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Channel Sales

  • B2B Selling in the 2020's: The Ten Critical Steps That Drive A Sale Forward Now.
    B2B Selling in the 2020's: The Ten Critical Steps That Drive A Sale Forward Now.
    Peter Strohkorb, International Sales Acceleration Specialist Adviser, USA, Australia, UK Recorded: Dec 1 2020 47 mins
    Highly recommended for Business Leaders, Sales Leaders and Reps everywhere.
    International Sales Acceleration Specialist Adviser Peter Strohkorb brings you his views on current market conditions and offers his expert advice on acceleration strategies in the challenging selling environment.
  • Digital Delivered: Building Channel/Partner Programs That Work
    Digital Delivered: Building Channel/Partner Programs That Work
    Momenta & Lynx Software Technologies Recorded: Nov 19 2020 58 mins
    A strong go-to-market strategy is a company’s cornerstone for future sustainability. Knowing that, it comes as no surprise that a top priority for decision-makers and sales leadership is to strengthen their go-to-market strategy with a vibrant partner channel ecosystem.

    There are various ways on how this can be approached, but choices made now can strengthen your company’s competitive position when the crisis subsides.

    Join Momenta’s Strategy Partners and their guest, Keith Shea, Advisor Corporate Development from Lynx Software Technologies as they discuss the best practices for successfully creating and executing a partner and channel strategy program for Digital Industry.

    During this webinar we will be discussing:

    · Top five reasons partner strategies fail
    · Key questions to consider when creating a Partner/Channel GTM strategy
    · Best practices in assessing and testing a Partner/Channel GTM strategy
    · Overcoming Partner/Channel GTM execution challenges
  • ISM Spotlight: Darran Berry, Marketing & Business Development Manager UAE, BASF
    ISM Spotlight: Darran Berry, Marketing & Business Development Manager UAE, BASF
    ISM: Adam Benjamin Brook FCIM ǀ LISM Recorded: Nov 17 2020 38 mins
    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Darran.

    In summary, we will cover:

    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
    - What success means to him
    - His worst day
    - His proudest moment
    - His greatest fears

    …and anything else
  • Transformez vos processus CRM avec Quip ! (Témoignage d'Airbus)
    Transformez vos processus CRM avec Quip ! (Témoignage d'Airbus)
    Salesforce France Recorded: Nov 12 2020 59 mins
    Comment transformer ses processus clients avec Salesforce Quip !


    Avec le témoignage d’Airbus sur la transformation de leur processus de gestion des grands comptes.

    Dans le context actuel, il devient important de pouvoir mieux travailler ensemble et d’être agile et consistant dans ses processus clients.

    Trop souvent l’essentiel de la pertinence des données, de certains processus clients et parfois des utilisateurs ne sont pas dans Salesforce.

    Pourquoi ? Car ils sont déstructurés et éparpillés dans de nombreuses notes, emails, fichiers et dossiers partagés sans réel lien avec les objets Salesforce.


    Quip redonne à la plateforme Salesforce la capacité de gérer et d’automatiser tous ces processus clients déstructurés pour construire une vision 360.


    Airbus a choisi de transformer ses processus de gestion des grands comptes avec Quip. Nativement et de manière automatisée, toutes les divisions peuventse réunir dans Salesforce autour de plans de comptes stratégiques, de briefings exécutifs ou de plans de bataille commerciaux sur leurs opportunités.
  • Relation-client et marketing : Transformez un centre de coût en un centre de pro
    Relation-client et marketing : Transformez un centre de coût en un centre de pro
    Salesforce France Recorded: Nov 11 2020 44 mins
    S’assurer de la satisfaction client à chaque étape de vie est devenu un enjeu majeur en matière de gestion de la relation-client et peut se révéler plus coûteux que profitable.


    Découvrez comment Salesforce aide de manière intelligente et productive à :

    Créer un engagement client 360 optimal
    Être proactif et pertinent : le bon message au bon moment, plutôt qu’en réaction à un incident
    A booster les revenus à travers la satisfaction client
    Programme :
    Les enjeux de la relation-client à chaque étape de son parcours
    Démonstration : Un engagement client 360, générateur de revenus
    Questions/Réponses
  • ISM Spotlight: Sam Carrington, Former Sales Controller, ITV
    ISM Spotlight: Sam Carrington, Former Sales Controller, ITV
    ISM Adam Brook Recorded: Nov 10 2020 31 mins
    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Sam.

    In summary, we will cover:

    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
    - What success means to him
    - His worst day
    - His proudest moment
    - His greatest fears

    …and anything else
  • Envisioning Sales and Distribution In The Era Of Intelligent Automation
    Envisioning Sales and Distribution In The Era Of Intelligent Automation
    Bal Mukund, Head, Product, Business Solutions, Comviva Recorded: Oct 22 2020 21 mins
    This webinar takes an in-depth look at what "digital transformation" implies for existing sales and distribution networks. It also examines how the "distribution" process can be fully optimized and the challenges that require to be addressed.
  • Pandemic Selling Success - How to win more sales under COVID-19
    Pandemic Selling Success - How to win more sales under COVID-19
    Peter Strohkorb, International Sales Acceleration Specialist Adviser Recorded: Oct 20 2020 48 mins
    Highly recommended for Business Leaders, Sales Leaders and Reps everywhere.
    International Sales Acceleration Specialist Adviser Peter Strohkorb brings you his professional perspective on current market conditions and what revenue acceleration strategies are working in the current selling environment.
  • ISM Spotlight: Steve Logan, FISM
    ISM Spotlight: Steve Logan, FISM
    ISM Adam Brook Recorded: Oct 20 2020 41 mins
    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Steve.

    In summary, we will cover:

    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
    - What success means to him
    - His worst day
    - His proudest moment
    - His greatest fears

    …and anything else
  • ISM Spotlight: Dr. Peter Colman.  Simon-Kucher & Partners
    ISM Spotlight: Dr. Peter Colman. Simon-Kucher & Partners
    ISM: Adam Benjamin Brook FCIM ǀ LISM Recorded: Oct 15 2020 45 mins
    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Peter.

    In summary, we will cover:

    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
    - What success means to him
    - His worst day
    - His proudest moment
    - His greatest fears

    …and anything else
  • Supercharge Your Sales: How to Make CRM Tools Work for Your Team
    Supercharge Your Sales: How to Make CRM Tools Work for Your Team
    Vispi Daver, SVP of Global Sales, Whatfix Recorded: Oct 8 2020 47 mins
    Ensuring enterprise sales teams are continually trained and using CRM/lead management tools is a major component of sales cycle success. Oftentimes, sales organizations struggle to keep their team members engaged and actively using the platforms, despite assurances of increased efficiency and improved sales lead development.

    Vispi Daver, the senior vice president of sales at Whatfix, the leading Digital Adoption Solutions (DAS) provider, will offer insights on how management can empower their teams to take advantage of CRM tools to supercharge their sales efforts. This talk will feature actionable strategies on how to leverage technology to streamline onboarding, customize training and provide ongoing support to sales teams.
  • How To Accelerate Your Sales - Even In A Pandemic
    How To Accelerate Your Sales - Even In A Pandemic
    Peter Strohkorb, International Sales Acceleration Specialist Advisor Recorded: Oct 7 2020 45 mins
    This is highly recommended for Sales Leaders and Business Owners.
    In the current economic pandemic downturn it can seem safer not to make a business decision, to "wait things out", or to knee-jerk to doing whatever feels safest. The problem is that by doing nothing you can hurt your own business and reduce your chance in the recovery.

    In this talk international Sales Acceleration Specialist Peter Strohkorb will outline WHY hibernation is NOT the answer, and HOW you can improve your sales revenue, even in the current challenging economy

    Highly recommended!
  • How to Have Powerful Conversations that Influence Others
    How to Have Powerful Conversations that Influence Others
    Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™ Recorded: Oct 7 2020 45 mins
    Getting a customer’s attention and their buy-in to your solution is critical to your success. Yet most salespeople are doing things in the conversation that is taking from that objective. As leaders, salespeople need to create an environment that is safe for their customers and one that motivates them to participate in the RIGHT conversation. Doing this correctly will help you increase your closing ratio and identify new opportunities.

    In this interactive webinar, Ron Karr will provide simple strategies and tactics on how you can get your customer’s attention and buy-in. He will model it for you and explain why it works based on the latest neuroscience findings. You will be amazed at how simple it really is.

    Key Takeaways:

    * Leverage the psychology of influence
    * Remove barriers and build questioning skills that help you start a conversation and engage in ways that help you learn more from others
    * Position your products and services more powerfully
    * Discover the counterintuitive engagement strategy of leading with Outcomes vs. Products/Services
    * Why Velocity Mindset™ is critical to the survival of your business
    * How to achieve bigger results

    Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™
  • ISM Spotlight: Ollie Sharpe, SalesLoft  VP of Revenue, EMEA
    ISM Spotlight: Ollie Sharpe, SalesLoft VP of Revenue, EMEA
    ISM: Adam Benjamin Brook FCIM ǀ LISM Recorded: Oct 6 2020 35 mins
    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Ollie.

    In summary, we will cover:

    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
    - What success means to him
    - His worst day
    - His proudest moment
    - His greatest fears

    …and anything else
  • ISM Spotlight: Roger Bradburn, Chief Operating Officer, ISM
    ISM Spotlight: Roger Bradburn, Chief Operating Officer, ISM
    ISM Adam Brook Recorded: Sep 24 2020 34 mins
    Join us for a frank, open, honest, fun, and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Roger.

    In summary, we will cover:

    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
    - What success means to him
    - His worst day
    - His proudest moment
    - His greatest fears

    …and anything else
  • The Exact 10 Steps To Accelerating Your Sales Revenue Growth Right Now
    The Exact 10 Steps To Accelerating Your Sales Revenue Growth Right Now
    Peter Strohkorb, Sales Acceleration Specialist Adviser and Founder and Principal at Peter Strohkorb Advisory Recorded: Sep 22 2020 49 mins
    The global pandemic has negatively impacted your sales revenue as many of your customers and prospects have retreated and stopped making buying decisions.
    Whatever lead generation and business development methods you used in 2019 are no longer working now.
    It is clear that B2B businesses in 2020 need to adapt and adjust to the new selling environment, lest they be left behind.
    But the big question is this:
    How do B2B business owners and sales leaders go about this transformation?
    In this online session, international Sales Acceleration Specialist Advisor Peter Strohkorb will not only outline the exact ten steps to accelerate your sales funnel, he will also make his specialist expertise available to answer your specific questions.

    If you are a B2B business owner or a sales leader and would like to accelerate your sales revenue quickly, then register right now.
  • How To Accelerate Your Sales - Even In A Pandemic
    How To Accelerate Your Sales - Even In A Pandemic
    Peter Strohkorb, International Sales Acceleration Specialist Advisor Recorded: Sep 16 2020 46 mins
    This is highly recommended for Sales Leaders and Business Owners.

    In the current economic pandemic downturn it can seem safer not to make a business decision, to "wait things out", or to knee-jerk to doing whatever feels safest. The problem is that by doing nothing you can hurt your own business and reduce your chance in the recovery.

    In this talk international Sales Acceleration Specialist Peter Strohkorb will outline:
    - WHY there is now a high need for good decision-making
    - he will show you HOW you can improve your sales revenue even in the current challenging economy

    Highly recommended!
  • The HR Function in Small Businesses: What Do You Really Need?
    The HR Function in Small Businesses: What Do You Really Need?
    Deb Calvert with special guest Lori Kleiman Recorded: Sep 15 2020 46 mins
    As small businesses and startups grow, the HR function becomes increasingly important. Employment laws, people practices, and employee experiences can have a BIG impact, even on a small business.

    But if you've never established the HR function and don't have team members with that kind of experience, where do you start? How do you build this function strategically? What do you really need from someone who will oversee this function and, equally important, what do they need as they grow in this new role?

    In this presentation, I'll be joined by a very special guest: Lori Kleiman, founder of HR Topics and renowned author and speaker. Lori specializes in supporting small and mid-size HR teams. Our live video conversation will cover a lot of ground, and we'll be taking your live questions, too.

    Viewers will learn:

    - What's essential, what's nice to have, and what's not really important as you scale up your HR function.
    - Where to turn when someone without an HR education is transitioning into an HR role.
    - How to support your new or growing HR function so it becomes a strategic asset in your business.
  • ISM Spotlight: Stewart Moss, Sales Director, Cedar Court Hotels Yorkshire
    ISM Spotlight: Stewart Moss, Sales Director, Cedar Court Hotels Yorkshire
    ISM: Adam Benjamin Brook FCIM ǀ LISM Recorded: Sep 15 2020 33 mins
    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Stewart.

    In summary, we will cover:

    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
    - What success means to him
    - His worst day
    - His proudest moment
    - His greatest fears

    …and anything else
  • The Business Case for Leadership Development
    The Business Case for Leadership Development
    Deb Calvert Recorded: Sep 8 2020 47 mins
    Leadership gaps consistently appear as a top human capital concern for CEOs and HR executives everywhere. Why, then, is it so challenging to get ongoing support for leadership development programming and tools that you know would strengthen your organization now and in the future?

    What will it take to convince the C-suite that leadership development is a smart investment for your organization? That leadership development is absolutely critical to long-term, sustainable success? That there would be tangible benefits and real impact?

    Join this presentation to learn an easy 5-step process for mapping out the return on investment in a way that will get the C-suite's attention every time! This goes way beyond talent management, succession planning, and the typical reasons cited by HR folks. It's what you need to truly pique executive interest and get the sponsorship your leadership development plans deserve.
  • Introduction to Customer Experience for Every Organization
    Introduction to Customer Experience for Every Organization
    Deb Calvert Recorded: Sep 1 2020 42 mins
    Customer Experience (CX) is not a passing fad. It's THE business differentiator that will draw customers to you like moths to a flame. Or, if you ignore it, it's what will have your competitors eating your lunch everyday.

    This presentation is for small business owners, salespeople, and others who are seeking ways to become memorable and indispensable to buyers. We'll cover:

    -- The basics of CX: what it is any why it matters
    -- Research with buyers that explains why you want to get in on this!
    -- How to provide a relevant, meaningful, personalized experience
    -- Why superior customer service and low prices aren't enough anymore

    CX really does give you a competitive advantage. Don't get left behind!
  • ISM Spotlight: Darryl Praill, Chief Marketing Officer, VanillaSoft
    ISM Spotlight: Darryl Praill, Chief Marketing Officer, VanillaSoft
    ISM: Adam Benjamin Brook FCIM ǀ LISM Recorded: Aug 25 2020 57 mins
    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Darryl.

    In summary, we will cover:

    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
    - What success means to him
    - His worst day
    - His proudest moment
    - His greatest fears

    …and anything else
  • How to protect all services and surfaces in the AWS Cloud
    How to protect all services and surfaces in the AWS Cloud
    Dave Shackelford, SANS Analyst | Chris Chapman, Partner Solutions Architect, AWS Recorded: Aug 13 2020 61 mins
    As the types of cloud services available grow, and organizations deploy larger environments that employ numerous interconnected services, the need for protection that encompasses a wide variety of elements increases. To keep up with this growth, security teams need to learn and use more advanced controls and develop more dynamic and continuous processes for evaluating security conditions in their environments.

    In this webinar, instructors from SANS and AWS Marketplace explore best practices and provide practical guidance on implementing a multi-layer defense strategy for security in the cloud. They will also present real-world use cases and examples of tools you can leverage to protect your investments.

    Attendees will learn how to:

    - Incorporate cloud-native workload management and monitoring in your security strategy
    - Use template-based tools for configuration management and control
    - Perform advanced image scanning and runtime security platforms for containers
    - Embed runtime monitoring tools for serverless functions
    - Leverage AWS services and seller solutions in AWS Marketplace for analyzing and remediating control plane security configurations

    Who Should Attend?

    Security practitioners (Security Analysts, Security Architects, Senior Security Engineers, etc.), Cloud Security Architects, and the office of the CISO
  • ISM Spotlight: Richard Higham, Managing Director SalesLevers
    ISM Spotlight: Richard Higham, Managing Director SalesLevers
    ISM: Adam Benjamin Brook FCIM ǀ LISM Recorded: Aug 11 2020 40 mins
    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Richard.

    In summary, we will cover:

    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
    - What success means to him
    - His worst day
    - His proudest moment
    - His greatest fears

    …and anything else
  • ISM Spotlight: Richard Few,  Founder and Chief Geek Sales Geek
    ISM Spotlight: Richard Few, Founder and Chief Geek Sales Geek
    ISM: Adam Benjamin Brook FCIM ǀ LISM Recorded: Aug 6 2020 52 mins
    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Richard.

    In summary, we will cover:

    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
    - What success means to him
    - His worst day
    - His proudest moment
    - His greatest fears

    …and anything else
  • De la qualification des leads à la facturation : transformez vos processus de ve
    De la qualification des leads à la facturation : transformez vos processus de ve
    Salesforce France Dec 10 2020 9:00 am UTC 62 mins
    On-Demand Webinar
    Que diriez-vous d’une meilleure collaboration entre le marketing et les ventes ? D’un cycle de vente sans couture ?

    Pour répondre aux enjeux opérationnels des organisations, améliorer le chiffre d’affaires et les marges, et pour construire des relations durables avec les clients, il est nécessaire de mettre en place les bons outils et d’offrir un parcours de vente fluide.

    Alignement métiers, intégration CRM / ERP, migration de données, … tout ce qu’il faut savoir pour relever le défi !

    Améliorez la collaboration entre les départements (ventes-finances-marketing-opérations)
    Donnez plus de visibilité sur le pipeline et perfectionnez le suivi des opportunités
    Améliorez vos offres et vos délais de commercialisation
    Découvrez également le retour d’expérience d’Eutelsat sur la mise en place d’un projet Quote-to-cash.

    Agenda :
    Présentation Lead-to-cash avec Julien Tournier, Regional Sales Director, SmartCRM, Salesforce

    Retour d’expérience de Francesco Cataldo, Deputy Chief Commercial Officer & Executive Vice President Sales, Eutelsat

    Retour d’expérience de Olfa Nejeh, Responsable Applications Corporate, IT, Eutelsat

    Démonstration avec Imane Ouakrim, Responsable marketing direct et digital, en charge de Pardot, Eutelsat

    Démonstration avec Olivier Faulque, Senior Manager en charge de projets CRM Salesforce, chef de projet externe Eutelsat, BearingPoint

    Q&A
    Démarquez-vous avec Pardot et Salesforce CPQ et accédez à une solution de bout en bout !
  • L'innovation Service Cloud Voice : la 1ère solution réunissant en temps réel les
    L'innovation Service Cloud Voice : la 1ère solution réunissant en temps réel les
    Salesforce France Dec 15 2020 9:00 am UTC 50 mins
    Depuis plusieurs mois, les centres de contacts doivent faire preuve d’agilité pour répondre à de nouvelles attentes clients et adapter leur organisation à de nouveaux modes de travail.

    IDC, cabinet de conseil, présentera les conclusions de sa dernière étude pour nous aider à mieux comprendre les enjeux des centres de contacts :

    Offrir un service client plus humain, personnalisé et omnicanal
    Accompagner le télétravail grâce aux outils de dernière génération
    Réduire l’effort conseiller tout en gagnant en efficacité
    Découvrez comment Salesforce vous accompagne pour adresser ces enjeux avec Service Cloud Voice.

    Agenda

    Repenser les services client pour répondre aux nouvelles attentes : les précisions d'IDC
    La téléphonie intelligente native dans Salesforce : présentation de Service Cloud Voice
    Démonstration
    Q&R
  • Personnalisation cross-canal : comment performer grâce à une connaissance client
    Personnalisation cross-canal : comment performer grâce à une connaissance client
    Salesforce France Dec 22 2020 9:00 am UTC 61 mins
    « Atteindre la bonne personne avec le bon message au bon moment » est depuis de nombreuses années le saint graal du marketing. 54 %* des clients se disent agacés lorsqu'ils sont ciblés par une publicité faisant la promotion d'un article qu'ils ont déjà acheté. La personnalisation de l’expérience client est ainsi devenue un levier stratégique de la relation client, de l’acquisition à la fidélisation, en passant par l’expérience en magasin ou le service client.

    Découvrez comment la personnalisation de vos interactions clients sur vos canaux digitaux et physiques, permet d’offrir une expérience client cohérente et dé-silotée en temps réel :

    Proposer la meilleure offre au bon momentà vos clients
    Détecter les comportements à risqueet réduire l’attrition
    Recruter de nouveaux prospectsen engageant de manière plus pertinente
    *Etude Focus sur le marketing :voir l'étude

    SPEAKER

    Soumaya Louati-Combe, Chief Data Officer
    Guillaume Planet, VP Media & Digital Marketing
    Eymeric Chateau, Entreprise Account Executive / Data Solutions
  • Using Your Voice to Advocate for Your Ideas
    Using Your Voice to Advocate for Your Ideas
    Deb Calvert, People First Productivity Solutions Jan 4 2021 4:00 pm UTC 45 mins
    You have ideas. You have a unique point of view. And you have a right to -- even an obligation to -- express your ideas and POV in the workplace.

    But how?

    This live video presentations is for anyone who's ever felt silenced, minimized, sidelined, marginalized, or afraid to speak up. (And isn't that all of us!?) We'll discuss:

    - What causes us to hold back
    - The unrealized cost of not expressing your own opinion
    - Why teams benefit when diverse perspectives are actively solicited
    - Starter steps for finding and using your voice more often
    - What to do if you're more introverted and want to process your thoughts before speaking up

    This presentation is for leaders at every level. Whether you are an emerging leader, still working to establish your "place" in the organization or a seasoned executive who is ready to unleash even more of your full potential, tune in for an emboldening messages that will change the way you look at self-expression.
  • Déployez votre site e-commerce et votre service client en un temps record ! Le c
    Déployez votre site e-commerce et votre service client en un temps record ! Le c
    Salesforce France Jan 7 2021 9:00 am UTC 70 mins
    L’année 2020 a définitivement marquéun tournant dans l'enjeu stratégiquede la transformation digitale des marques. Plus que jamais, ces dernières ont besoin deconnaître leurs clientset d'être capables de les adresser en directpour accélérer leur croissance. L'ouverture denouveaux canaux de vente digitauxet la mise en place d'un service client fiable et sur mesuresont des éléments clés pour assurer la vente de leurs produits dans un contexte sanitaire incertain et fidéliser leurs clients.
    Au programme :

    Déployer un projet E-commerce et Service Client dans uncontexte multi-marques et/ou multi-pays
    Proposer uneexpérience cross-canal sans-couture
    Réussir lasynergie e-commerce et service client
  • Ten Ways To Win The Hearts And Minds Of More B2B Customers in 2021
    Ten Ways To Win The Hearts And Minds Of More B2B Customers in 2021
    Peter Strohkorb, International Sales Acceleration Specialist Adviser Jan 13 2021 9:00 pm UTC 60 mins
    in 2021 your customers no longer want to be sold to.
    Instead, they want sellers that help them to make an informed buying decision. But how do business leaders go about moving their business and their people into this new way of selling?
    This live talk by internationally acclaimed Sales Acceleration Specialist Advisor Peter Strohkorb will give you 10 Action Points that you can implement in your business immediately.
    Just some of the techniques you will learn are how to:
    - reach out to your ideal prospects without being salesy
    - engage them effectively
    - fend off your competitors without badmouthing them
    - be the last seller standing and win the deal
  • Giving & Receiving Feedback (without defensiveness!)
    Giving & Receiving Feedback (without defensiveness!)
    Deb Calvert, People First Productivity Solutions Feb 1 2021 4:00 pm UTC 45 mins
    No matter what your role is on a team, there comes a time when you have to give feedback to others... and a time when others give feedback to you.

    There's a right way (and a wrong way!) to give feedback. And there's a right way to receive it, too. When you master the basics of both giving and receiving feedback, you'll become much more effective in collaborating and in getting things done!

    In this presentation, you will learn:

    - How to manage emotional and ineffective responses to feedback
    - Ways to respond more effectively to feedback
    - Why it's a good idea to invite feedback (and how to do it)
    - The 3W Feedback Model for delivering feedback that won't cause others to respond defensively
    - How to empathize with others when giving feedback, in a productive way
  • The Language of Leaders
    The Language of Leaders
    Deb Calvert, People First Productivity Solutions Mar 1 2021 4:00 pm UTC 45 mins
    That elusive characteristic called charisma... the compelling way some people can captivate others... the magic in what and how some people speak... what's it really all about?

    Learn what leaders do differently to get attention, mobilize followers, and inspire action. Find out how you can use words to engage people and present your ideas in a more compelling way.

    In this presentation, we'll talk about the simple steps you can take to:

    - Stir the hearts and minds of people around you
    - Ignite sparks that intrigue others and draw them to your ideas
    - Lead by inspiring confidence in your ideas and plans
    - Amplify what you're saying with improved ways of saying it
    - Paint pictures that others can see and want to be a part of

    This presentation is suitable for leaders at any level who want to enlist their followers in pursuit of a vision.
  • Mastering the Art of Sales Development
    Mastering the Art of Sales Development
    Owen Richards – Air Marketing Mar 9 2021 11:00 am UTC 45 mins
    There is a popular school of thought that suggests demand generation is the responsibility of marketing, and that salespeople’s time is too valuable to spend on prospecting. Instead, they should spend their time responding to marketing-generated leads.

    Needless to say, we disagree with this point of view.

    We don’t believe that salespeople should waste time cold calling low-quality prospects. However, we do know that sellers can build awareness and credibility with targeted prospects by using micro-marketing methods.

    Sales leaders can help salespeople develop micro-marketing skills through a combination of formal and informal approaches. Formally, you can support sellers by making sure they have the right messaging and insights to offer to buyers.

    However, sales leaders can also encourage salespeople to step up and develop their own expertise, or to take some of the ideas that marketing is providing and put their own twist on them. Sellers should be able to take big concepts and make them relevant to each buyer.

    Sellers can be a powerful source of insight to customers, which will lead to more opportunities. As a sales leader, don’t let your salespeople off the hook for new business development. Instead, encourage them to focus and develop their own expertise. Micro-marketing skills will go a long way towards helping salespeople to position themselves as experts and engaging with early-stage buyers effectively.

    So, register to this webinar as we will discuss what effective micro-marketers can do to engage with early-stage buyers.
  • Taking Risks and Failing Forward
    Taking Risks and Failing Forward
    Deb Calvert, People First Productivity Solutions Apr 5 2021 3:00 pm UTC 45 mins
    Dealing with uncertainty and ambiguity. Walking on a tightrope. Taking a giant leap of faith. Some will, some won't. Some want to, but don't. The risks often seem too big and too dangerous... even when the rewards require a certain measure of risk-taking.

    Why is it that some people seem better equipped for taking risks? What do they have, think, and do that others lack? How do they recover when those risks don't pay off? How can YOU take more risks, even if they could result in failure? And why on earth would you do that?

    In this presentation, we'll break it down to examine:

    - The benefits of failure (Yes! You read that correctly... there ARE benefits!)
    - The qualities you can build to help you step outside your comfort zone
    - How to evaluate risk and create your own safety nets
    - The risks of inaction and succumbing to fear

    Leaders step out in front. Sometimes they take risks that others won't. But they don't do it haphazardly or irresponsibly. They do it with a spirit of confidence, interest in learning, and yearning for continuous improvement. And you can, too!
  • Ask Better Questions to Amp Up Your Personal Effectiveness
    Ask Better Questions to Amp Up Your Personal Effectiveness
    Deb Calvert, People First Productivity Solutions May 3 2021 3:00 pm UTC 45 mins
    There's a secret weapon you can bring to every conversation... a powerful tool that will make you more interesting, more engaging, and more effective... an irresistible magnet that will draw others to you and set you apart in a positive way.

    It's all about asking quality questions. That's why this presentation will show you how to:

    - Replace random fishing-expedition questions with purposeful questions
    - Craft open-ended questions that elicit more complete responses
    - Phrase questions that are more efficient and more effective in gathering the information you need
    - Connect with people by demonstrating empathy and interest

    Based on two decades of research, this presentation will introduce you to the 8 purposes of asking questions and how you can be more influential and effective by using a broader variety of questions.
  • Problem Solving 101
    Problem Solving 101
    Deb Calvert, People First Productivity Solutions Jun 7 2021 3:00 pm UTC 45 mins
    Ever feel like you're solving the same problem over and over again? Or that solving one problem produces new, unanticipated ones? Or that, despite your best efforts, the problem(s) never really get resolved?

    It doesn't have to be that way! Join this presentation to improve all your problem-solving and outcomes by:

    - Understanding simple root-cause analysis
    - Identifying the real and the right problem(s) before coming up with solutions
    - Being proactive to troubleshoot and manage problems before they get out of hand
    - Developing critical thinking skills to diagnose and address problems quickly
    - Enlisting others in continual improvement

    This presentation is for leaders at every level who want to use their time productively and avoid getting bogged down by unresolved issues.
  • The key metrics that drive a repeatable high-performing sales funnel
    The key metrics that drive a repeatable high-performing sales funnel
    Owen Richards – Air Marketing Jun 15 2021 10:00 am UTC 45 mins
    Also known as customer retention, repeat business is when a customer shops with your company repeatedly. In the best-case scenarios, these customers become loyal supporters of the brand and shop with you regularly over time.
    An increase in customer retention has the same effect on a company's profits. The more times a customer comes back and has a positive experience purchasing a product from you, the more likely it is that they'll return in the future and tell their friends.
    To earn repeat business, you need to make sure you're doing the right things. The techniques discussed on this webinar is a great place to start
  • Getting Things Done through Influence vs. Authority
    Getting Things Done through Influence vs. Authority
    Deb Calvert, People First Productivity Solutions Jul 5 2021 3:00 pm UTC 45 mins
    When you have a title or position of authority, you can boss people around + micromanage + issue orders. It's a command-and-control approach to getting things done. But that style only gets you so far... people don't like to be managed with an iron fist.

    A better alternative, one that doesn't require authority, is a heart-and-soul approach. When you develop skills for influencing others, you can:

    - Ask instead of tell... and get positive responses from people who WANT to be engaged.
    - Tap into others' intrinsic motivation, a powerful force that unleashes lots of effort and results.
    - Trust that others will continue as planned, even when you're not looking over their shoulders.
    - Ennoble others so they'll share their input and ideas for reaching your goals together.
    - Collaborate without the constraints of positional power.

    No matter what your rank on the org chart is, influence can help you be more effective in working with others.
  • Building a Learning Culture in Your Organization
    Building a Learning Culture in Your Organization
    Deb Calvert, People First Productivity Solutions Aug 2 2021 3:00 pm UTC 45 mins
    Learning cultures aren't just about great training. They're about hiring people who have a growth mindset, coaching for continual development, allowing the freedom to experiment even when there's a risk of failure, and modeling (from every level!) the humility to learn along the way.

    How does your work culture stack up? Are people ready, willing, and eager to learn something new every day? Do they embrace change and see opportunity in every disappointment? Or do they defend the status quo, dodge responsibility for mistakes, and lather-rinse-repeat in an effort to avoid change?

    In this presentation, you'll learn:

    - How to whet others' appetite for creating a learning culture
    - What it takes to evolve from a status quo culture to a learning culture
    - The benefits of a learning culture, including improved employee engagement and retention
    - Why innovation, competitive differentiation, and sustainable growth depend on a learning culture

    If you're in HR, OD, senior management, or a business that's stuck, tune in for some new ideas that will help you create a culture where learning is the norm.
  • Unleashing Your Own (and Others') Full Potential
    Unleashing Your Own (and Others') Full Potential
    Deb Calvert, People First Productivity Solutions Sep 6 2021 3:00 pm UTC 45 mins
    ENTELECHY: Realizing the potential, drawing forth of full potential.

    Inside most organizations, top performers are referred to as "high potential." Labeling folks, though, isn't enough. It's important to accurately identify and then nurture potential to bring the best out of everyone in an organization, including yourself.

    But how?

    In this presentation, you'll discover ways to:

    - Confidently recognize and develop your own potential (without seeming arrogant!)
    - Advocate for resources to get learning, coaching, or other support for developing your potential
    - Help others self-discover and unleash their own full potential
    - Enrich your organization with ennobled, engaged employees who will stick around longer

    Tapping into your own and others' potential need not be expensive, time-consuming, or overly process-based. It starts with a simple desire to be your best and to avoid minimizing or overlooking what you have to offer.
  • How Conflict Will Help You More than Consensus Will
    How Conflict Will Help You More than Consensus Will
    Deb Calvert, People First Productivity Solutions Oct 4 2021 3:00 pm UTC 45 mins
    We all aim for consensus. We race to agree, even if we have lingering doubts. We don't want to rock the boat, so we "go along to get along." At what price?

    False consensus is a very dangerous thing. It erodes commitment and engagement. It creates stalls and dodges when it's time for implementation. And it breaks down trust when people aren't "all in" on shared decisions made.

    A much better alternative is productive conflict. That's conflict that will:

    - Give voice to every team member
    - Seek out diverse perspectives and mine for alternatives
    - Push people to dig a little deeper and figure out what they really believe and want
    - Examine all the angles and produce better solutions
    - Build trust, commitment, and team unity as every team member is consulted and considered

    If you work with a team, this presentation will help you become more effective together by using healthy conflict instead to replace unhealthy consensus.
  • Success and failures of outsourcing your sales
    Success and failures of outsourcing your sales
    Owen Richards – Air Marketing Oct 7 2021 10:00 am UTC 45 mins
    Do you know the majority of times what is responsible for zapping your business into losses? It’s your dawdling and rambling sales function. So what can be done to secure profits and achieve success in sales generation? Consider sales outsourcing.
    It has been observed that most businesses generate sales and marketing shifts with in-house solutions. They either employ a dedicated team of sales and marketing professionals or burden the existing employees by asking them to perform multiple roles. However, in both cases, if the acquired team results in inconsistent sales generation, the direct loss bearer is the organisation. In such a case, businesses tend to fall silently, despite ongoing efforts. But with sales outsourcing, this effort can be targeted in the right direction. Sales outsourcing is an excellent medium for companies to attract high volumes of sales for their products and services using a third party. It helps you collaborate with a sales expert who works as an outsourced interlocutor for your company and services. With the market getting more and more competitive, sales outsourcing can be a proven success weapon for your business.
  • Decision Traps that Derail Teams and Make Things Messy
    Decision Traps that Derail Teams and Make Things Messy
    Deb Calvert, People First Productivity Solutions Nov 1 2021 3:00 pm UTC 45 mins
    Decisions made in haste create a lot of waste.

    You can reduce waste, mistakes, rework, resistance to change, and unproductive conflict by avoiding common traps that result in poor decisions. By improving your shared decision-making, you'll improve outcomes and morale for your team. Learn about the dangers of GroupThink, Confirmation Bias, Overconfidence, Sunk-Cost Analysis, Anchoring and Framing Fallacies, Fundamental Attribution Errors, and other common ways teams get derailed when it comes to effective decision-making.

    You'll learn how to:

    - Spot common decision traps before falling into them
    - Share decision-making that engages all members of a team
    - Use simple processes for effective decision-making
    - Examine and affirm decisions before hastily proceeding down a wrong path

    This presentation is for leaders at every level and team members who want to do things right the first time.
  • Aligning Your Actions with Your Values in the Workplace
    Aligning Your Actions with Your Values in the Workplace
    Deb Calvert, People First Productivity Solutions Dec 6 2021 4:00 pm UTC 45 mins
    INTEGRITY: The state of being whole, entire, or undiminished. From the Latin "integratis" for integrated.

    Are there times at work when you feel like you have to tuck your personal values away? Do you ever find yourself feeling "out of sorts" with the way you allocate your time or go about your work? Does this incongruence impact your happiness and sense of fulfillment?

    If so, you're not alone. Sadly, people in all sorts of jobs report that during work they can't be themselves or that they have to do things that go against their personal values. It doesn't have to be that way!

    This presentation is about aligning your values with your actions... consistently, intentionally, and assertively. It's about creating accountabilities for yourself so that your values serve as your North Star and guide your actions. And it's about not making excuses that ultimately diminish your integrity. You'll discover:

    - How to name and claim your core values
    - How to find out if work requirements are truly incongruent with your values
    - What to do if you are consistently operating outside of your own value system
    - How and why to let your values become a guide for your decisions and actions

    Leaders at every level benefit from operating with integrity, and that includes the wholeness that comes from aligning your actions with your values.