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.
Congratulations on your new job! But did you have any idea it would be like this? If you're like most Sales Managers, you're left to your own devices to figure it out. No training, no time to learn, and no room for error. Maybe we can help. Join Deb Calvert and find out how you can be successful as a Sales Manager, even beyond making the numbers.
The B2C buyer experience has profoundly changed over the past five years. B2B sellers are learning how to translate many of the same lessons and successes to improve the buying experience for their customers and to improve their own profitability.
Learn the 4 trends driving the evolution of CPQ in B2B Sales and what to look for and expect from your CPQ solution.
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
Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts.
Topics addressed include the nature and quality of salesperson activity tracking, the methods utilized to collect information, the types of activities considered most important to track, and the various ways management applies activity data.
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.
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.
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.
Decision-makers want to know what you can do for their bottom line. Our tools and insights equip you to speak the language they understand — the language of business. Sellers who speak the language of business outperform those who don't. We can prove it.
With company and industry specific information, we have knowledge that will help you position your product or service in a way that will have clients nodding.
These insights are presented in an easy-to-digest format, highlighting the greatest opportunity for improvement based on historical and industry trends. Soon, you'll be making a case for the value of your solution that can stand up to the toughest buyer's scrutiny.
Discover a method to closing that advances the sale with 95% certainty, is zero pressure and involves just two questions. In this session, you will learn the exact technique for advancing the sale while making clients feel more educated, in control, and causes them to see you as a facilitator and consultant.
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
Sales enablement is providing the sales organization with what they need to sell more effectively. How is your organization doing that and what do you need to know about the future of sales enablement? Alice Heiman will lead a lively panel discussion on this topic. Please join her, Elinor Stutz, Inspirational Speaker and Educational Trainer at Smooth Sale, Nancy Nardin, Founder of Smart Selling Tools, and Mike Kunkle, VP Sales Transformation Services at Fast Lane as they define sales enablement and discuss its future.
A straightforward, research validated structure to enhance performance at any level. This program presents three easily implementable strategies to: set better goals, leverage the science of performance-based skill development, and monitor and course correct any plan of action to achieve maximum productivity.
Designed to give leaders, managers and individuals the tools they need to improve performance—in themselves, their colleagues, and their teams.
When sales is truly enabled, the right sales team consistently achieves maximum success in every performance moment from opening new relationships to closing sales. The enabled sales team has the right message, has demonstrated proficiency in the process, dependably executes on the right recipe and has the right support at their fingertips, To do this effectively key elements of the enablement process, which are typically overlooked, MUST be right.
In this webinar you will learn how to:
Pinpoint prospects more likely to say yes in a shorter time frame to avoid misusing time
Craft messaging which keeps prospects/clients engaged and sales moving forward at every stage
Uncover blind spots which can ruin results even if everything else you do is right.
Tune in to also hear the bonus you get when you get Sales Enablement right. When Business Development is done right, there is no limit to what can be accomplished.
Today's consumers come to the negotiating table with more information than ever before. They’ve researched your products online; they’ve read the reviews; they’ve scanned the social channels. For your sales channels to effectively work with these educated buyers, they need onboarding and enablement that goes way beyond basic access to marketing and sales assets. Based on more than a decade of experience deploying sales enablement software, we at CallidusCloud know that you need a dynamic solution that delivers training, content, and coaching in a prescriptive way, if you want to generate consistent revenue growth.
Attend this session to learn how to:
•Close deals faster and increase deal sizes and win rates, while reducing time-consuming enablement efforts.
•Establish a repeatable onboarding process that reduces new staff time to productivity.
•Deliver content in a prescriptive way that advances today's more informed buyers through the sales process.
•Improve communication with buyers as well as internally across product management, marketing, sales, and service roles.
•Apply a ready-to-use sales enablement maturity model that we’ll provide as a take-away to attendees.
Inbound Marketing, Outbound Selling, Social Selling and Content Marketing: So many options. So little time!
If you have been struggling to find a balance between staid and traditional outbound selling and time-sucking inbound strategies, do I have the panel for you! I will be interviewing three of the world’s foremost experts in Sales, Social Selling and Inbound Marketing. Shawn Karol Sandy, Tamara Schenk and Maxwell Bogner will share their thoughts and tactics on winning strategies they have used to bridge and balance the gap between Inbound and Outbound.
To reach today’s modern buyer, sellers need a mashup of inbound and outbound sales activities. Barb Giamanco will share 7 strategies for using social channels and creative outbound approaches to peak buyer’s interest, attracting them to your salespeople like a magnet. That’s the path to generating more leads and sales conversations!
Are you creating value in every sales call? Value that differentiates you and makes you relevant for every prospect? Value creation drives sales, and only salespeople can drive value creation.
Join this panel discussion to learn specific ways to achieve sales success, crush your quota, and be the sales pro your customers look forward to meeting with. Deb Calvert from People First Productivity Solutions will moderate with guests Lisa Dennis, founder of Knowledgence, Jeffrey Lipsius, author of Selling to the Point, Brian Burns, host of The Brutal Truth about Sales & Selling, and Michael Pici, Director of Sales at HubSpot.
Join us live to post your questions for the panel discussion and to hear from 4 points of view on everything related to value creation in sales.
By supplying your contact information, you authorize the panelists and HubSpot to contact you with more content and/or information about each of its services. You further authorize the moderator to pass your information to HubSpot for these purposes.
Mindfulness is the latest buzzword for improving workplace productivity. But it is rarely taught to the sales department. Can mindfulness be applied for improving salesperson performance? Sales trainer and author Jeffrey Lipsius discovered a way that it can. Join him for a webinar introducing his method for applying mindfulness for selling success.
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 fuel your pipeline.
A strong opening is critical to the success of your presentation today. Learn how to create an “Out of the Box” presentation opening that stands out from the competition and gives your prospect a compelling reason to pay attention.
Technical decision makers intimidate many sellers. As a result, sales and support teams sell themselves short. Learn how to overcome obstacles and cultivate relevant and lucrative relationships that impact customer acquisition and customer retention.
clients’ strategic business tables!