC 60 mins
    Reasons to Attend:

    Understanding brain development since caveman times provides the key to influencing others especially given the massive advances in neuroscience over recent years which has taken the art of persuasion beyond psychology into brain chemistry. The Reptilian brain, the Limbic system and the Neo Cortex can be likened to your “Gut”, “Heart” and “Head” brain. These three brains transmit data constantly to each other when we make decisions but if we want sales success we must first understand our own preferences by using behavioural profiling and then diagnose which of these dominates the customers brain to stimulate sales, increase conversion ratios and shorten sales cycles.

    Key Takeaways

    •Understand how the human brain has developed and how to use this in sales
    •Discovering your own behavioural brain preferences is the critical first step to managing your selling style
    •Learn what techniques stimulate which part of the brain and how to leverage them
    •Understand why selling has to stimulate each part of the brain to ensure success
    •Learn why so many training methodologies and programmes are too one dimensional to succeed.
  • The Science of B2B Sales
    The Science of B2B Sales
    James Isilay, CEO & Founder, Cognism Aug 29 2019 10:00 am UTC 45 mins
    Reasons to Attend:

    Imagine if you knew the formula for outbound success.

    Attend the Revenue AI: The Science of B2B Sales with James Isilay CEO of Cognism and you will! Learn how you can use a simple formula to improve your outbound B2B marketing and sale.

    Key Takeaways

    •Areas of AI in Sales & Marketing
    •Impact of AI in Sales & Marketing
    •Benchmark with conversion rates
  • JumpStart guide for cloud-based firewalls in AWS
    JumpStart guide for cloud-based firewalls in AWS
    Brian Russell, CTO at TrustThink | Anthony Tanzi, Partner Architect, Optiv | David Aiken, Solutions Architect Manager, AWS Aug 29 2019 1:00 pm UTC 59 mins
    This webcast provides guidance on the key issues to consider when choosing cloud-based firewall/threat prevention solutions for integration on the AWS platform and suggests a process for making that important decision.

    About Optiv Security:

    Optiv is a market-leading provider of end-to-end cyber security solutions. We help clients plan, build and run cyber security programs that achieve business objectives through our extensive capabilities in security strategy, managed security services, incident response, risk & compliance, security consulting, training and support, integration and architecture services, and security technologies.

    About AWS Marketplace:

    AWS Marketplace is a digital software catalog that makes it easy to find, try, buy, deploy, and manage software that runs on AWS. AWS Marketplace has a broad and deep selection of security solutions offered by hundreds of independent software vendors, spanning infrastructure security, logging and monitoring, identity and access control, data protection, and more. These products can be integrated with AWS Services and other existing technologies, enabling you to deploy a comprehensive security architecture across your AWS and on-premises environments. Visit aws.amazon.com/marketplace to learn more.
  • Sales Onboarding & Training for Better Retention and Ramp Up
    Sales Onboarding & Training for Better Retention and Ramp Up
    Deb Calvert, sales coach / researcher / trainer / author / speaker Sep 5 2019 6:00 pm UTC 45 mins
    Are you tired of interviewing, hiring, onboarding, and LOSING sales talent so you have to start all over again? Do your new hires flounder and fail because they never seem to get a good grasp of what will make them succeed? Join me for this webinar to:

    + Find out what new hires need, starting on day one
    + Learn how to make onboarding more effective
    + Ramp up new sellers faster so they hit goals sooner
    + Partner with others to make the onboarding/training go faster
    + Stop the revolving door on your sales team

    Remember -- your sales can only be as good as your sales team! Take these proactive steps to improve performance today.
  • How to boost buyer engagement and retention
    How to boost buyer engagement and retention
    Lawrence Keltie, Sales Enablement Specialist, Showpad Sep 17 2019 10:00 am UTC 90 mins
    Many sales leaders are challenged by faltering sales often caused by the growing gap between buyers and sellers.

    So, how are B2B companies going to boost buyer engagement and retention to meet the tough sales targets? Join our webinar on 17 September to gain insights into the results of our recent salesforce survey, including:

    •Sales Enablement - how companies are planning to embrace it
    •Sales Training - what are the pitfalls and the plans for change
    •Digital transformation - what are the plans now and in the future

    You will also learn why companies like Rockfon, Fujifilm and Cox Automotive have invested in Showpad sales enablement technology to boost buyer engagement, retention and growth.

    Don't miss the must-attend webinar for sales and marketing professionals!
  • Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota
    Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota
    ISM Fellow, Steve Burton Sep 24 2019 10:00 am UTC 30 mins
    Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).

    I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
  • Top Sales Hacks for 2020 and Beyond
    Top Sales Hacks for 2020 and Beyond
    Deb Calvert, sales trainer, coach, researcher, author & speaker Oct 1 2019 6:00 pm UTC 45 mins
    It's baaaack! Deb's annual review of the latest and greatest sales hacks you won't want to miss out on. Most are no cost or low cost, and all of them have been personally tested in the field. Best of all, YOU can access these tools on your own to save time, automate processes, connect with buyers, and make the most of every single sales day.
  • Motivating Millennials
    Motivating Millennials
    Nazma Qurban, Chief Revenue Officer, Cognism Oct 8 2019 10:00 am UTC 60 mins
    In 2017, millennials comprised 35% of the UK workforce. By 2020, they are projected to represent an astounding 50% of the total global workforce.

    They bring wants and needs which differ greatly to previous generations, and hold more bargaining power than ever before in the labour marketplace.

    With that in mind, companies and business leaders need to be made aware of how to harness that power in their favour. Nazma Qurban, Chief Revenue Officer at Cognism, has built a high-performing sales team that is made up of 98% millennials.

    In this inspiring and insightful webinar, Nazma will demonstrate how to motivate millennials – by being a mentor, not a manager.

    Key Takeaways

    •Why understanding millennials is key to your business’s future success
    •Identifying misconceptions about this generation and demonstrating why they are incorrect
    •How millennials have been integral to Cognism’s growth and success
    •How to create an honest, transparent and inclusive working culture that millennials thrive in
  • Crushing Your Sales Quota by Coaching Sales Champions Interview with Keith Rosen
    Crushing Your Sales Quota by Coaching Sales Champions Interview with Keith Rosen
    Keith Rosen: CEO of Profit Builders Oct 10 2019 1:00 pm UTC 60 mins
    Reasons to Attend:

    Sales training doesn’t develop sales champions. Managers do. If you want to make your people more successful and have them live their fullest potential today, first make your managers and salespeople best in class coaches – the critical and missing skill of top sales leaders.

    Join Keith Rosen, global authority on sales and leadership and award-winning author of Coaching Salespeople into Sales Champions and Sales Leadership to discover how you can become a more effective leader by developing the habit of coaching to boost sales and productivity, develop sales champions, retain top talent and most important; builds trust.

    Key Takeaways

    During this interview, you will learn how to:

    • Ask more questions, give less advice, and build the trust and accountability to rely on people to do their job

    •Reduce your workload and save over 20 hours every week on unproductive, wasteful activities

    •Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos

    •Improve forecast accuracy, achieve business objectives, boost sales faster, as well as a winning and retaining more customers

    •Create buy-in around strategic change and improve daily performance metrics

    •Assess company readiness and ensure implementation of a successful, sustainable coaching initiative to create a healthy, happy workplace and extraordinary sales leaders

    •Turnaround underperforms fast, and identify the critical conversations managers engage in. (Leveraging CRM, account, pipeline, performance, deal reviews, etc.)
  • Inside Sales – Inhouse vs. Outsourced
    Inside Sales – Inhouse vs. Outsourced
    Owen Richards. Managing Director. Air Marketing Group Oct 22 2019 10:00 am UTC 60 mins
    Reasons to Attend:

    Outsourcing your sales, lead generation or telemarketing activity can be a fantastic way to grow revenue. But why wouldn’t you simply grow an in-house team?

    The reality is that both models can work well, but without the right systems and processes, both have many potential pitfalls.

    In this webinar, we explore the potential risks, upsides, and downsides of in-house vs. outsourced, as well as analysing the differences in investment levels, time and resource.

    You should attend this webinar if inside sales, telemarketing or lead generation is, or could be, part of your growth plans and if you’d like to learn more about which model is right for your business.

    Key Takeaways

    •The benefits if both outsourcing your sales and lead gen
    •How to choose the right outsourced sales partner – What to look for
    •The benefits of building your own inside sales team
    •How to setup and in-house Inside sales team successfully
    •The investment level required for both models
    •How to measure your investment and return
    •Running a combined in-house/outsourced model
  • How to generate B2B leads with international digital marketing
    How to generate B2B leads with international digital marketing
    Xabier Izaguirre, Head of Planning, Oban International Oct 24 2019 10:00 am UTC 45 mins
    Reasons to Attend:

    Oban has helped several clients across various sectors and has learned a few tips and tricks to influence the whole lead generation process: from setting out a strategy based on audience insight to write content and promote it online.

    This is an opportunity to gain some basic insight into how marketing departments can increase the rate and efficiency in generating leads for sales departments.

    Key Takeaways

    •Ways to understand your audience better and prioritise countries
    •Techniques to generate content ideas to attract more prospects to your site
    •Whether capturing date is always better
    •Best practice in data capture
    •How to use paid media to drive users to your site
  • Understanding how new sales trends are changing the way we work
    Understanding how new sales trends are changing the way we work
    Kerry Nutley. Strategy Director – HCM Oracle Nov 5 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    Organisations of all sizes are often clear about why customers should buy from them. However, understanding how this translates into the 'how and the what' of the front office in terms of sales and marketing can be hard to articulate. With new sales trends and online sales blurring what is sales and what is marketing, organisations and sales leaders need to be clear on organisations boundaries and who does what.

    Can you say with confidence your front office operating model is aligned to maximise the changes in a digital and dynamic selling environment?

    A clearly aligned operating model can help maximise return and sales effectiveness by focusing you on the interactions and customers that count. This session will walk through the layers of a front office operating model to challenge your thought process, asking ... is your front office operating model fully aligned for today’s market and up and coming sales trends?


    Key Takeaways

    Key trends in sales in B2B
    What this means for your sales and marketing organisation and supporting operating model
    How key trends are changing the seller landscape in terms of what sellers do
  • How SDRs Can Set 40% More Appointments: Work Leads Faster & Book More Meetings
    How SDRs Can Set 40% More Appointments: Work Leads Faster & Book More Meetings
    Scott Amerson, VP of Sales & Darryl Praill, CMO - VanillaSoft Nov 5 2019 2:00 pm UTC 60 mins
    Reasons to Attend:

    57% of B2B companies identify 'converting qualified leads into paying customers' as a top priority. Yet, lead qualification is a stumbling block in many organizations.

    67% of lost sales are the direct result of sales reps not properly qualifying their potential customers before taking them through the sales cycle.

    To be effective, sales reps must learn the subtle art of working leads faster and booking more meetings. For inbound opportunities, the sales rep must act as the guardian at the gate....

    On November 5th join Scott Amerson, VP of Sales for VanillaSoft, as he shares his top lead qualification practices.

    Key Takeaways

    Register now and learn:
    -How to rapidly disqualify leads.
    -Tips for getting to the right contact faster.
    -Where to focus your time for maximum results.
  • Why membership is the new revenue generating community
    Why membership is the new revenue generating community
    Gordon Glenister, FISM Nov 12 2019 11:00 am UTC 60 mins
    Reasons to Attend:
    If you want to find a way to create a great sales funnel and community to develop long-lasting relationships, provide a regular revenue stream and opportunities to up and cross-sell then this is the webinar for you. Many of the major brands like Netflix, Amazon Prime, and Linkedin all have very successful membership models, find out how it can work for your business


    Key Takeaways

    •Are you membership ready – the different types to consider
    •How to create a membership programme
    •Understanding the importance of member engagement
    •Why they join, why they leave
  • Sales Process Coaching
    Sales Process Coaching
    Deb Calvert, sales manager trainer and coach Nov 12 2019 7:00 pm UTC 45 mins
    Sales coaching isn't the same as managing or mentoring. There are specific coaching tools and techniques you can use during every phase of the sales process. Learn what the most curbside coaching looks like and get takeaway tools you can use right away to become more effective as a sales manager who truly coaches.
  • What’s missing in your sales and marketing mix?
    What’s missing in your sales and marketing mix?
    Simon Murthwaite / Sales Director/ Air Marketing Group Nov 19 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    A multi-touch, multi-channel sales and marketing process will always prove the most successful. Yes, that means cold calling and social both and can work seamlessly. But how do they integrate and how do you ensure success?

    This webinar will be focused on the full spectrum of sales and marketing mix available. Taking you right through the customer journey and how to ensure prospects remain engaged.

    Should you be doing a bit of everything? Or are you better doing a small amount really well? And if you’re only going to embark on an ambitious sales and marketing plan, what are the options that give you the biggest return?

    But what happens when the prospect disappears of the face of the earth? Or if an MQL doesn’t qualify to an SQL? Or even once a prospect becomes a customer. How do you build a process that maximizes your revenue opportunities across the customer or buyer journey?

    Well, that’s what we’ll explore.

    Key Takeaways

    •Which channels are you forgetting?
    •Which channels do you need to explore further?
    •Where are your customers?
    •How are you ensuring every engagement has the maximum opportunity to produce the most value?
    •Where’s the hole in your marketing and sales process?
    •How to successfully integrate sales and marketing processes, to deliver revenue
  • How to Handle Sales Objections
    How to Handle Sales Objections
    Chris Murray, founder of the Varda Kreuz Training Group Nov 21 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    Some sales philosophies will tell you that - if you follow a simple formula – customers will never interrupt your presentation with an objection.

    But that’s just nonsense.

    And - contrary to popular belief - prospects aren’t sitting in darkened rooms trying to invent new fiendish ways to stop you from selling your stuff.
    If people regularly tell you;

    • that you’re too expensive - or
    • that they’re already happy with their current supplier – or
    • they’ve had problems with your company in the past - or
    • your lead time is too long

    Then you need to jump on to this webinar so that I can share with you how to overcome every single objection that you’ll ever hear.

    Key Takeaways

    Everyone who attends will walk away with this tool box of sales gold;

    • How to overcome every genuine sales objection – including those based on price
    • The names of the four headline objection types and the silver bullet that takes each one of them down
    • The three reasons that salespeople fail to overcome the most difficult customer objections – and what to do about them
  • How To Help Employees Find Meaning In Work
    How To Help Employees Find Meaning In Work
    Andre Andersen, Motivational Guide and Trainer Dec 3 2019 11:00 am UTC 45 mins
    Reasons to Attend:

    Leading yourself or others, it doesn’t matter. At the end of each day, we are all looking for meaning and purpose for what and why we get out of bed every morning.

    It's an important aspect that impacts our daily lives.

    As a business and leader, you play an instrumental role in helping your employees finding purpose, and it should start with your business being 'purpose-driven' instead on 'product/solution' driven.

    Many employees feel that they are just working for a paycheck and aren’t contributing to the greater good of society.

    Without a sense of purpose, it’s difficult for employees to connect with their work and their company. Working with a sense of purpose boosts employee motivation, productivity, morale, and overall job satisfaction.

    Key Takeaways

    - What is purpose or meaning?
    - How do I find it?
    - How can I help others to find it?
    - Why should I care?
  • Creating the Sales Culture that Makes Sense for Your Team
    Creating the Sales Culture that Makes Sense for Your Team
    Deb Calvert, sales researcher, trainer, coach, author, and speaker Dec 3 2019 7:00 pm UTC 45 mins
    Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?

    We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).
  • Essential sales skills needed to succeed in the construction industry
    Essential sales skills needed to succeed in the construction industry
    Stella Dixon: Training Manager, Aggregate Industries Dec 9 2019 11:00 am UTC 30 mins
    Key Takeaways:

    A suggested approach to developing commercial skills in Business Graduates in the construction industry.

    Reasons to attend

    Commercial awareness is one of the key attributes cited by many employers as being essential to employability, but unfortunately, one that many people seem unable to demonstrate. It comes up time and time again in job advertisements, discussions between recruiters and on careers guidance websites. But what does 'Commercial Awareness' really mean, and how can you develop it?