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Channel Sales

  • Webinar: How to boost buyer engagement
    Webinar: How to boost buyer engagement
    Jon Perera - Highspot Recorded: Jan 21 2020 46 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?

    •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

    Don't miss the must-attend webinar for sales and marketing professionals!
  • Webinar: Why membership is the new revenue generating community
    Webinar: Why membership is the new revenue generating community
    Gordon Glenister - Branded Content Marketing Association Recorded: Jan 21 2020 46 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
  • Mobilytix(TM) IRIS: Empowering Telecom Retailers
    Mobilytix(TM) IRIS: Empowering Telecom Retailers
    Amit Sanyal and Chandan Tripathy Recorded: Jan 13 2020 23 mins
    An overview of how the MobiLytix(TM) IRIS offering unifies the retailer and customer's journey
  • How to Build a Threat Hunting Capability in AWS
    How to Build a Threat Hunting Capability in AWS
    Shaun McCullough, SEC545 Cloud Security Architecture | David Aiken, Solutions Architect Manager, AWS Marketplace Recorded: Jan 3 2020 53 mins
    Do you know how to build an effective threat hunting program in your AWS environment? In this webinar, you will learn how threat hunting differs from alerts and SOC monitoring, and what threats to look for. You will also discover real-life examples that demonstrate how threat hunters can apply cloud infrastructure best practices to reduce the noise in often chaotic environments, making it easier to detect potential events. Leveraging detailed use cases, this webinar can help you develop an effective threat hunting program.

    Attendees will learn to:

    - Use the threat hunting loop to identify what to look for, which tools you need to analyze available data, and ways to tease out patterns that indicate potential events
    - Strike the right balance of how much data to capture, identify gaps in information, and determine how best to collect that information
    - Analyze logs efficiently and effectively using Amazon CloudWatch, AWS CloudTrail, and Amazon GuardDuty
    - Automate the process of evaluating and enriching complex data sets by utilizing SIEM and SOAR solutions to detect possible threats

    Speaker Bios

    Shaun McCullough is a community instructor for the SEC545 Cloud Security Architecture and Operations class and gives back to his profession by mentoring and supporting the next generation of cyber professionals. With 25 years of experience as a software engineer, he has been focusing on information security for the past 15 years. Shaun is a consultant with H&A Security Solutions, focusing on secure cloud operations, building DevSecOps pipelines and automating security controls in the cloud.

    David Aiken is a Solutions Architect Manager at AWS Marketplace and is an AWS Certified Solutions Architect. He leads a team of specialist SA’s that help customers implement security and governance best practices. His skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • How to Perform a Security Investigation in AWS
    How to Perform a Security Investigation in AWS
    Kyle Dickinson, SANS Institue | David Aiken, AWS Marketplace Solutions Architect Recorded: Dec 30 2019 53 mins
    Do you have a plan in place describing how to conduct an effective investigation in AWS? What security controls, techniques, and data sources can you leverage when investigating and containing an incident in the cloud? Learn how to leverage different technologies to determine the source and timeline of the event, and the systems targeted to define a reliable starting point from which to begin your investigations.

    In this recorded webcast, SANS instructor and cloud security expert Kyle Dickinson explains how to conduct an investigation in AWS from preparation through completion.

    Attendees at this webcast will learn about:
    - Prerequisites for performing an effective investigation
    - Services that enable an investigation
    - How to plan an investigation
    - Steps to completing an investigation in AWS

    Register for this webcast to be among the first to receive the associated whitepaper written by incident response and forensics expert Kyle Dickinson.

    Speaker Bios

    Kyle Dickinson teaches SANS SEC545: Cloud Security Architecture and Operations and has contributed to the creation of other SANS courses. He is a cloud security architect for one of the largest privately held companies in the United States. As a strategic consultant in his organization, Kyle partners with businesses in various industries to better understand security and risks associated with cloud services. He has held many roles in IT, ranging from systems administration to network engineering and from endpoint architecture to incident response and forensic analysis.

    David Aiken is a Solutions Architect Manager at AWS Marketplace and is an AWS Certified Solutions Architect. He leads a team of specialist SA’s that help customers implement security and governance best practices. His skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • Webinar: What is Purpose?
    Webinar: What is Purpose?
    Simon Scott-Nelson - Air Marketing Recorded: Dec 19 2019 48 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?
  • Data Strategies Designed to Improve Your Lead Generation Efforts
    Data Strategies Designed to Improve Your Lead Generation Efforts
    Jason Hubbard, VP of Growth, SalesIntel & Shawn Elledge, Founder of the Lead Generation Institute Recorded: Dec 18 2019 34 mins
    Please join us for an educational webinar on how to use advanced data strategies to improve your lead generation efforts.

    Research studies suggest it takes 6-13 touches to generate a sales qualified lead. So the role data plays in any sales or marketing strategy is critical. Data impacts your targeting options, personalization capabilities, and the number of channels you can touch your prospects which impacts your cadences and overall effectiveness in generating SQL’s. The better the data, the better the results, period.

    Shawn Elledge will share a case study where he decided to focus on data quality vs. quantity and how the campaign open rates nearly tripled and response rates jumped 1200% generating over 8 million in opportunities on 30 days.

    Joining Shawn will be Jason Hubbard, Vp of Growth at SalesIntel.

    You will learn:

    Advanced database strategies
    Data preparation for lead generation
    Data appending options
    Data workflows and processes
    Data collection methods
    What to look for in a data provider
  • How to Secure App Pipelines in AWS
    How to Secure App Pipelines in AWS
    Dave Shackleford | SANS analyst, SANS institute; David Aiken | Solutions Architect, AWS Marketplace Recorded: Dec 18 2019 56 mins
    Applications have evolved into containers and microservices deployed in fully automated and distributed environments across data centers and in AWS. This webinar focuses on the security of the continuous integration and continuous deployment (CI/CD) pipeline and security automation. In this prerecorded webcast, SANS senior instructor Dave Shackleford and AWS Solutions Architect David Aiken discuss how to improve and automate security across the entire CI/CD pipeline and runtime environment.

    Specifically, attendees will learn:
    - App security concepts specific to cloud environments, including management of secrets, security of APIs, serverless applications and security, and privilege management
    - The stages of a cloud-oriented development pipeline and how security can tie into the CI/CD pipeline
    - How to mitigate disruptions caused by perimeter-based and legacy security tools that don't fit into CI/CD practices
    - Solutions for securing your app pipeline in your AWS environment

    *********************

    Speaker Bios
    Dave Shackleford, a SANS analyst, instructor, course author, GIAC technical director and member of the board of directors for the SANS Technology Institute, is the founder and principal consultant with Voodoo Security. He has consulted with hundreds of organizations in the areas of security, regulatory compliance, and network architecture and engineering. A VMware vExpert, Dave has extensive experience designing and configuring secure virtualized infrastructures. He previously worked as chief security officer for Configuresoft and CTO for the Center for Internet Security.

    David Aiken is a Solutions Architect Manager at AWS Marketplace and is an AWS Certified Solutions Architect. He leads a team of specialist SA’s that help customers implement security and governance best practices. His skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • Video: (Highspot) Product Marketing Summit
    Video: (Highspot) Product Marketing Summit
    Highspot Recorded: Dec 18 2019 20 mins
    Modern product marketing strategies serve to drive revenue, customer satisfaction, and retention. The days of simply packaging features into messaging and content are over. Product marketing must now enable all customer-facing teams to have effective customer conversations that will drive strategic growth. Failing to do so renders the rest of your corporate strategy meaningless.

    With the stakes higher than ever before, how can you turn your enablement strategy into action?

    In this keynote, Highspot CEO Robert Wahbe shares the three new pillars of product marketing success:

    –Enable your entire company to uplift the customer experience
    –Guide your teams and your partners to master what to know, what to say, and what to show at scale
    –Put analytics to work so your metrics matter in driving business decisions

    Now is the time to enable your company to master the customer conversation.

    https://www.highspot.com/
  • Video: (Highspot) How Onboarding Fast Tracks Success for New Sales Reps
    Video: (Highspot) How Onboarding Fast Tracks Success for New Sales Reps
    Highspot Recorded: Dec 18 2019 2 mins
    Organizations with established onboarding processes experience 54% greater new hire productivity. Sales reps who have a great onboarding experience are not only more productive sooner, but obtain win and attainment rates that are higher than that of their counterparts that did not enjoy a robust onboarding program. If reps are going to stay ahead of the curve, they must have an effective onboarding experience first.

    https://www.highspot.com/
  • Video: (Highspot) How Effective Onboarding Creates Winning Sales Reps
    Video: (Highspot) How Effective Onboarding Creates Winning Sales Reps
    Highspot Recorded: Dec 18 2019 2 mins
    Organizations with a strong sales onboarding program are more than 15x more likely to have reps who generate pipeline faster. Sales reps who have standout onboarding experiences are not only more productive sooner but obtain win and quota attainment rates that are higher than that of their counterparts that did not enjoy an effective onboarding program. Sales leaders looking to maximize productivity and effectiveness in new sales reps must first enable them with a robust sales onboarding program.

    https://www.highspot.com/
  • Video: (Highspot) The New Frontier of Customer Experience
    Video: (Highspot) The New Frontier of Customer Experience
    Highspot Recorded: Dec 18 2019 2 mins
    Sales enablement is big. Where the category goes will be huge. We see enablement expanding to help at least 50 million people across sales, marketing, services, and support roles collaborate and deliver on their customer experience initiatives. Enablement technology, practices, and teams will unify everyone who interacts with the customer as holistic customer experience defines business success today and tomorrow.

    https://www.highspot.com/
  • Webinar: How to Handle Sales Objections
    Webinar: How to Handle Sales Objections
    Paul Blair - Spartan Retail Support Ltd Recorded: Dec 17 2019 31 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
  • Webinar: How to crush your sales quota
    Webinar: How to crush your sales quota
    Keith Rosen - CEO of Profit Builders Recorded: Dec 5 2019 52 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.)
  • 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 Recorded: Dec 3 2019 46 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!).
  • Webinar: Motivating Millennials
    Webinar: Motivating Millennials
    Nazma Qurban - Cognism Recorded: Nov 28 2019 39 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
  • Webinar: The Science of B2B Sales
    Webinar: The Science of B2B Sales
    James Isilay - Cognism Recorded: Nov 28 2019 44 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
  • Video: (Cognism) What's it like being a Sales Director?
    Video: (Cognism) What's it like being a Sales Director?
    Cognism Recorded: Nov 27 2019 6 mins
    Cognism's Sales Director, Jonathon Ilett discusses all things about what it is like being a Sales Director!

    Questions Asked:

    1. Can you explain what a sales director does?
    2. What was your journey into this role?
    3. What are your biggest challenges?
    4. What are 3 main skills you have gained as a sales director?
    5. What advice would you give to someone who is looking to become a sales director?
    6. What is the best things about being a Sales Director?



    Follow us!
    Linkedin: https://www.linkedin.com/company/cogn...
    Instagram: https://www.instagram.com/cognism/
    Twitter: https://twitter.com/Cognism
    Facebook: https://www.facebook.com/cognism/
  • Video: (Cognism) A day in the life of a SDR
    Video: (Cognism) A day in the life of a SDR
    Cognism Recorded: Nov 27 2019 4 mins
    In this video, Saif Khan, Cognism's top SDR of Q3 discusses his thoughts on being an SDR.

    Questions asked:

    1. Can you describe your role in 3 words?

    2. What made you want to go into a career in sales?

    3. Where do you see your role progressing?

    4. What is something that you struggled with as an SDR and how you solved it?

    5. What is one of the highlights of being an SDR?

    6. What are your top tips for a great cold call?

    7. What is the biggest objection you get and how do you overcome it?
  • Video: (Cognism) Lead Generation in the Recruitment Industry
    Video: (Cognism) Lead Generation in the Recruitment Industry
    Cognism Recorded: Nov 27 2019 4 mins
    Discover how Graduate Fasttrack, one of the growing recruitment companies in London, uses Cognism's Revenue AI technology to accelerate their B2B Lead generation processes and earn new clients.

    Find out how Cognism can help you grow your business:
    https://cognism.com

    About Cognism:

    Cognism is a sales acceleration platform, using patented AI technology, to provide B2B sales teams with a blend of real-time company, people and event data to streamline prospecting, find and deliver new revenue.
  • Video: (Cognism) What is the hardest thing about being an SDR?
    Video: (Cognism) What is the hardest thing about being an SDR?
    Cognism Recorded: Nov 27 2019 3 mins
    Welcome to our first employee spotlight!

    Introducing, Ben Ward, one of our Sales Development Representatives!

    In this video we will be asking Ben these questions:
    What were your main challenges this week?

    - What has been your highlight of the week?
    - What is your favourite part about working with Cognism?
    - What is your favourite thing about being an SDR?
    - What is the hardest thing about being an SDR?
    - What would be your top tip for anyone looking to start a career in sales?
    - Did you have a great call this week? If so, what made it great?

    Follow us!
    Linkedin: https://www.linkedin.com/company/cogn...
    Instagram: https://www.instagram.com/cognism/
    Twitter: https://twitter.com/Cognism
    Facebook: https://www.facebook.com/cognism/
  • Video: (Cognism) How we use AI to drive B2B Lead Generation
    Video: (Cognism) How we use AI to drive B2B Lead Generation
    Cognism Recorded: Nov 27 2019 3 mins
    Discover how Graduate Fasttrack, one of the growing recruitment companies in London, uses Cognism's Revenue AI technology to accelerate their B2B Lead Generation processes and earn new clients.

    Find out how Cognism can help you grow your business:
    https://cognism.com

    About Cognism:

    Cognism is a sales acceleration platform, using patented AI technology, to provide B2B sales teams with a blend of real-time company, people and event data to streamline prospecting, find and deliver new revenue.
  • Video: (VaniilaSoft) Tips on how to improve your cold-calling
    Video: (VaniilaSoft) Tips on how to improve your cold-calling
    VanillaSoft Recorded: Nov 27 2019 27 mins
    In this episode of INSIDE Inside Sales, Darryl is joined by the incredibly insightful Richard Conde from InsideSalesGeek.com and The University of Houston - Downtown.

    Subscribe to INSIDE Inside Sales: http://bit.ly/subscribe-iis

    Darryl and Richard discuss the importance of knowing ways to adapt and connect to your prospects the way they want to be connected. Sales reps do drastically better when they communicate better! Learn how to fix your approach and communicate more effectively, only on this episode of INSIDE Inside Sales!

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • Video: (VaniilaSoft) The 4 Ways Buyers Are Evaluating You
    Video: (VaniilaSoft) The 4 Ways Buyers Are Evaluating You
    VanillaSoft Recorded: Nov 27 2019 30 mins
    In this episode of INSIDE Inside Sales, Darryl speaks with Karen Dunne-Squire, the brilliant Creator and Managing Director of Elation Experts.

    Subscribe to INSIDE Inside Sales: https://bit.ly/subscribe-iis

    Darryl and Karen discuss the 4 ways that buyers evaluate you and provide terrific tools that will help ensure you make a positive impression. Learn how you’re going to be evaluated by your prospects, and make it easier for you to make that sale! It’s all right here on this important episode of INSIDE Inside Sales!
  • Video: (VaniilaSoft) How to prep your sales staff for a trade show
    Video: (VaniilaSoft) How to prep your sales staff for a trade show
    VanillaSoft Recorded: Nov 27 2019 6 mins
    Darryl talks with Steve Burton of The Point Company and the UK's Most Hated Sales Trainer, Benjamin Dennehy, about their thoughts on the lack of sales training given to reps sent to trade shows. Benjamin also shares his findings from a recent experiment which points to a lack of initiative by reps on the trade show floor.

    Follow Steve: https://www.linkedin.com/in/ukstopsal...
    Follow Benjamin: https://www.linkedin.com/in/benjamind...

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • The Secret Sauce to Better Leads and More Sales Revenue by leveraging LinkedIn
    The Secret Sauce to Better Leads and More Sales Revenue by leveraging LinkedIn
    Peter Strohkorb Jan 29 2020 9:00 pm UTC 60 mins
    If you are in a Sales role you must not miss this webinar on how to generate sales leads on LinkedIn.
    BUT THERE IS A TWIST.
    Unlike other forums, this is not about YOU learning how to do it yourself.
    Instead, Peter will show you how you can have a constant stream of high-quality engagements with your ideal prospects WITHOUT you having to do much work at all!

    So, if you are in Sales you must not miss this critical webinar. Book yourself in now.
  • Webinar: The Number 1 Reason You Are Not Hitting Quota
    Webinar: The Number 1 Reason You Are Not Hitting Quota
    Steve Burton - The Point Co Mar 5 2020 2:00 pm UTC 75 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?
  • Webinar: Your next client is on LinkedIn but are you ready?
    Webinar: Your next client is on LinkedIn but are you ready?
    Chris Roxburgh - Maguire Training Mar 19 2020 2:00 pm UTC 60 mins
    75% of UK business people have a LinkedIn profile, but few prepare it properly for that potential client visit. With over 10 million UK members using LinkedIn every day, it must be worth investing some time in ensuring that your profile makes that all-important good first impression.

    Just as you wouldn’t attend a sales pitch unprepared, wearing shorts and a tee-shirt this webinar will demonstrate how to avoid the online equivalent with your LinkedIn profile. We will demonstrate how to build a profile that will impress visitors and create a hunger to learn more about you and your services.

    5 Key takeaways:

    1.The sheer scale of the opportunity offered by LinkedIn
    2.That by using this most underestimated sales aid properly, you will become one of the 1% who do!
    3.The power of a direct message
    4.The importance of good, mixed content
    5. That people buy people, so do your profile justice
  • Webinar: Forget selling – You need to HELP your prospects to buy!
    Webinar: Forget selling – You need to HELP your prospects to buy!
    Kevin Dixon - Boxxstep May 5 2020 10:00 am UTC 60 mins
    B2B sales are tough right? Well, I’ve got news for you, buying is even tougher!

    Have you ever wondered why so many deals end in no decision?
    Do you know why sales cycles are now longer?
    Do you think that product or service differentiation is how to win?
    Do you even know how your prospects decide and buy?

    You’ve all heard about Sales Enablement, but how many of you know about Buyer Enablement?

    Smart salespeople have worked out that helping can be more effective than selling.

    Smart sales leaders focus on the buyer’s perspective.

    Find out how.

    It’s for: Anyone involved in complex or enterprise B2B sales – Salespeople, Sales Leaders, Sales Enablement

    1.How are companies deciding and buying?
    2.What is the buyer committee and what do you need to know about them?
    3.How can you help your internal champion?
    4.How can you help and collaborate with the buyer committee?
    5.Why should you review your sales engagements?
  • Critical Thinking: an Essential Skill in Turbulent Times
    Critical Thinking: an Essential Skill in Turbulent Times
    Deb Calvert Jul 7 2020 3:00 pm UTC 45 mins
    Logic. Reason. Rational thought. In the heat of the moment, in a volatile and turbulent time, sometimes these get lost. Emotions prevail and hasty actions create bigger problems that could have been prevented with a healthy dose of critical thinking. When you build this essential skill, you'll get better at:

    -- Evaluating options
    -- Solving problems
    -- Resolving conflict
    -- Making decisions
    -- Negotiating
    -- Influencing others

    Check out this presentation for a re-introduction to critical thinking. It's a core competency that is more important now than ever.
  • Introduction to Customer Experience for Every Organization
    Introduction to Customer Experience for Every Organization
    Deb Calvert Sep 1 2020 3:00 pm UTC 45 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!