In this SaaS and subscription economy, the key to success is customer success. This is much easier said than done as client ecosystems are constantly evolving and their needs and aptitudes vary. Join this community to engage with leaders who are prioritizing and pioneering customer success by helping clients maximize ROI, inspiring account growth and strong client retention.
On a sales call, knowing about the person and what’s important to him/her is the key to relevance, gaining permission to ask questions, and building a genuine relationship. In this session, award-winning speaker Sam Richter will show you how to find information on people, in ways you never thought possible
Gamification has been the hot new topic within the contact center world for the past year or two. Most all contact center leaders understand the appeal of incorporating game mechanics into their operations, and can visualize the excitement and subsequent employee engagement the games will promote. Yet most contact centers still haven't implemented gamification, due to the limited, real world ROI information available. Convergent Outsourcing has been utilizing games tied to key performance metrics for the past two years. During this webinar, Casey Kostecka, Convergent Outsourcing's CBDO, will share Convergent's gamification experience, actual metric improvement results, and ROI data.
In today’s market, in almost every buying process, companies are struggling to choose which way to deploy new technologies to support their customer service strategy. Moving applications to the cloud is no longer just a fad or buzzword. Large enterprises are building their entire IT strategy around the cloud. The problem is that there are some significant factors that cannot be ignored when considering deploying a customer facing, mission critical solution like the contact center technology in the cloud. In today’s discussion, we will explore some of the market trends, recommended steps to take to assess what is the right path forward, and key things to consider when deciding on a deployment strategy.
Stop throwing your profits away! You can make a lot more money by simply discounting less and charging more. Don’t think you can? Just wait—immediately after this revealing presentation you’ll be raising your prices and reaping the rewards!
Most sales people spend a disproportionate time selling to narrow segment of their market, while ignoring or struggling to engage with over 50% of potential buyers. Objective Based Selling presents a different way to look, engage and sell to often ignored segments, leaving money and success on the table.
Sales Managers are often unconscious about collateral damages to the business caused by their current management practices. Many of them cause actual. System Thinking helps to identify the causes for those collateral damages and to take corrective actions.
Lisa Nakano, SiriusDecisions Service Director for Customer Engagement Strategies, will share research and methodology behind the value that customers can bring to your company if engaged with strategically. A new data report on the performance of B-to-B customer referral programs will be shared by Trisha Winter, CMO of Amplifinity. Together they will prove with data the case for leveraging customers for demand generation and the results seen by companies that are running this as an always on channel.
What you'll learn:
- Why peers are critical to creating demand
- How to engage with customers to help create demand
- Performance benchmarks for customer referral programs
- Case study examples and business impact
Are you truly making a positive difference in your workday, every day? Sales operations teams know very well what they do, but struggle to explain it to others. The best way to be effective as a sales operations team is to proactively identify the upcoming challenges in sales and put the fires out before they surface. You need to have access to critical insights.
Easy enough-right? Not really, there is always a challenge in balancing the resources between short-term tactical demand and longer term strategic initiatives.
Join guest speaker, Dana Therrien, Research Director of Sales Ops Strategies from Sirius Decisions and Christine Dorrion, VP of Global Sales and Channel Operations at CallidusCloud as they provide a deep dive into the challenges sales operations teams face every day by:
-Breaking down the tactical and strategic responsibilities of modern sales operations
-Advising you on how to categorize and invest in resources properly
-Providing a model that explains what sales operations actually does
When your mother told you to “listen twice as much as you speak” she was right! With survey fatigue at an all-time record high, common sense will prevail to stop asking for feedback in bad surveys and start to listen more to what our customers are saying with the right survey techniques. Join Roger “Dr. WFO” Lee from OpenText Qfiniti and CCNG President David Hadobas as they discuss the alarming upsurge in bad surveys and best practices for collecting feedback that requires more “listening” than “asking”.
Investing effectively for the best possible benefits and increasing return on investment creates competition among priorities for investment spend. Research shows that investment in SPM technology improves sales productivity and increases top line revenue, alleviating the competition between priorities. However, 85% of European companies still rely on manual, error-prone processes to manage sales performance. In this webinar we will set out the case for prioritising investment in SPM Technology, identifying the financial and non-financial benefits that SPM technology delivers.
Sales management experts Mike Weinberg and Steven Rosen are hosting a fireside chat providing their solutions and insights on the most challenging issues facing sales managers.
Expect an action-packed discussion, filled with bold, blunt and powerful sales management insights and stories, that will help you crush your sales numbers.
Forrester Research has said that we are living in the age of the customer, which means the balance of power has shifted to buyers. Buyers can gather a lot of data before talking to a salesperson but salespeople can still capitalize on opportunities to demonstrate credibility and value early in the decision-making process.
No prospecting list? You can lose valuable prospecting time just building a list – then finding the elusive decision maker can take even more time. Discover 7 strategies you can use to uncover and build a list of the right decision makers to target your prospecting efforts and get higher response rates.
Sales teams focus on landing the initial deal. Customer retention becomes the responsibility of everyone else in the organization who was not part of that first sale. Discover how to leverage the value of post-sale support teams. Create customer experiences which contribute to customer success and customer retention.
Tablets are a perfect tool for facilitating customer conversations, however many reps are making costly mistakes when presenting content on mobile apps. The result is customer tune-out, confusion, and lost opportunities. Learn best practices for showcasing your products in a way that moves the sale forward!
Per CSO Insights’ 2017 Sales Manager Enablement Report: “Sales enablement is a growing trend, but sales performance is not improving... Clearly, something is missing.”
What’s missing is a logical, aligned, well-executed Systems Approach to Sales.
In this BrightTALK Sales Summit webinar, sales transformation expert Mike Kunkle will share 4 sales systems that can solve 80% or more of your sales enablement challenges and radically transform your company’s sales results.
Join Mike -- where your questions are welcomed and expected -- and learn how you can be a Sales Transformation Hero at your company.
Senior Sales Leaders, Sales Managers and Account Managers will all learn about:
The power of a pro-active account management approach
How to gain access to executive sponsors
Tips to differentiate your company
Three must have account management structures
How to set up client meetings for success
Champions and their role in your achievement
Attracting, landing and growing big accounts is both an art and a science. Many sales people aspire to big deal closer or rainmaker status but only a few get there. This panel dives into the strategies, attitudes, processes and behaviors needed to succeed in this specialized and highly rewarding sales discipline.
In selling, is it better to accentuate the negative or the positive? Short answer: it depends. Different people react differently to how they perceive the decision—and sales pros who know the difference can pump up their win rate and avoid leaving money on the table.
Leadership isn't the same as management. If you are a Sales Manager, Director or VP, tune in to learn the differences and how you can make a much bigger impact when you demonstrate strong leadership of people AND solid management of the sales function.
Effective sales managers don’t really manage. They lead and coach their team members. While they must have an understanding of sales processes, they also should have a keen sense of what makes a good salesperson tick. Ken Thoreson, and Suzanne Paling join moderator Diane Helbig for an engaging conversation around this important topic. From affecting change to using tools and systems to the value of analytics, our experts will give you ideas you can take back into your business today!
Getting your prospect to pick up the phone is more challenging today. Learn what you can say to get a prospect to pick up the phone or return your call. Ask the questions that guide your customer to understand why he should buy from you now.
Early attrition and long ramp times are signs that inside sales training might not be working. Learn the top reasons that training for inside sales fails and not just what you can do to fix it – but how you can quickly supercharge it to cut time to quota in half.
The most differentiating aspect of a strong value proposition is its degree of relevance to the buyer. This session shares an approach to developing a value proposition that centers on how to wrap your product or service offering in buyer-focused messaging that drives home relevance.
Over the past two decades, the Greater Phoenix region has become a dynamic hub for contact center operations. Industry titans such as USAA, American Express, State Farm, and Charles Schwab all call the region home and have significant business here. Not only are these operations still growing, others are following and ultimately finding success. From the business-friendly tax and regulatory environment, to a unique and vibrant quality of life for employees, find out how the history of Greater Phoenix has created the perfect environment for customer care operations to thrive.
Buyer research tells us precisely what buyers want. Employee engagement studies clearly indicate what employees are looking for. The evidence is indisputable... But Sales Managers are mired in reports and forecasts and updates that force them to do just the opposite of what buyers and sales pros need from them. Join me to get the business case for putting people before paperwork on the job.
Many sales leaders struggle to get their salespeople to successfully use LinkedIn to grow their business. LinkedIn Expert Brynne Tillman and Sales Execution Expert Steven Rosen will share their formulas for success.
This webinar will cover two perspectives to a Crush your sales numbers using LinkedIn;
1. The practical and tactical activities to leveraging LinkedIn and
2. 3 Steps to effectively execute your LinkedIn strategy
Smart sellers collaborate to shorten sales cycles, increase deal size and differentiate themselves from competitors. Learn how to expand the breadth and depth of your knowledge by creating go-to resource teams. Turn yourself into that go-to resource invited to sit at your clients’ strategic business tables!
Are you frustrated with your sales results, even though you have put a lot of time, money and effort, your heart and soul into growing your revenue? Looking to grow your sales, quickly and effectively, but also prevent buyer’s remorse and keep your clients loyal?
This webinar will help you identify new ways (that you can start using right away!) to find, engage, win and keep new clients.
Here's what you will discover:
1.FIND: How to find new clients who are in the market today
2.ENGAGE: How to connect with them instantly and engage into a dialogue
3.WIN: How to remove any resistance and win new clients
4.KEEP: How to prevent buyer’s remorse and keep your clients loyal
In Miller Heiman Group’s CSO Insights latest Sales Performance Optimization Study, on average, only 57% of reps make quota. If you could ask a few insightful questions proven to fill your pipeline with quality deals, would that be a good use of your time? Join Janice Mars, Principal and Founder of SalesLatitude and Shawn Sandy, Chief Revenue Officer of The Selling Agency for a fun and action-packed 45 minutes on how to crush your quota and make more money.