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Demand Generation

  • The Modern Seller is Social: Elevating Relationships for Sales Results
    The Modern Seller is Social: Elevating Relationships for Sales Results
    Amy Franko, The Strategic Sales Expert Recorded: Apr 18 2019 43 mins
    In today’s world, we’re hyper-connected, just one or two clicks away from virtually any decision maker or influencer. And so is your competition. How do you rise above the noise? How do you turn connectivity into valuable relationships -- and then into sales results?

    Social capital. While social capital will likely never have a line item on a P&L, modern sellers know that the quality of their relationships directly impacts their sales pipeline and overall sales results. In fact, 85% of Amy Franko’s book of business is directly attributed to her network and the quality of her social capital. In this talk, she’ll share her top frameworks and strategies with you, directly from her Amazon best-seller, The Modern Seller.

    You will learn:

    The key elements of social capital and the types of relationships you need to build
    Two social frameworks that will help you accelerate sales
    Gaining access to centers of influence, knowing what value to provide, and earning more traction with them
    Specific online and offline strategies that will grow your strategic relationships
    As a bonus, you’ll receive the Key Relationships Inventory, to help you evaluate the strength of the key relationship types in your specific customers.
  • Looking To The Future
    Looking To The Future
    Dale Kirby - Microsoft, Andy Pink - Citrix Systems, Mike Preston - Rubrik, Kathi Grumke & Richard Coile - CDW Recorded: Apr 18 2019 68 mins
    As organizations look to set bold goals for the future, many will turn to people, platforms and processes to power their journey forward. But what are the big trends in data and analytics, technology and computing that will directly impact how we work, how we secure and how we advance organizations to a better tomorrow? From shifts in data management, analytics and security to new thinking in how to orchestrate digital transformation and activation, the future holds endless opportunities for those who can navigate it effectively.
  • How to Organize Your Salesforce to Sell and Grow the Largest Accounts
    How to Organize Your Salesforce to Sell and Grow the Largest Accounts
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Apr 17 2019 43 mins
    Program #4 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.

    This program begins a 3-part unit on how structural organization will either enhance or stifle your large account sales success. Making good decisions early will improve your ability to scale as you grow. Large accounts, key accounts, global accounts by their nature require a different type of sales organization than the one that runs your everyday small and midsize accounts. For larger companies, I’ll present ideas on restructuring if that’s what you need.


    You will learn:

    1.How to structure your sales organization to meet your large account sales goals, even when you are small.
    2.What organizational structures are most likely to scale.
    3.Inside, outside, or both sides? How you can decide.
    4.Complications in large account organizing and how to avoid them.
    5.How to include channels in your sales organization.
  • Value Proposition Masterclass:Value Proposition Mechanics for Marketing & Sales
    Value Proposition Masterclass:Value Proposition Mechanics for Marketing & Sales
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Apr 11 2019 45 mins
    How was your last value proposition developed? A brainstorming session? Individual effort? Copying other value props? Does Sales create their own value prop, even though Marketing already has one? In over 30 years of marketing and sales experience, I have discovered there are as many ways of getting to one as there are people trying to create them. Given that most marketers or sellers rarely get training on value proposition development, it can be difficult to establish a consistent and repeatable approach. This session presents a Value Proposition Platform™ approach that is based on the preferences of decision-makers who evaluate them in their buyer journey.

    You will learn:

    1.The inputs necessary to design buyer-focus messaging from the start
    2.How to use internal and external stakeholders to gather buyer language
    3.How to build a Value Proposition hierarchy to cover different segments & audiences
    4.Pulling a Value Prop into Sales Messaging and Conversations
  • Value Proposition Masterclass:  The Anatomy of a Buyer-Focused Value Proposition
    Value Proposition Masterclass: The Anatomy of a Buyer-Focused Value Proposition
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Apr 11 2019 41 mins
    An elevator pitch is often confused with a value proposition. The assumption is that if you have the pitch down, you will be able to drive the right buyer conversation. But if you start with just a short pitch – how do you get to extended messaging for marketing content that drives initial engagement? . In Session 2 of the Value Proposition Masterclass w will tackle the age-old assumption that a value prop has to be “short.” The reality is that expanding from one short sentence into coherent, and consistent marketing messaging across all types of content assets, types and formats is a huge challenge. A pitch should be a distillation of a strong message strategy that is well developed and thought out. The best elevator pitches and tag lines come from a strong foundation – ensuring that message is clear, consistent and buyer

    You will learn:

    1.The components of a complete Value Proposition Platform™
    2.Using a modular approach to value proposition messaging
    3.How to pull through your message into sales conversations
  • Value Proposition Masterclass: Live Value Prop Makeovers - Tips &Tricks
    Value Proposition Masterclass: Live Value Prop Makeovers - Tips &Tricks
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Apr 11 2019 49 mins
    The pressure of deadlines, lead generation goals, and content creation can make refining a value proposition hard to fit in. Sometimes you just need to do a quick makeover to help narrow in on key targets or tweak to increase engagement. We will kick off Session 1 of the Value Proposition Masterclass by focusing on some tips and tricks to help you reboot your existing value prop to be more buyer-focused. We will look at some real value props sent in by BrightTalk Sales Expert Channel members and do some “live” makeovers to show you how to move closer to the buyer with language and focus adjustments.

    You will learn:

    1.How to quickly diagnose the health of your value prop
    2.Quickly identify the inputs necessary to design buyer-focus messaging from the start
    3.How to use internal and external stakeholders to gather buyer language
    4.How to avoid “me too” value points
  • How to Implement a Sales Methodology So It Sticks!
    How to Implement a Sales Methodology So It Sticks!
    Mike Kunkle, The Sales Transformation Expert Recorded: Apr 10 2019 47 mins
    Do any of these statements sound familiar?

    - We need our reps to do better discovery! Let’s do a refresher training on that.”
    - Our reps need to shift from a product-focused transactional selling to value-based consultative selling.”
    - Why do we need to train our reps on qualification again? We just did a session at SKO?”

    Getting adoption for a new process or sales methodology is not easy. That’s because changing behavior, especially organizational behavior, is hard work.

    In this webinar on The Sales Experts channel, sales transformation expert Mike Kunkle will:

    - Expose some true stories and painful challenges with sales methodology adoption.
    - Share a logical process that has been proven to improve adoption, foster the behavior change you want to see, and improve sales force performance.
    - As a bonus, Mike will share one of the latest trends in sales methodology that can prepare your sales force to succeed with modern buyers in this buyers’ market.

    Join Mike for this webinar (where your questions are welcomed and expected) and learn how to implement a sales methodology so it sticks and delivers the sales results you want.
  • Win Back Email Unsubscribers and Keep Them Subscribed!
    Win Back Email Unsubscribers and Keep Them Subscribed!
    Madhu Gulati, CEO , Marrina Decisions Recorded: Apr 10 2019 23 mins
    People unsubscribe from email lists all the time. That’s not necessarily a bad thing since it helps in keeping your database clean and up to date. Plus, in this way, your email marketing reaches the best audience.

    Focusing on engaging subscribers is must. In this webinar we will share some awesome tactics that may turn their decision around.
  • Digital Transformation is Changing Marketing For Good
    Digital Transformation is Changing Marketing For Good
    Melanie Turek, Fellow & Vice President, Frost & Sullivan Recorded: Apr 10 2019 46 mins
    According to Frost & Sullivan, about 98% of companies are either developing a digital transformation strategy, or are in the process of implementing one. But what does that really mean? For marketers, Digital Transformation can represent everything from an omnichannel strategy to deploying bots and AI tools to perfect the customer interaction. This session will show you how to start your digital journey today by tapping into the latest marketing technology (“MarTech”), while laying the groundwork for truly transformational change in the months and years to come.
  • From Here to There: Intentional Sales Success A Framework for Sales Executives
    From Here to There: Intentional Sales Success A Framework for Sales Executives
    Dionne Mischler, The Inside Sales Team Expert Recorded: Apr 10 2019 46 mins
    During this webinar, we’ll talk about the top five key aspects that must be in place for a team to be intentionally successful. These aspects create the framework for:
    Effective Prospecting
    Graceful Conversations
    Increased Productivity

    This framework leads to more confident sales people closing more deals.
  • Tried & True: People + Process = Solutions
    Tried & True: People + Process = Solutions
    David Pitta, CMO, BrightTALK Recorded: Apr 10 2019 43 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
  • Enabling Your Sales Team for High-Performance in 2019: The Critical First Step
    Enabling Your Sales Team for High-Performance in 2019: The Critical First Step
    C. Lee Smith, The Sales Discovery Process Expert Recorded: Apr 10 2019 45 mins
    In sales, as in medicine, prescription before diagnosis is malpractice. Whether the objective is to grow an account -or to grow and develop a salesperson - the discovery stage is critical to your success.

    Enabling a sales team for high performance requires an understanding of the wants, needs, skill gaps and behavioral tendencies for each individual salesperson. Many managers limit their effectiveness by falling back on the activities found in the CRM, but the things that lead to higher performance – attitude, motivation, sales aptitude and (the typically overlooked) soft skills – can also be measured. These analytics often reveal WHY sales representatives aren’t selling more and reaching the next level of sales performance.

    Mastering these metrics, and how to use them, makes it easier for managers to adapt sales coaching, development and reinforcement of sales training for maximum and sustainable impact.


    You will learn:

    1.The 10 things sales managers must know about every sales rep that you won’t find in Salesforce.
    2.How sales team discovery improves the effectiveness of sales training, coaching, motivation and employee engagement.
    3.Which people skills (soft skills) are most important for peak sales performance.
    4.How the discovery process stacks the deck in your favor when hiring and retaining your best performers.
  • How AI can deliver real-world brand outcomes
    How AI can deliver real-world brand outcomes
    Lauren Bigland, Global Marketing & Communications Director, LoopMe Recorded: Apr 10 2019 35 mins
    What really matters to your brand? Chances are it's not the number of clicks on your advertising campaign. LoopMe's Global Marketing & Communications Director explains how AI can make the most of your data and deliver results against what really matters for your brand - sales, store visits and brand sentiment.
  • Driving Growth from the C-Suite
    Driving Growth from the C-Suite
    Michael Dalis, The Drive-Sales Expert Recorded: Apr 9 2019 48 mins
    As Leadership, you want faster sales acceleration.  You spend a lot on Sales Management and Sales talent, and Sales Enablement, so why aren’t your sales growing at the pace you need?  Your experience may not be in Sales, so what role should you and your Leadership team play in Sales Enablement?

    Michael Dalis — a recognized leader on the subject of B2B selling, a former sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow sales acceleration,
    -avoid the common failure points in sales development initiatives, and
    -pick your spots where strong Leadership and Coaching impact faster sales growth.

    Following this webinar, you will be clear on how you can drive faster Sales Acceleration from the C-Suite by making the right adjustments to your Sales Development investment.

    You will learn:

    1. Why the responsibility for growth cannot be fully delegated
    2. What roles senior executive plays in growth
    3. How to play those roles effectively
  • Get Ahead of your Competitors through Strategic Landmines
    Get Ahead of your Competitors through Strategic Landmines
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Apr 9 2019 45 mins
    Do you want to beat out your competition for your largest opportunities? Do you know how set competitive landmines? Are your competitive block strategies working? Learn how to get ahead of your competitors through strategic landmines.

    You will learn:

    1.What are the competitive trends that you need to know about?
    2.What kind of competitive intel is essential to build your strategy?
    3.The ‘must have’ competitive analysis tools, including a Competitive Strategy Checklist.
    4.How to set competitive blocks to beat your competition more frequently.
  • Panel Discussion: 3 Game-Changing Innovation Models in Financial Services Today
    Panel Discussion: 3 Game-Changing Innovation Models in Financial Services Today
    Pat Patel, Money20/20 | Dr Leda Glyptis, 11:FS | Drew Graham, Fintech Strategy | Megan Caywood, Barclays Recorded: Apr 4 2019 61 mins
    Innovation has quickly become an overused and distorted word. At Money20/20 Europe expect to cut through the hype, explore what measurements we can use to benchmark innovation and get to the heart of sustainable and commercial step change. A key question which has moved back up the C-Level agenda of established; banks, tech companies and payments companies is:

    "How can incumbents deliver meaningful game-changing innovation?"

    There are three options available for incumbents, and at Money20/20 Europe we’ll be developing deeper into each one:

    1. Can organisations transform their cultures to execute true innovation internally within their organisations? (cultural transformation)

    2. Perhaps tech transformation is the way forward, partnering or acquisitions to do so?

    3. Or do they need to achieve business model transformation by building something entirely new outside of the organisation?

    These options are being heavily debated in boardrooms throughout Europe, with a number of high profile banks recently announcing plans to build brand new subsidiaries. Some of the traditional banks, payments and tech companies are pursuing a few or all of the options while others are sitting on the fence. Which is most effective and why? What are the dynamics at play that determine success for different types of companies? Hear from the leading companies in our industry as they share their incisive insight on the successes but also the failures and the lessons learned.

    Panellists
    Dr Leda Glyptis, Chief of Staff, 11:FS
    Drew Graham, Fintech Strategy
    Megan Caywood, Managing Director, Global Head of Digital Strategy, Barclays

    Hosted by Pat Patel, Global Content Director, Money20/20
  • Q1 2019 Community Update: IT Security
    Q1 2019 Community Update: IT Security
    Wesley Simpson, (ISC)²; Christopher Pierson, BLACKCLOAK & Marija Atanasova, BrightTALK Recorded: Mar 28 2019 64 mins
    Find out what's trending in BrightTALK's IT Security community and the challenges keeping security professionals up at night.

    Join Wesley Simpson, COO of (ISC)², Dr. Christopher Pierson, Founder & CEO of BLACKCLOAK and Marija Atanasova, Sr. Content Strategist from BrightTALK for an interactive Q&A session to learn more about:
    - Topic trends & key insights
    - What security professionals care about
    - Events in the community
    - What to expect in Q2 2019 and beyond
  • Are We Prepared to Achieve Digital Transformation?
    Are We Prepared to Achieve Digital Transformation?
    Liz Miller-CMO Council, Stew Maurer-Convercent, Brandon Ebken-Insight, Alvin Lu-HashiCorp, Jen Mills-Microsoft Recorded: Mar 28 2019 64 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.
  • Sales Management: Fireside Chat - You Are Managing Salespeople - Now What?
    Sales Management: Fireside Chat - You Are Managing Salespeople - Now What?
    Steven Rosen Recorded: Mar 27 2019 46 mins
    Join sales management expert Steven Rosen and his guest sales management expert Suzanne Paling for an exciting “Fireside Chat.”

    In this episode, they will share their insights on what sales leaders who are ill-prepared to lead the sales organization must do to achieve their company’s objectives.

    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.

    Steven and Suzanne will answer these questions and share their insights into how to step up and lead the sales team.

    You will learn:

    - What is the role of the sales manager?
    - How can you ensure you are leading your sales team to achieve the objectives?
    - What are the biggest mistakes new sales managers make?
  • How To Improve Your Email Deliverability in 2019
    How To Improve Your Email Deliverability in 2019
    Andrew Kugler, Manager of Deliverability & Compliance, Act-On Software Recorded: Mar 26 2019 52 mins
    Email Success Starts with Data! Data is not just a buzzword; it’s the secret sauce to a successful email marketing strategy. Join us for the next webinar in our Act-On Deliverability Webinar Series with resident expert, Andrew Kugler. He will discuss the topic of data focusing primarily on emails.
  • Branding and Positioning for Marketplace Leadership:Revenue Growth Series Part I
    Branding and Positioning for Marketplace Leadership:Revenue Growth Series Part I
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Mar 26 2019 45 mins
    A clear, compelling and differentiated brand is a critical factor in the success of every market leader (company or individual). The right branding and positioning strategy can propel your growth and provide significant competitive advantage and the wrong branding strategy can make it more difficult to achieve revenue goals.

    In this event, part 1 of the revenue growth series, discover how to craft your messaging to accelerate revenue and command higher prices. Find out how to use artful branding to take yourself out of bidding wars and become the “obvious choice”. Understand how you can brand yourself both for today’s and future markets. Hear examples of companies that have been branding winners and losers (and the differences).

    We’ll cover the scenarios where you need a major brand overhaul and those where a branding tune-up is sufficient. You will understand why your brand promise is not just a clever slogan that your marketing department dreams up, but rather the foundation upon which your business is built. Last, but certainly not least, we will discuss how your branding and positioning can be used as a key asset to achieve profitable revenue and grow the value of your company.

    You will learn:
    1.Which branding elements contribute to greater revenue.
    2.How to successfully out-brand a larger competitor.
    3.The six major principles that separate great brands from mediocre brands.
    What you can start doing today - to get your branding and positioning on track.
  • Build A Coaching Culture for Successful Large Account Sales
    Build A Coaching Culture for Successful Large Account Sales
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Mar 20 2019 45 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.

    The successful large account salespeople today and in the future need to be intelligent, informed, skilled, knowledgeable and wise. Too much sales training focuses on information (mostly product-based) and skill (mostly routine). The leaders’ job is to coach the entire team to translate information into knowledge and move towards real wisdom in their interaction with prospects and customers. This webinar covers how to create a culture of coaching within your sales team, how to develop a deep customer-centric perspective within your company, and how to manage the short-term demands with a long-term perspective.


    You will learn:

    1.How to coach your team to turn their information into useful knowledge.
    2.How to find time and ways to coach your team.
    3.Sales enablement ideas for a coaching culture.
    4.Characteristics of a culture that fosters fast growth.
    5.How to nurture a customer-centric perspective in your sales team.
  • 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 Recorded: Mar 19 2019 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
  • Emotionally Intelligent Sales Cultures
    Emotionally Intelligent Sales Cultures
    Colleen Stanley, The Emotional Intelligence For Sales Expert Recorded: Mar 18 2019 43 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.
  • 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 Recorded: Mar 14 2019 35 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™??
  • Investment Management Community Update
    Investment Management Community Update
    Ryan Ross, BrightTALK |Simon Mott, HANetf | Roz, Clevertouch Apr 24 2019 2:00 pm UTC 45 mins
    In a world where technologies help marketing professionals improve by the day, what are the trends you should look out for?

    This webinar will provide an overview of current content being consumed in financial services, what other industries are doing to amp-up their marketing engines, and how specific companies are using these technology.

    Specific topics include:
    Digital transformation strategies in Financial Services .v. other industries
    Content consumption trends for increased engagement across Financial Services
    How HANetf has executed their marketing strategy incorporating these ideas

    Join in the discussion with our panelists:

    Roz Smith, Marketing Consultant, Clevertouch
    Simon Mott, Head of Marketing, HANetf
    Ryan Ross, Community Manager, BrightTALK
  • FinTech and Financial Services Community Update
    FinTech and Financial Services Community Update
    Ina Yulo, BrightTALK Apr 24 2019 3:00 pm UTC 60 mins
    Security and compliance are major concerns for financial institutions. Due to the large amounts of private data and the increase in breaches within some of the world's largest banks, the Financial Services industry is looking to new technologies and tools to help them stay secure and compliant.

    Join Ina Yulo from BrightTALK and a panel of experts as they discuss:

    -Which topics are Financial Services and FinTech professionals engaging with?
    -Why are topics like AML, KYC, fraud, and identity verification trending within the industry?
    -How can technology marketers create content that attracts decision-makers within financial institutions?
    -Analysing technological trends that aid in security and compliance: AI, biometrics, blockchain, identity verification
    -What does the future of Financial Services security look like?
  • Sales Management - Fireside Chat: Coaching Tips and Hacks to Crush Your Sales
    Sales Management - Fireside Chat: Coaching Tips and Hacks to Crush Your Sales
    Steven Rosen and Keenan Apr 24 2019 4:00 pm UTC 44 mins
    You will learn:

    1. The Goal of Coaching
    2. How to Effectively Coach Your Team
    3. Top Coach Tips and Hacks
  • IT Security Community Update
    IT Security Community Update
    Wesley Simpson, (ISC)²; Christopher Pierson, BLACKCLOAK & Marija Atanasova, BrightTALK Apr 24 2019 5:00 pm UTC 63 mins
    Find out what's trending in BrightTALK's IT Security community and the challenges keeping security professionals up at night.

    Join Wesley Simpson, COO of (ISC)², Dr. Christopher Pierson, Founder & CEO of BLACKCLOAK and Marija Atanasova, Sr. Content Strategist from BrightTALK for an interactive Q&A session to learn more about:
    - Topic trends & key insights
    - What security professionals care about
    - Events in the community
    - What to expect in Q2 2019 and beyond
  • IT Service Management Community Update
    IT Service Management Community Update
    Harriet Jamieson, BrightTALK and Elisabeth Thomas, Launch Product Marketing Apr 24 2019 6:00 pm UTC 60 mins
    Join BrightTALK's Harriet Jamieson and Launch Product Marketing's Elisabeth Thomas as they review the latest developments in IT Service Management.

    From automation to ITIL 4, Harriet and Elisabeth will be covering where ITSM is headed in the coming months.
  • Business Intelligence & Analytics Community Update
    Business Intelligence & Analytics Community Update
    Erin Junio, BI & Analytics Content Strategist, BrightTALK Apr 24 2019 7:00 pm UTC 16 mins
    Find out what's trending in BrightTALK's BI & Analytics community and what BI audiences care about in 2019!

    Join Erin Junio, BI & Analytics Content Strategist at BrightTALK for a session to learn more about:

    - Topic Trends & Key Insights
    - What BI & Analytics Professionals Care About
    - Events in the Community
    - What to expect in Q2 2019 and beyond
  • Self Motivation – when you don’t feel like it
    Self Motivation – when you don’t feel like it
    Jim Cathcart Apr 26 2019 3:00 pm UTC 47 mins
    The Motivation Expert, Jim Cathcart, author of The Self Motivation Handbook and 17 other books, is one of the top influencers in Sales & Marketing worldwide. He’ll explain how to get people to do what needs to be done even when they don’t feel like it…yet. Jim is the original author of Relationship Selling® and has worked with over 3,000 clients to increase their success
  • Rehumanizing the Sales Process
    Rehumanizing the Sales Process
    Shari Levitin, CEO of Shari Levitin Group Apr 26 2019 4:00 pm UTC 47 mins
    The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:

    •Anything that can be told can be asked
    •The ASK, LISTEN AND LINK method to sales
    •Leveraging first, second and third level questions will get to the heart of why people buy your product or service
    •How to listen to the emotion behind the words
    •Unpack three methods for linking what’s important to the customer and your offering
  • How to do anything better
    How to do anything better
    Tim Hurson Apr 26 2019 5:00 pm UTC 45 mins
    Imagine a team that’s always in fierce competition with its’ rival. It has fewer resources than its’ opponents – less money, fewer players, older equipment, less data. Yet this team has the best record in its’ league – by far. Tim will show you how you can apply the performance principles this team uses to your business and to your life.
  • Are you too nice to close the deal?
    Are you too nice to close the deal?
    Connie Kadansky, Sales Call Reluctance Coach Apr 26 2019 6:00 pm UTC 46 mins
    You cannot depend on relationship-building skills alone to make the sale for you! Relationships are important, but buyers primarily want you to fulfill their needs and solve their problems. Customers do not take action unless they are challenged to take action. Learn how to avoid the amygdala hijack and how to overcome yielder Call Reluctance and close the sale.
  • The Lies Salespeople Believe That Prevent Sales Growth
    The Lies Salespeople Believe That Prevent Sales Growth
    Carole Mahoney Apr 26 2019 7:00 pm UTC 39 mins
    Why do the majority of salespeople struggle to have conversations with buyers that build trust and add value? Learn what science has found are the hidden, but most common, mindsets and beliefs that the majority of salespeople struggle with and discover how they impact sales performance and growth.
  • Becoming a More Confident Coach
    Becoming a More Confident Coach
    Kevin Eikenberry, The Remarkable Leadership Expert Apr 30 2019 7:00 pm UTC 45 mins
    As a leader, you are a coach, yet many leaders don’t coach very well. Before you can apply the coaching tools and models your organization suggest and provides to you, you must have the confidence to use them.  Make no mistake, without the confidence to coach, you will be hesitant and less successful, plus it will be hard to instill confidence in your team members too.Join leadership expert and best-selling author Kevin Eikenberry for this interactive and practical webinar. You will gain insight into the mindset required to coach successfully, and how to build it for yourself.  If you are thinking organizationally, you will leave with ideas to help your organization infuse greater confidence into your coaches.  

    You will learn:

    1. Why confidence is so important for coaches
    2. Five ways to build your confidence as a coach
    3. How to help others become more confident as coaches
    4. How to effectively translate coaching confidence to coaching success
  • Spur Revenue Growth with an Optimized Revenue Model
    Spur Revenue Growth with an Optimized Revenue Model
    Christopher Ryan, The B2B Revenue Growth Expert May 1 2019 5:00 pm UTC 45 mins
    The revenue model is your strategy to earn income and generate profits, while the Go-to-Market (GTM) plan is the specific tactics you use to carry out the strategy. Every business should periodically evaluate its revenue model and GTM plan to ensure they are achieving maximum results in the most efficient and cost-effective way. In this event, you will learn over 20 potential ways to generate revenue and how by either selecting a better model or optimizing your existing strategy, you can achieve sales acceleration and better profit margins. New models will be included as well as proven frameworks like online, channel, direct, telesales, and hybrids.

    We will also discuss when it is better to optimize your existing model and how to do so. You will also learn about how pricing and packaging are two powerful tools that you can deploy to generate more revenue and achieve competitive advantage. Examples of companies that have achieved fast sales acceleration will be shared as well as proven strategies to quickly implement your new or optimized model. The overall goal of this event is to help you generate greater amounts of revenue, faster and more predictably.

    You will learn:

    1.How to diagnose the strength of your existing revenue model.
    2.Best ways to quickly achieve sales acceleration.
    3.How to optimize your pricing and packaging.
    4.Tips to successfully implement your new or revamped model.
    5.Methods to test a new model without disrupting your existing revenue stream.
  • High ROI Social Selling Strategies
    High ROI Social Selling Strategies
    Shane Gibson May 3 2019 3:00 pm UTC 48 mins
    Social selling is becoming a vital source for prospecting, lead generation, client engagement and service. In fact a recent study of over 500 B2B sales professionals found that 72.6% of sales professionals that use social media outperformed their peers that don’t. In this fast paced seminar Shane Gibson will help you and your team to profitably and efficiently integrate social selling into your sales process.
  • 8 Steps to Rolling Out a Powerful Social Selling Program
    8 Steps to Rolling Out a Powerful Social Selling Program
    Brynne Tillman May 3 2019 4:00 pm UTC 36 mins
    Learn the 8 steps that every sales team needs to implement in order to launch a profitable and scalable LinkedIn & Social Selling program.

    1. Define KPIs and Goals
    2. Buyer Mapping
    3. Selecting Tool Stack
    4. Content Strategy
    5. Playbook
    6. Profile Development
    7. Training
    8. Measure and Coach for Improvement
  • How to Unlock Amazing Sales Results by Improving Your Social Evidence
    How to Unlock Amazing Sales Results by Improving Your Social Evidence
    Paul Watts CSP CSL May 3 2019 5:00 pm UTC 27 mins
    Are You Looking for…Higher Quality Leads / Referrals, More Motivated Customers, Increased Deal Velocity or Improved Close Ratios? Then, You should consider how your Social Evidence is working for You or not. This webinar will explore the power of Social Evidence and how to leverage it for your business.
  • Is Your Personal Brand on LinkedIn Costing You Sales?
    Is Your Personal Brand on LinkedIn Costing You Sales?
    Viveka von Rosen May 3 2019 6:00 pm UTC 48 mins
    People who think that LinkedIn isn’t worth their time have probably not experienced the exposure or engagement they need to noticeably build their business. An insubstantial presence on LinkedIn IS costing you credibility and that IS costing you business. This webinar will cover the steps you need to create a powerful brand on LinkedIn.
  • Attract Buyers Like a Magnet with these Sales Strategies
    Attract Buyers Like a Magnet with these Sales Strategies
    Barbara Giamanco, Sales and Social Selling Advisor May 3 2019 7:00 pm UTC 42 mins
    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!
  • What Sales Can Learn From a Navy Seal
    What Sales Can Learn From a Navy Seal
    Carole Mahoney, The Sales Coach Expert May 6 2019 3:00 pm UTC 25 mins
    Join host Carole Mahoney ask she talks with Stephen Drum, a combat-tested Navy Seal and senior enlisted leader with 26 years of leading and developing high-performance teams to succeed. Together they explore what salespeople, sales managers, and sales leaders can learn from how the Navy Seal prepare, practice, and perform in high stake moments.

    You will learn:

    1. Why preparedness is so important, and why we don’t do it.
    2. What processes can be learned from performance psychology.
    3. How the military reviews, drills, and executes to continuously improve results.
    4. What steps we need to take to better prepare and the one thing we must absolutely do.
    5. The surprising element that every sales professional must remember.
  • Cut The Excuses - Strategies To Send Sales Through The Roof
    Cut The Excuses - Strategies To Send Sales Through The Roof
    Meridith Elliott Powell, The Connection Expert May 7 2019 2:00 pm UTC 45 mins
    In the world of sales there are no excuses. Complaining and justifying non-performance a waste of time and energy. No one cares. . The only thing that counts is how many deals you close, how many clients you win, how many relationships you deepen. Sales Is about getting results!
    In this webinar we are going to not only show you what is holding you back as a sales professional, but give you the strategies you need to cut through those excuses. We will dive deep into how to more easily and effectively differentiate yourself from the competition, get out of the price war, and make that important connection with clients that has them begging to do business with you.
    Selling today is different – the marketplace, the customers, the competition. Doesn’t it make more sense you would need a new set of strategies. If you are looking for ideas, insights and the secrets to opening more doors and closing more sales then this is the webinar for you. Join business growth strategist, Meridith Elliott Powell, and learn the what it takes in today’s marketplace to send sales through the roof!


    You will learn:

    1. The truth about what is holding you back in sales
    2. Epic ideas for cutting through the excuses
    3. Proven ideas to open more doors and close more sales
    4. A powerful plan of action to send sales through the roof
  • Seven Factors to Score Enterprise Accounts for Opportunities NOW
    Seven Factors to Score Enterprise Accounts for Opportunities NOW
    Lisa Magnuson, The Landing 7-Figure Deals Expert May 8 2019 4:00 pm UTC 45 mins
    Do you know how to score your largest opportunities to determine how to move forward? Is your scoring criteria leading to big wins for your largest enterprise prospects? Are you gathering the right insights about your highest scoring prospects? Learn about the seven factors to score your enterprise accounts for opportunities now.

    You will learn:

    1.Why is scoring your top opportunities critical?
    2.What are the most important account scoring criteria?
    3.How to determine the best insights needed for your highest scoring prospects.
  • The ROI for VR/AR in Advertising and Marketing + Monetization
    The ROI for VR/AR in Advertising and Marketing + Monetization
    VR/AR Association, Sophia Moshasha, Brightline, David Ripert, Poplar, Terry Proto, Alan Smithson, Deborah Worrell May 8 2019 6:00 pm UTC 75 mins
    We will present the latest use cases and ROI for VR/AR in marketing and advertising highlighting brands such as Loreal, Island, WarGaming, King, Snapchat and others
  • 7 Phone Habits to Book More First Meetings
    7 Phone Habits to Book More First Meetings
    Marylou Tyler May 10 2019 3:00 pm UTC 46 mins
    Author Marylou Tyler (Predictable Revenue & Predictable Prospecting) gives you 7 telephone strategies designed to book more first meetings, schedule more appointments with decision makers and turn your phone into a powerful sales tool that makes prospecting into targeted accounts fun, consistent, predictable and successful.
  • The All-New Needs Assessment in the Age of the Customer
    The All-New Needs Assessment in the Age of the Customer
    Deb Calvert May 10 2019 4:00 pm UTC 40 mins
    Our buyer research in the Stop Selling & Start Leading® movement revealed specific behaviors that buyers want to see from sellers. In this webinar, I'll share what this means for needs assessment and how you can shift from old-school diagnostic to buyer-preferred dialogic assessments.
  • Pricing Psychology: Getting into Your Customer's Head
    Pricing Psychology: Getting into Your Customer's Head
    Jack Malcolm May 10 2019 6:00 pm UTC 39 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.