The inside sales community on BrightTALK is made up of thousands of engaged inside sales professionals. Learn best practices for teleprospecting and lead qualification as well as advice for implementing sales prospecting tools. Join the discussion by attending on-demand and live inside sales webinars and round tables.
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
Watch this webinar to hear from Nancy Nardin, founder at Smart Selling Tools, Valerie Kuklenski, Senior Legal Contracts Manager at BlackLine, and Ryan Vandersloot, Account Executive at DocuSign, on how sales organizations are shortening their sales cycles and increasing ROI by reducing paper waste and going completely digital with DocuSign’s eSignature solution.
Sign up now to hear more about DocuSign’s seamless eSignature solution and how DocuSign can help shorten the sales cycle and help close more deals.
HG Data is the best-in-class leader for technology installation information in the world. B2B technology marketers rely on our accurate technographic insights, based on advanced data science, to build better forecasts and precisely target their campaigns at scale, while innovative OEMs use our intelligence to enhance their product offerings.
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.
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
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.
Sara Tatnall, Director of Marketing at PFL, will present three exciting account based marketing plays that grab attention and hold it. Get in-the-trenches tactics, not high-level strategy, that you can apply right now for your sales and marketing teams. She’ll also share real-world customer examples that drove incredible ROI and massive pipeline boosts.
Join this session to learn:
- ABM plays that work well for various target account segmentations
- Ideas for account and contact personalization across channels
- Tips for multi-channel execution and measurement
Your customers and prospects are busy people. Every week they are inundated with e-mails, phone calls and social media intrusions from companies pitching their solutions. How do you make sure your outreach stands out and leads to further engagement?
The sales and marketing teams who run the most successful cross-sell/up-sell and competitive takeaway campaigns do so my learning all they can about the technology their prospects use to run their business. This allows them to craft highly tailored messages that directly address the pain points prospects are having with their current tech stack, in a language that resonates and encourages follow up.
In this webinar we'll cover:
• Using targeted technographics to identify the right accounts to target for your cross-sell/up-sell and competitive takeaway campaigns, as well as your ABM programs
• Developing messages that are focused on what you know about your prospect’s tech stack
• Examples of what successful targeted messaging looks like
The presenter for this webinar is Mark Godley, the chief revenue officer for HG Data. Mark has held leadership positions at technology companies of all sizes, from pre-revenue to publicly traded. Mark is best known for driving revenue that significantly outpaces industry growth while rejecting the herd mentality.
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!
Businesses today have a huge amount of data at their disposal, but are they making it work for them? With the typical business storing information from various sources in different places, the challenge is collating this into a usable form that is also cost-efficient.
This is crucial, as having genuine insights into your customers’ behaviour is critical in understanding how to delight them and keep them as brand advocates. What you don’t know, you can’t change, and this session will explain how analysing existing data streams can find solutions to problems you may not have realised existed.
- How to make your analytics work harder for you
- What the data you already have can teach you about your customers, and ultimately improve service
- How to make sure your data analytics is cost effective
About David Rowlands
David is responsible for the 8x8 Contact Centre portfolio in the EMEA region, with a passion for using technology to find solutions to business issues. With over 20 years’ experience in the integration of Voice and Data techniques to marry applications to events and drive down transactional costs and increase efficiencies, David has been recognised as a leader in his field.
David was the owner and founder of ICT Associates, winning the BT Voice and Data integrator of the year for his work in the design and deployment of Public Sector contact centres. He used the skills learnt to drive down costs for the private sector and featured in the Open Universities Business School as an exemplar of business techniques.
Per CSO Insights’ 2017 Sales Manager Enablement Report: “Sales enablement is a growing trend, but sales performance is not improving... Clearly, something is missing.”
What’s missing is a logical, aligned, well-executed Systems Approach to Sales.
In this BrightTALK Sales Summit webinar, sales transformation expert Mike Kunkle will share 4 sales systems that can solve 80% or more of your sales enablement challenges and radically transform your company’s sales results.
Join Mike -- where your questions are welcomed and expected -- and learn how you can be a Sales Transformation Hero at your company.
Senior Sales Leaders, Sales Managers and Account Managers will all learn about:
The power of a pro-active account management approach
How to gain access to executive sponsors
Tips to differentiate your company
Three must have account management structures
How to set up client meetings for success
Champions and their role in your achievement
Attracting, landing and growing big accounts is both an art and a science. Many sales people aspire to big deal closer or rainmaker status but only a few get there. This panel dives into the strategies, attitudes, processes and behaviors needed to succeed in this specialized and highly rewarding sales discipline.
In selling, is it better to accentuate the negative or the positive? Short answer: it depends. Different people react differently to how they perceive the decision—and sales pros who know the difference can pump up their win rate and avoid leaving money on the table.
While traditionally sales enablement organizations have focused on developing the Seller, few have an answer for how to best enable the Manager.
Consider this from CSO Insights: Organizations that invest in manager effectiveness programs achieve 107% revenue attainment versus 88% for those that don’t. That’s a top-line difference of $1.4M for the average 6-person team carrying $1M in quota per rep. It’s also the difference between making and missing the number.
So what is a manager effectiveness program? Join me as I share what we learned in a workshop event held with 10 senior sales leaders. We’ll dive into the two key pillars identified as crucial to manager effectiveness:
1. Move management processes from ad-hoc to formal
2. Develop front line managers as coaches
And explore the specific processes identified as making the biggest top-line difference.
Rob Pinna, Chief Product Officer, CommercialTribe
With 30 years of experience in enterprise software, Rob’s passion is solving challenging business problems through customer validation and a lean startup model. He is responsible for leading CommercialTribe’s product and marketing strategies.
Leadership isn't the same as management. If you are a Sales Manager, Director or VP, tune in to learn the differences and how you can make a much bigger impact when you demonstrate strong leadership of people AND solid management of the sales function.
Effective sales managers don’t really manage. They lead and coach their team members. While they must have an understanding of sales processes, they also should have a keen sense of what makes a good salesperson tick. Ken Thoreson, and Suzanne Paling join moderator Diane Helbig for an engaging conversation around this important topic. From affecting change to using tools and systems to the value of analytics, our experts will give you ideas you can take back into your business today!
The most differentiating aspect of a strong value proposition is its degree of relevance to the buyer. This session shares an approach to developing a value proposition that centers on how to wrap your product or service offering in buyer-focused messaging that drives home relevance.
SiriusDecisions recently introduced the new Demand Unit Waterfall, a process that enables teams to track their lead flow, improve their processes and, ultimately, drive increased revenue and growth. Quality third-party data is a key driver in implementing a successful Demand Unit Waterfall in your organization, but exactly what data should you be looking for and how do you apply it?
In this Webinar we’ll cover
• Enhanced company profile data and how it can help you define and refine your TAM, and inform sales and marketing efforts throughout your demand generation activities
• Using Reverse technographic analysis to uncover your Ideal Customer Profile and identify Active Demand
• A case study from a customer who used technographic data to find the right customers to target and achieve well above average response rates on demand generation campaigns
Presenters for this webinar include John Donlon, Senior Research Director at SiriusDecisions, Barbara Winters, Vice President of Marketing at HG Data, and Zak Pines, Vice President of Marketing at Bedrock 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.
Would you like to improve sales performance, grow your active pipeline, increase calls made and meetings booked? Would you like to increase logging of new contact information and improve the overall usage of your CRM?
Gamification for Salesforce can help you do just that by fostering teamwork, collaboration, and a healthy level of competition within your sales organization that will ultimately boost the performance of your sales team.
During this webinar you will see a live demonstration of NewVoiceMedia Motivate working alongside Salesforce Sales Cloud and NewVoiceMedia ContactWorld for Sales.
You will learn how to:
- Analyze personality types and design incentives that will reward sales reps in a way that will energize them most
- Run team competitions with incentives to drive performance
- Increase sales performance through interactive, real-time leaderboards, alerts, recognition and comparisons
- Use gamification techniques to encourage your inside sales team to make more calls and engage more prospects over the phone
Many sales leaders struggle to get their salespeople to successfully use LinkedIn to grow their business. LinkedIn Expert Brynne Tillman and Sales Execution Expert Steven Rosen will share their formulas for success.
This webinar will cover two perspectives to a Crush your sales numbers using LinkedIn;
1. The practical and tactical activities to leveraging LinkedIn and
2. 3 Steps to effectively execute your LinkedIn strategy
Smart sellers collaborate to shorten sales cycles, increase deal size and differentiate themselves from competitors. Learn how to expand the breadth and depth of your knowledge by creating go-to resource teams. Turn yourself into that go-to resource invited to sit at your clients’ strategic business tables!
Are you frustrated with your sales results, even though you have put a lot of time, money and effort, your heart and soul into growing your revenue? Looking to grow your sales, quickly and effectively, but also prevent buyer’s remorse and keep your clients loyal?
This webinar will help you identify new ways (that you can start using right away!) to find, engage, win and keep new clients.
Here's what you will discover:
1.FIND: How to find new clients who are in the market today
2.ENGAGE: How to connect with them instantly and engage into a dialogue
3.WIN: How to remove any resistance and win new clients
4.KEEP: How to prevent buyer’s remorse and keep your clients loyal
Don't make a decision and budget for sales training in 2018 before listening in to hear what NOT to do in preparing and delivering sales training in your organization. Avoid costly mistakes, wasted selling time and poor ROI. You'll receive a checklist to evaluate sales training programs and sales trainers, along with a list of the most common mistakes sales organizations make.
In Miller Heiman Group’s CSO Insights latest Sales Performance Optimization Study, on average, only 57% of reps make quota. If you could ask a few insightful questions proven to fill your pipeline with quality deals, would that be a good use of your time? Join Janice Mars, Principal and Founder of SalesLatitude and Shawn Sandy, Chief Revenue Officer of The Selling Agency for a fun and action-packed 45 minutes on how to crush your quota and make more money.
As a Sales Manager, you can make an even bigger impact when you learn how to cross-apply your selling skills. Needs assessment, proposing solutions and overcoming objections are all a part of sales coaching, too, so you've got a fine foundation to build on. It's simply a matter of shifting your delivery to meet the needs of your new customer (the salesperson!). Join me to find out how to make the shift that will make an even bigger impact on sales.
Sales Managers get pulled in many different directions. Some respond by aligning themselves with upper management. Others take on the role of the sellers' champion. Some groups of Sales Managers band together to experience strength in numbers. The truth is, effective Sales Managers learn to represent and satisfy all their constituent groups. By doing so, they bridge the gaps and keep the sales operation running smoothly and in alignment with company goals. In this workshop, we'll identify the tell-tale signs of Sales Managers widening the gap and provide strategies for enabling them to be bridge-builders instead.
Sales Managers manage sales... So who leads salespeople? Sadly, in many sales organizations, the answer is no one. But when a Sales Manager focuses on leading and developing and ennobling sellers, there is a profound impact on employee engagement, retention, sales productivity, customer satisfaction and both top line and bottom line results.