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Demand Generation

  • Part 1: What Management Needs to Know About Successfully Selling to the Top
    Part 1: What Management Needs to Know About Successfully Selling to the Top
    Caryn Kopp, The Chief Door Opener Expert w/special guest, Kent Gregoire Recorded: Feb 20 2019 44 mins
    In Part I of this two-part webinar series, you will learn the process for winning sales opportunities at the executive level and the next-generation in opportunity management for sales organizations. We’ll discuss a structured, scalable process for qualifying and most importantly, winning strategic sales opportunities where competitors are strong and customer buying protocols are influenced by formal and informal decision criteria.

    The content of this webinar is highly effective when you face:
    •Long sales cycles (larger deal size)
    •Tough competition
    •Multiple decision-makers in the buying process
    •Executive level decision makers

    You will learn how to:
    1.Qualify in or out of deals quickly to improve close ratio using 9 criteria
    2.Examine formal and informal power and find the relevant executive
    3.Improve forecast accuracy
    4.Win more profitable business

    Be sure to sign up for Part II of What Management Needs to Know About Successfully Selling to the Top to learn the 4 leadership practices that ensure results when selling to executives, on Feb 26 @1pmE.
  • Understand Unique Business Issues of Global Corporations
    Understand Unique Business Issues of Global Corporations
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Feb 20 2019 41 mins
    Part II in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

    These corporations face all the usual business challenges and needs as well as issues unique to their size and global reach. The leadership team in one subsidiary company may ultimately be subject to the decision-making authority of corporate leaders in another country, from another culture, with different concepts of risk, the speed of decision-making, and what constitutes proof. Corporate culture is influenced by the cultures of all the countries from which leaders originate and where employees reside. Besides culture, large corporations are uniquely complex, unwieldy, influenced by the speed of business, technology dependent, and rule-governed. How will you train your sellers and SMEs to understand and position your company as a superior resource to executives in very large companies?


    You will learn:

    1. How understanding the unique issues of global corporations can help you better position your company’s value proposition.
    2. What is the most important issue facing all global businesses.
    3. What resources are available to help you learn about doing business in other countries.
    4.How you can decide what to do when your customer is expanding internationally
    5.What opportunities you have to be innovative with global customers.
  • Q1 2019 Community Update: FinTech and Financial Services
    Q1 2019 Community Update: FinTech and Financial Services
    Ina Yulo (BrightTALK), Matt Cockayne (Envestnet Yodlee), Laurel Wolfe (Klarna) Recorded: Feb 20 2019 45 mins
    Find out what's trending in BrightTALK's FinTech and Financial Services community and which emerging trends and technologies are keeping professionals from both incumbent financial institutions and challengers up at night.

    Join Ina Yulo from BrightTALK, Matt Cockayne from Envestnet Yodlee, and Laurel Wolfe from Klarna as they discuss:

    -Which topics are Financial Services and FinTech professionals engaging with?
    -Trending topics from the beginning of the year
    -AI and Machine Learning in Financial Services
    -What are the trends reshaping banking and payments
    -The state of faster payments fraud
    -How can Financial Services and FinTech companies build communities around their brand and create engaging thought leadership content?
  • CX and the Power of Customer Centric Data
    CX and the Power of Customer Centric Data
    Gerald Murray & Janet Dulsky Recorded: Feb 20 2019 63 mins
    Digital transformation has forever changed the rules of engagement with our audiences. Buyers now expect a seamless and engaging experience throughout their journey, putting the burden on organizations to break down departmental silos and create a seamless, unified customer experience (CX). Whether you end up a winner or not will depend on how you respond to these market shifts and change the way you acquire, use, and steward customer data.

    Join us for a live webinar featuring IDC Research Analyst, Gerry Murray, and Marketo Director of Customer Marketing, Janet Dulsky, as they explore the power of customer centric data and the impact it can have on CX.

    You'll learn:

    The definition of CX and big trends

    CX leadership, roles, and metrics

    The new rules for marketers, including harnessing the power of customer centric data
  • The Current State of Sales Coaching – How to Make Coaching Work
    The Current State of Sales Coaching – How to Make Coaching Work
    Steven Rosen with David Kurlan Recorded: Feb 19 2019 42 mins
    Join sales management expert Steven Rosen and his guest sales expert David Kurlan for an exciting “Fireside Chat.” In this episode, they will share their insights on what sales executives and managers need to do to ensure that they can overcome many common coaching challenges and coach their salespeople to crush their sales numbers.

    No PowerPoint, no videos, just open and frank discussion.

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories that will help you crush your sales numbers.

    Are you doing a great job coaching? Are you coaching frequently enough? Steven and Dave will answer these questions and share their insights into why coaching is not working and what you can do to ensure that you can get the impact you desire from coaching.

    You will learn:

    - What is the current state of sales coaching
    - What can you do to improve your coaching effectiveness
    - How to ensure that you and your sales managers are coaching
  • Sales Scripts: Acting Secrets for Bringing your Script to Life
    Sales Scripts: Acting Secrets for Bringing your Script to Life
    Julie Hansen, The Sales Presentation Expert Recorded: Feb 14 2019 49 mins
    Hate using a sales script? Afraid you’ll sound phony? You’re not alone. Yet a good sales script, delivered well, can be one of your most powerful selling tools. Fortunately, you can learn how to take those words “off the page” and bring them to life in a natural, conversational way by applying the same techniques actors use in film and television. In this webinar, Actor and Author Julie Hansen reveals simple acting secrets for working with your sales script in an authentic, fresh way that will free you up to have an active, engaging dialogue with your prospect.
    You will learn:

    1.Scripts vs. “winging it” – what you need to know
    2.5 things you absolutely, positively must have down cold
    3.How to break down your sales script into “beats” like an actor
    4.The difference between “internalizing” and “memorizing” your script
    5.How to deliver your script so it never sounds canned!
  • Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates
    Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates
    Christopher Ryan, The B2B Revenue Growth Expert w/special guest Mladen Kresic Recorded: Feb 13 2019 45 mins
    Due to the expanding involvement of multiple people (and functions) in the decision process, sales cycles are getting longer and the entire process is becoming more complex. As a result, customers prefer not to change and to remain with the status quo. This leads to a lot of frustration for sellers and a great loss of productivity.

    We will discuss the realities of today’s complex selling environment and how to avoid pitfalls that lengthen the process. You will also hear about how to maintain the value of your offering while keeping your credibility and leverage strong. Most important, we will give you the details of six proven strategies to shorten the sales cycle:

    1. Factor in the decision process.
    2. Stop excessive and unnecessary reorganizations.
    3. Sell solutions that impact business.
    4. Manage internal expectations.
    5. Don’t overcomplicate it.
    6. Avoid unprincipled concessions.

    This training event is not based on theory, but rather on the specific strategies and tactics developed by top international negotiation expert Mladen Kresic. Mladen has taught and consulted with many leading corporations to help them close more than $2 Billion in closed deals. Several examples of successful negotiations will be provided.    

    As a result of attending this event, you will learn how to:

    Make it easier for your customers to buy.
    Sell solutions that impact the customer’s business 
    Simplify the process and manage internal expectations.
    Avoid unprincipled concessions.
  • How to sync sales and marketing teams to deliver a better buyer experience
    How to sync sales and marketing teams to deliver a better buyer experience
    Lawrence Keltie - Account Executive at Showpad Recorded: Feb 13 2019 47 mins
    When sales and marketing aren't aligned, it poses a very real threat to your bottom line.

    The union of sales and marketing often isn't perfect. And for too long these two groups have operated desperately to diminishing results.

    But we're entering a new era, where prospective buyers expect more when they engage in a B2B transaction.

    This webinar, hosted in association with Showpad will show you:

    1. What today's B2B buyers expect
    2. The risks of sales and marketing misalignment
    3. 5 practical ways to align your teams to deliver a better buyer experience.
    4. How to empower sales with content that has value.
    5. How can technology support this.

    This webinar will be led by Lawrence Keltie from Showpad.

    Lawrence works closely with sales and marketing leaders to enable greater revenue attainment, increase marketing's impact on sales, and drive quicker 'time to marketing' of new sales reps - recently working most closely with high growth tech companies in the UK. Lawrence brings in an array of knowledge and experience to help drive your business to the next level.


    The data we collect here will be used to manage your webinar booking and provide you with useful and relevant sources of B2B Marketing content. Your data will also be shared with B2B Marketing and Showpad who we are running this webinar in association with. For more information on how we manage your personal data please see our privacy policy below:

    https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy
  • Q1 2019 Community Update: IT Service Management
    Q1 2019 Community Update: IT Service Management
    Harriet Jamieson, Content Manager - BrightTALK and Rich Graves, Director of Product Management Recorded: Feb 7 2019 45 mins
    Discover what's trending in the IT Service Management community on BrightTALK and how you can leverage these insights to drive growth for your company. Learn which topics and technologies are currently top of mind for IT Service Management professionals.
  • Tried & True: People + Process = Solutions
    Tried & True: People + Process = Solutions
    David Pitta, CMO, BrightTALK Recorded: Feb 6 2019 44 mins
    For the last 10+ years, we’ve been able to see first-hand how top-performing marketers use content and demand strategies for business growth. During this time, we shared their tips and tricks while also optimizing our own efforts for success. Starting with a modest marketing team and budget, we focused on continual improvement in how we use our own products and services to achieve growth. Now, with a centralized team of 8, we’ll share how we invested $600,000 last year to achieve $20M in pipeline and $8M in closed-won business from webinars and videos hosted on BrightTALK.

    In this talk, we’ll share learnings from a decade of webinar and video experience:
    - Using a framework for: people + process = solutions
    - Identifying critical KPIs for content, campaigns, and operations
    - Establishing an optimal mix of content + demand tactics to meet growth objectives
    - Measuring success through lifecycle modeling and attribution reporting
  • 10 Ways to Win the Hearts and Minds  of more Customers
    10 Ways to Win the Hearts and Minds of more Customers
    Peter Strohkorb, Founder and CEO, Peter Strohkorb Consulting International Recorded: Feb 6 2019 58 mins
    Customers no longer want to be sold to. They want sellers that help them to make an informed decision. But how do business leaders go about moving their business and their people into this new era?
    This webinar by internationally acclaimed SMarketing Expert Peter Strohkorb will give you 10 Action Points that you can implement in your business immediately.
  • Stop the Guesswork! Use Buyer Insights to Fuel Creative Campaigns that Convert
    Stop the Guesswork! Use Buyer Insights to Fuel Creative Campaigns that Convert
    Samantha Stone, Founder, The Marketing Advisory Network Recorded: Feb 6 2019 41 mins
    Have you ever presented a killer campaign only to have management reject it because they didn’t like it? Or worse, did you get pressured to move forward with creative elements you knew wouldn’t resonate with your buyer? Or maybe what you’re getting back from design is not hitting the mark and you can’t figure out why? The disconnect between our buyers and those who approve campaigns is often large and painful to cross. Yet bridging the gap between the art and science of marketing is a job we can’t afford not to optimize.

    In this session, we’ll explore proven methods for using buyer insights to not only enable creative processes to thrive but to appeal to the measurement obsessed approvers at the company.
  • Achieve Revenue Success with the Right Tech and Data Stack
    Achieve Revenue Success with the Right Tech and Data Stack
    Sam Melnick, VP of Marketing, Allocadia Recorded: Feb 6 2019 35 mins
    Like all living, breathing things, a successful marketing program needs the right backbone to keep everything functioning and running smoothly. In the case of a marketing team, this means they need the right technologies, processes and data inputs in place and running together to ensure programs are driving impact in the right places with the right people. Learn how best of the best, like Box, Commvault and Hitachi, have set up their tech stacks for success.
  • Creating a Demand Generation Engine
    Creating a Demand Generation Engine
    Courtney Kehl & JoAnne McDougald: Advisors & Co-Founders, Expert Marketing Advisors Recorded: Feb 6 2019 48 mins
    The goal of Demand Gen is to build and nurture key prospect and customer relationships, and the first step in achieving this is having a solid Tech Stack. Once you get the systems in place that support additional investment, you will begin to see results. The upside is that your sales team will get quality leads.

    This webinar will cover:
    Tech Stack creation
    Understanding the buyer and watering holes
    Providing the right content along the buyer’s journey
    Peter Drucker famously said “If you can’t measure it, you can’t improve it.” Good marketers make sure reporting and analytics are built from the ground up on a solid foundation that supports sales teams and eventually the business.
  • The Agile Marketing Advantage:  Improving Productivity and Getting Organized
    The Agile Marketing Advantage: Improving Productivity and Getting Organized
    Garrett Moon, CEO & Co Founder, CoSchedule Recorded: Feb 6 2019 55 mins
    The marketing plan is obsolete. A nimble marketing strategy and a team with the ability to manage changing priorities and better collaborate - with project visibility across the entire department - is the holy grail for marketing leaders. But the million dollar question is, what’s the best way to implement an agile marketing process and what tools do you need to make it all work? In this session, learn how to identify roadblocks, accelerate delivery of campaigns, and focus on 10x projects -- not the 10% ones.
  • The Future of B2B Content is Collaborative
    The Future of B2B Content is Collaborative
    Lee Odden, CEO, TopRank Marketing Recorded: Feb 6 2019 56 mins
    The converging roles of social media and content marketing in B2B are creating rapid demand for new strategies, skills and expectations. As earned and owned media intertwine, B2B marketers who fast track their ability to adapt and evolve will gain a competitive advantage over the competition. In this presentation, you’ll learn about the top challenges B2B marketers are facing in the world of content (zombies are involved!) plus tested and proven models, strategies and tactics for content marketing based on an integrated and cooperative approach. Some of the key learnings include:

    - Modern B2B content marketing and what it really means for earned, owned and shared media.
    - How democratized content co-creation enables quality content at scale.
    - Redefining what influence is and what working with B2B influencers means for content marketing.
    - Key opportunities to integrate UGC, employee advocacy and influencer marketing for meaningful content that delivers impact.
  • Connecting with Executives: What Really Works?
    Connecting with Executives: What Really Works?
    Rob Leavitt, SVP, ITSMA & Julie Schwartz, SVP, ITSMA Recorded: Feb 6 2019 59 mins
    Content marketers have made great strides in recent years, but connecting effectively with senior executives remains one of the toughest challenges. C-suite and other top executives at our customers and prospects are absolutely interested in new ideas, new ways of doing business, and innovative solutions… so long as they are truly relevant, credible, and timely. Executive standards are really high and breaking through the competitive noise is no simple task.

    Join ITSMA’s Rob Leavitt and Julie Schwartz to review new research on executive preferences for content and engagement, and five guidelines to orient content marketing to what really works to connect with the executives that matter most.
  • Increase Quota Attainment with a Buyer-Oriented Selling System
    Increase Quota Attainment with a Buyer-Oriented Selling System
    Mike Kunkle, The Sales Transformation Expert Recorded: Feb 5 2019 38 mins
    Ongoing sales research repeatedly tells us that modern buyers want something different from sales reps than they’re getting today. Yet, for the most part, sellers continue to do the same old things they’ve always done. This does not bode well for 2019.

    Are you tired of how many of your sales team’s deals end in “No Decision?”
    Does it concern you how many of your sales reps don’t make quota?
    Are you ready to do something about it?

    In this webinar on The Sales Experts Channel, sales enablement expert Mike Kunkle will share a Buyer-Oriented Selling System that will help you:

    1.Shift your sellers’ mindset to think like a buyer
    2.“Flip the script” to operate outside-in, from your buyers’ perspective
    3.Operate in ways that build trust, rather than sounding like a stereotypical salesperson
    4.Increase competitive differentiation as well as improve win-rates and quota attainment
    5.Sell differently to get different results
  • Sales in a New York Minute
    Sales in a New York Minute
    Deb Calvert w/special guest, Jennifer Gluckow, author of Sales in a New York Minute Recorded: Feb 4 2019 45 mins
    Deb is hosting special guest Jennifer Gluckow to talk about her new book “Sales in a New York Minute.”

    You've heard the term ''...in a New York minute,'' and you have your own ideas of what it means. Jennifer Gluckow defines it as ''fast, clear, direct, and successful.'' That's the way of New York, and it's the way sales are made (or lost) in New York City, and everywhere else on the planet.

    Jennifer's concepts and strategies for selling follow the timeless New York City line, ''If you can make it there you can make it anywhere,'' transitioned to, ''If you can make the sale there, you can make the sale anywhere.''

    212 is a sales nuance - it's the boiling point, the tipping point, and the emotional point. It's the NYC area code, and it's the number of mastery ideas and strategies in Jennifer's book that will bring salespeople success. Whether you're a sales newbie or a sales master, Jennifer's 212 New York minutes will bring your sales and your customers to the buying point.

    From attracting customers online and face-to-face, to helping secure lifelong relationships, referrals and reorders, by building trust over time, minute by minute; to ensuring profitable sales and customer loyalty, you will learn 212 strategies that when put into practice, will make your sales and success soar.
  • Jeffrey Gitomer’s Sales Manifesto
    Jeffrey Gitomer’s Sales Manifesto
    Deb Calvert w/special guest, Jeffrey Gitomer, The King of Sales Recorded: Feb 4 2019 45 mins
    Deb is hosting special guest Jeffrey Gitomer because…

    After 50 years of successfully making sales all over the world.
    After delivering more than 2,500 customized speeches to the world's biggest companies.
    After establishing an unrivaled social platform with millions of views and followers.
    After leading the marketplace with Sell or Die podcast.
    After delivering more than 350 sold-out public seminars to audiences all over the globe.
    After writing 13 best-selling books including The Sales Bible and The Little Red Book of Selling...

    Jeffrey Gitomer has finally written the SALES MANIFESTO. A book that sets the standard, and lays bare what it will take for salespeople to succeed now, and for the next decade.

    The MANIFESTO identifies in simple language the 5.5 parts of the new sale, and builds easy-to-learn and easy-to-implement models for each component:

    1. Value Attraction (creating social messages that make the reader want more)
    2. THEM Preparation (planning strategy, getting ready, and executing)
    3. Value Engagement (attraction PLUS value)
    4. Connection and Completion (perceived value beyond price in both 'how to connect' and 'connect to make a sale')
    5. Building profitable long-term relationships (loyal, value driven customers)
    5.5 Building a permanent referable first-class reputation (both online and community based)

    This book is not just the answer - it's a no bull book of ANSWERS and ACTIONS that will put you on top of your sales world and keep you there.
  • Gain Relevant Sales Knowledge about Very Large Account Prospects
    Gain Relevant Sales Knowledge about Very Large Account Prospects
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Jan 30 2019 44 mins
    Part I in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEO, President, Founder, Owner, Business Development, Sales VP, CMO, Sales Enablement, Key Account Manager of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations. Far too often, these responsibilities become divided by territories, individual reps, product lines, historical relationships, or sales to divisions or subsidiaries. The corporate board and senior management make their most strategic business and financial decisions with their entire global footprint top of mind—unless you can see the whole as well as its parts, you operate from a position of weakness. How can your company initiate and manage long-term relationships with the many people, subsidiaries, locations and divisions of a global account in a way to provide the greatest value to that customer and you? This webinar covers your company’s knowledge base—how do you gain relevant knowledge, manage it, share it, and keep it up to date. Who should be responsible and how can you afford to do it?


    You will learn:

    1.How much does your team need to know in order to be successful?
    2.How to conduct research, synthesize what’s relevant, and keep it up to date?
    3.How to share and communicate among all who need to know?
    4.What are the relevant tools and resources to make this process easy?
    5.Who should be responsible for doing this work? How can you afford it?
  • How to boost lead generation with employee advocacy
    How to boost lead generation with employee advocacy
    Bruno Bin, Head of Marketing at Smarp Recorded: Jan 30 2019 25 mins
    Companies spend lots of time, money and resources creating great content. The problem is this content often doesn't get the attention it deserves.

    Whether it's an eBook, video testimonial, blog post, webinar, new job post or even sales collateral, when information doesn't flow, engagement is low and well, you know the drill.

    Watch this webinar to learn how you can leverage employee advocacy and the power of networks to give your content the attention it deserves with increased reach, trust and content marketing ROI.
  • In Sales, You'll Earn More If You Learn More
    In Sales, You'll Earn More If You Learn More
    Deb Calvert w/special guest, Jonathan Farrington, CEO of Top Sales World Recorded: Jan 28 2019 47 mins
    In sales, learners are earners! The benefits of lifelong learning and ongoing development are well-documented. In sales, curiosity and the pursuit of knowledge translate into goal-attainment and professional success.  

    But who has time for training or going back to school? Sellers are busy! 

    Maybe there's another way. 

    Join Deb Calvert, founder of The Sales Experts Channel, and special guest Jonathan Farrington, CEO of Top Sales World, as they discuss resources, options, and best practices for busy sales professionals. They'll show you how to accelerate your development, expand your knowledge base, and earn more by learning more even if:

    - you are busy or overwhelmed
    - you've never attended a single college class
    - your company doesn't provide sales or management training
    - you don't like reading 
    - you disliked school and feel intimidated by the thought of learning or changing 

    What do you have to lose? Register today so you can start learning (and earning more!) right away. 
  • 2019 Predictions: 10 Ways Conversational AI Will Change The Way We Work
    2019 Predictions: 10 Ways Conversational AI Will Change The Way We Work
    Conversica's Alex Terry CEO, Sid Reddy Chief Scientist, & Rashmi Vittal CMO Recorded: Jan 24 2019 35 mins
    Conversational AI made traction into many areas in 2018 with a growing number of businesses moving toward harnessing the power of conversational AI for a more diverse set of use cases, to increase productivity and drive higher performance across marketing, sales, and other organizations.

    Watch our exclusive 2019 Predictions video fireside chat featuring Conversica CEO Alex Terry and Conversica Chief Scientist Sid J. Reddy, as they discuss the 10 ways that Conversational AI will evolve in 2019. Moderated by Conversica CMO Rashmi Vittal.

    In this webinar, you will get a sneak peek into our predictions around:

    - How AI will enable a truly augmented workforce
    - How AI will turbocharge Marketing in 2019
    - How Sales teams will improve their visibility and accountability through AI
    - How AI will technologically advance into emotional intelligence
    - How AI will progress to include omnichannel and multi-turn communications
  • Landing Huge Accounts: Why War Room Strategy Works
    Landing Huge Accounts: Why War Room Strategy Works
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Jan 24 2019 45 mins
    If you want to accelerate your top opportunity development, then consider a war room approach. Your biggest prospects require a strategic mindset, planning and tools to develop and close. Sales leaders will learn how to coach account based teams to big wins and account successes.

    You will learn:

    1.What is a war room?
    2.How to get the senior leadership team to back your war room efforts.
    3.What to include in your war room strategy sessions.
    4.Best practices for setting up a successful war room strategy meeting.
    5.What results can you expect from your war room?
  • The Ambassador Factor: Create Client Loyalty to Drive Sales Success
    The Ambassador Factor: Create Client Loyalty to Drive Sales Success
    Amy Franko, The Strategic Sales Expert Feb 21 2019 6:00 pm UTC 45 mins
    The new sales economy has made the standard definition of “satisfaction” obsolete. To attract and grow the best customers today, we need to cultivate loyalty. This requires sellers and sales leaders who are ambassadors. Loyal clients are 3X more likely to continue buying from you; you can expand your reach at higher margins. Amy’s session reveals strategies to improve overall client loyalty and boost your sales success.

    You will learn:

    1. What it means to sell like an ambassador
    2.Key value elements that are most important to our prospects and customers
    3.The differences between tables stakes (satisfaction) and differentiators (loyalty)
    4.Loyalty strategies you can apply with prospects and existing clients
  • The Five Keys to Effectively Plan for Every Sales Call
    The Five Keys to Effectively Plan for Every Sales Call
    Lisa Magnuson, The Landing 7-Figure Deals Expert Feb 26 2019 5:00 pm UTC 45 mins
    How about a 20% or more boost in your sales effectiveness? If you want to improve the quality and efficiency of your customer meetings and boost close ratios, then this webinar is for you. You can accelerate your sales development by mastering how to plan for every sales call.

    You will learn:

    1.What is a pre-call planning?
    2.Why is pre-call planning one of the most effective sales tools to increase sales effectiveness?
    3.What are the five keys to successfully plan for every sales meeting?
    4.What results can you expect from pre-call planning?
  • Part II: What Management Needs to Know About Successfully Selling to the Top
    Part II: What Management Needs to Know About Successfully Selling to the Top
    Caryn Kopp, The Chief Door Opener Expert Feb 26 2019 6:00 pm UTC 45 mins
    In Part II of this two-part webinar series, you will learn the 4 leadership practices that ensure results when selling to executives. We’ll discuss “must-do’s” for increasing the number and quality of executive level prospect meetings, making it inevitable for sellers to get optimal outcomes from pitches, reasons why some sellers and managers fall short of expectations (and what to do about it) as well as ways to protect your company’s most valuable asset – your pipeline.

    The content of this webinar is highly effective when you face:
    •Long sales cycles (larger deal size)
    •Tough competition
    •Multiple decision-makers in the buying process
    •Executive level decision makers

    You will learn how to:
    1.Implement a formula for landing more high-quality prospect appointments
    2.Know what sellers must include in their pitches to get the best results
    3.Pinpoint the real “why” behind the gap in sales staff delivery (so you solve the right problem)
    4.Initiate policies which ensure a continuous, predictable healthy pipeline

    Bonus content: Which “hidden” metrics tell you you’re getting it right
  • All About Marketing Automation - What It Is & Why It Works
    All About Marketing Automation - What It Is & Why It Works
    Mike Madden Feb 27 2019 10:00 am UTC 56 mins
    As a marketer, you've probably wished you could respond to prospective buyers anywhere and everywhere, at any moment in time, right? With triggered campaigns, you can! Watch Mike Madden, Director of North America Commercial & Customer Demand Generation, as he broke down the powerful use cases for triggered campaigns, from scoring specific actions to prioritizing leads for sales to creating timely emails from website visits!

    You'll learn:

    The definition of a triggered campaign and how they work

    How triggered campaigns can be applied to amplify the marketer's relevance in the moment

    Ways triggered campaigns can be leveraged across the entire buyer's journey
  • How to engage and inform employees in the enterprise
    How to engage and inform employees in the enterprise
    Aleksander Cardwell, Product Marketing Manager at Smarp Feb 27 2019 3:00 pm UTC 45 mins
    Did you know that 85% of employees globally are not engaged at work? It takes a moment for it to sink in, doesn’t it?

    A big part of the engagement issue is how hard it is for employees to stay up-to-date with what is going on with their company and industry. Information gets lost in non-intuitive communication mediums such as email and intranets, and even the information that gets through often isn’t relevant to the employee. That becomes especially relevant in the enterprise sector where organizational complexity can add up to an increasingly disconnected workforce.

    Join this webinar to find out how to combine both your internal and external communications intuitively in order to boost engagement and performance within your organization.
  • Mind the gap: professional services and the need to embrace Generations Y and Z
    Mind the gap: professional services and the need to embrace Generations Y and Z
    Robin Stephens, Director Feb 28 2019 4:30 pm UTC 45 mins
    Learn more about the millennial and iGen generations: discover the many advantages their skills can bring to your organisation; find out how your company can drive more effective growth by harnessing their potential; and understand why the time is now to put these groups front and centre of your business, for enhanced culture and stability.

    Join Vuture Director Robin Stephens for his webinar: Mind the gap: professional services and the need to embrace Generations Y and Z, as he dispels the myths and does the maths that will push the boundaries of your business in 2019.
  • How to Supercharge Sales by Building An Ideal Client Profile (ScaledUp Ep. 1)
    How to Supercharge Sales by Building An Ideal Client Profile (ScaledUp Ep. 1)
    Lloyd Yip, The Startup Sales Expert Mar 5 2019 4:00 pm UTC 45 mins
    An Ideal Client Profile (ICP) is a detailed description of the clients who would benefit most from your product/service. These clients are more likely to buy in to your vision, advocate for you, and ultimately stay a long term profitable client.

    Knowing your ICP means it’ll be easier to bring in more high value business that STAYS and ADVOCATES for you. As well, because you truly understand your market and their pain points, it is easier for you to improve the product/service in a way which keeps your clients happy.

    On the flipside, not knowing your ICP would mean:

    -It’s more difficult to find clients who want to buy
    -It’s harder to retain clients long-term
    -You’re more likely to bring on poor-fit clients who drain your resources
    -It’s confusing as to which marketing channels to use
    -It’s more challenging to improve the product/service to be in line with your clientele

    You will learn:

    1.How to analyze your existing client base to understand which clients fit your ICP
    2.How to also uncover who are the clients who are BAD fits, so you can avoid them
    3.How you can maximize your sales and marketing efficiency once you have a fully built ICP
    4.How to ultimately leverage your ICP to improve sales and revenue
    5.BONUS: How to discover your ICP even if you have very few clients to look back at
  • Email Deliverability 101: 4 Tips to Inbox Success
    Email Deliverability 101: 4 Tips to Inbox Success
    Kiersti Esparza & Carmi López-Jones Mar 6 2019 10:00 am UTC 44 mins
    Deliverability is an interesting beast. Spam filters and email UIs change frequently, malware and phishing campaigns are growing in number, and new laws and compliance regulations are altering the data privacy landscape.

    With the right approach, you can overcome an ever-evolving email ecosystem. Join Kiersti Esparza, Head of Product Management, Email Delivery and Compliance, and Carmi López-Jones, Manager, Professional Services, Email Deliverability, to learn how to ensure your emails make it to the inbox.

    You'll learn how to:

    Define and leverage your engaged audience
    Collect and manage the right data
    Avoid spam traps
  • How to Create a Sales Experience that Doesn’t Suck
    How to Create a Sales Experience that Doesn’t Suck
    Melissa Madian, The Sales Experience Expert Mar 6 2019 4:00 pm UTC 45 mins
    Your sales people are often the first people with whom a prospective customer interacts. Are you equipping Sales with what they need to have an engaging, relevant conversation while also providing an experience that makes the customer say, ‘Wow, that salesperson really got me!”? This session will cover how to design a sales experience that is geared towards building customers for life.

    You will learn:

    1.Why the Sales experience is so critical to the customer lifecycle.
    2.How to design a Sales experience that meets the needs of revenue-generation while creating a fantastic customer experience.
    3.How to empower your Sales teams so they are customer-centric.
  • Closing Sales? No Excuses!
    Closing Sales? No Excuses!
    Michael Griego, The Enterprise Sales Effectiveness Expert Mar 7 2019 6:00 pm UTC 45 mins
    Are you a Sales Closer? Do you know what it really takes to close deals in today’s environment? This session will cut through all the noise about closing deals with clear, doable, professional sales best-practices. Let’s revamp how we sell. No excuses!

    You will learn:

    1. What Closing is and what it isn’t
    2. How Super Star Salespeople really Close
    3.3 Key Disciplines for Effective Closing
  • How to Identify and Leverage Win Themes™ for Every Prospect Call
    How to Identify and Leverage Win Themes™ for Every Prospect Call
    Lisa Magnuson, The Landing 7-Figure Deals Expert Mar 14 2019 4:00 pm UTC 45 mins
    If you want to improve the customer experience and their receptivity to your messages, then you need to know about Win Themes™. Accelerate your sales by staying in the conversation sweet spot thereby moving the prospect through the sales cycle without stalls.

    You will learn:

    1. What are Win Themes™?

    2. Why are Win Themes™ so powerful for customer interactions?

    3. When to use Win Themes™?

    4. What results can you expect with Win Themes™??
  • Emotionally Intelligent Sales Cultures
    Emotionally Intelligent Sales Cultures
    Colleen Stanley, The Emotional Intelligence For Sales Expert Mar 18 2019 5:00 pm UTC 45 mins
    In today's hyper-competitive markets, sales people are under a lot of pressure. A sales person must not only sell a solution to a client, they must partner with the client to create the solution. This requires the ability to build trust with prospects and customers quickly. This level of partnership, co-creation, is not possible without the ability to engage people on both a rational and emotional level. Emotional intelligence is the competitive tool for sales people.

    Colleen Stanley shares thought provoking and practical tips for incorporating emotional intelligence skills into your sales process. Learn how soft skills produce hard sales results.
    Learning Objectives:
    Understand the art and neuroscience of influence, sales and sales leadership.
    Discover why salespeople—and sales managers---default to fight or flight responses during difficult conversations.
    Learn the power of emotional self-awareness, the mega soft skill. Know thyself before you can know others.
    Discover how and why empathy builds trust and relationships. Leverage the power of truly ‘walking a mile’ in another person’s shoes.
    Gain insights on the importance of delayed gratification in building powerful selling skills and sales teams.
  • Sales Acceleration - 7 Back to Basics Approaches to Propelling Sales Success
    Sales Acceleration - 7 Back to Basics Approaches to Propelling Sales Success
    Deb Calvert w/special guest Drew Stevens Mar 19 2019 3:00 pm UTC 45 mins
    Are you struggling with sales success? Are you meeting your sales closure goals? Or, are you simply seeking better and more efficient methods to close sales quickly? Selling is a 3000-year-old profession that requires one ideal to achieve success – simplicity! Sometimes it is not what you are doing but what you are avoiding so that you achieve and exceed quota. In this fascinating, interactive and enjoyable presentation you will be engaged with the art of simplicity and basics so that you achieve more, bypass competition and excel personally and professionally in all you do!

    In this interview you will learn:
    1.How to achieve differentiation from other sales professionals
    2.Compare and contrast electronic and traditional methods to break out from competition
    3.Analyze and develop better methods to reaching the economic buyer
    4.Understand the importance of a process and remaining true
  • Are We Prepared to Achieve Digital Transformation?
    Are We Prepared to Achieve Digital Transformation?
    Liz Miller - CMO Council Mar 28 2019 5:00 pm UTC 75 mins
    Digital transformation is, for most executives and organizations, top of mind as we look to shift our people, processes and platforms to a more connected, efficient and effective ecosystem. For many brands, the reality is that transformation has not come at the behest of an internal quest for innovation but rather to keep up with a connected customer making new choices based on experiences and value delivery.

    But the quest for transformation has been rife with buzzwords, failed promises and more than a few platform investments that have only partially yielded results. Teams continue to be hampered by fractured operations and limited access to customer intelligence, and there is growing frustration that transformation initiatives may prove to be never-ending with no real payoff in sight.




    The call to action for business leaders focused on growth is to shake off the missteps of past transformation programs and embrace new strategies that empower employees to act. This also means entrusting teams with intelligence and insight into the customer, and better connect and align teams and partners across the customer engagement lifecycle, in order to deploy truly relevant and meaningful experiences. These experiences, according to today’s customer, must be personalized, relevant and must not violate the customer’s trust that the data they have provided the brands they love has not been misused or mismanaged.