Inside Sales

What’s the single best thing to improve your win-rates? The answer is better discovery.

In this webinar, Mike Kunkle shares a framework that will enable your sales force to understand your customers better than ever before, to build a compelling case for change and deliver what our buyers value.

Is your sale complex?
Are there multiple buying influences and long sales cycles?
Are these deals getting more complex and harder to close?

If you have a B2B complex sale, there are 8 elements you need to be aware of to help you shorten your sales cycle.

Relationships are hard, even when it comes to B2B sales for subscription businesses. But as challenging as it may be, it’s not impossible, even with sales evolving more and more into relationship management.

G2 Crowd’s Senior Vice President of Sales, Olivier L'Abbé, joins us to discuss the keys to building a rock star relationship team across all go to market functions, and why transparency and honesty are the foundations of successful sales, marketing, and customer success organizations. Register today to learn more about:

•Why curiosity is one of the most important traits in building a relationship team
•How to better personalize your outreach to increase engagement with target accounts
•How their team improved demo conversion rates with prospects using video

Presenters:
Senior Vice President of Sales, G2 Crowd - Olivier L'Abbé
Director of Demand Generation, ProsperWorks - Harvey Rañola

Let’s push past the hype and the BS and look at the facts: Artificial intelligence has evolved to the point where any sales organization that leverages AI will see measurable improvements in customer engagement, LTV, and overall sales.

AI can take on the simplest tasks, like automation of admin work such as activity logging, flagging high-priority emails, and managing contacts in your CRM. It can swiftly and accurately sift through leads, deals, and accounts to identify what’s actually worth your time, and dynamically identify which leads are ready to convert. It’ll help you ditch the sandbagging with accurate quarterly forecasting — and more.

To learn more about how to sell smarter, harder, and more with AI, how to seamlessly integrate the technology into your organization, and to learn of real-world results from leading brands, don’t miss this VB Live event!

Register now for free!

Attend this webinar and learn:
* AI fact versus fiction when it comes to sales
* How to build a data- and AI-friendly sales organization
* How leading brands build real results and how they do it
* Which AI tools actually bring results and which are still in development
* What's next for AI and sales?

Speakers:
* Rick Winslow, VP, Head of Digital Innovation & Transformation, Capital One Commercial Banking
* Jenny Lin, Data Scientist, Yelp
* Ksenia Kouchnirenko, Head of Business Systems, SurveyMonkey
* Marlene Jia, COO & CoFounder, TopBots
* Rachael Brownell, Moderator, VentureBeat

Sponsored by Drift

See LIVE how to transform a mediocre value prop into one that will get buyers’ attention. Too often marketing has one version, and sales must generate their own that is conversation-relevant. Result: a confusing and fractured message. See the BEFORE, DURING and AFTER of a real value prop transformation.

See how Workbooks can we help you acquire, convert and retain customers.

If you sell or market a B2B technology product or service, you’re accustomed to developing call scripts or marketing collateral that highlights how you solve the pain points of a competing technology, or enhance the functionality of a complementary solution. However, all the work you’ve invested in crafting that refined message gets lost if you’re not delivering it to the people that would benefit from your offering the most.

In this webinar, we’ll show you how to get your message to the right audience by enriching your Salesforce accounts with comprehensive technology installation data (technographics). Through real use cases from our customer, Tegile, a Western Digital brand, you’ll not only see how easy this is to do, but also understand how effective it can be. In brief, here’s what we’ll cover:

- How Tegile, a Western Digital brand, is using technographic data to deliver personalized content for their ABM programs, develop custom product pitches for their SDRs, choose the right channel partners their accounts, and conduct strategic target market assessments.

- A brief overview of Salesforce’s new Lightning Data app platform and how you can use it to quickly enrich your Salesforce accounts with trusted third-party data

- An introduction to technographic data and how easy it is to add to your Salesforce accounts using our HG Data for Salesforce app

Join sales management expert Steven Rosen and his guest sales expert Tibor Shanto for a no holds barred fire side chat sharing their insights on the most challenging issues facing sales managers today.

No powperpoint, 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.

Too often we fold like a house of cards and give away margin during negotiation because we’ve not prepared for this part of the deal. Or, the entire sales process circles around price, terms, and negotiation like the earth revolves around the sun.
So, how do you set yourself up for negotiation that is truly win-win? In this session, you’ll learn six ways to more profitably negotiate.

There are a lot of demands on a sales manager, but only 3 areas where a sales manager should be spending 75% of their time. In this session you will learn which 3 competencies are crucial, what is involved in each, and how they impact the team.

The world around us is transforming requiring Sales to transform. Whether you’re a seasoned sales professional, or new to the world of sales, learn how companies are transforming their sales organizations:

- Establishing deep understandings of your customers
- Focusing on business outcomes and value
- Articulating financial impact around your offering
- Having “conversations” instead of presentations
- … and much more

Why attend? Learn how doing a handful of things differently can have a huge impact on your sales success, and your customer's business.

About the presenters:
Bill Gusmano is the General Manager, Americas for Quadmark. Bill is an accomplished professional with over 25 years experience in Channel and Direct Sales Management, GTM Strategy and Solution development. Bill has expertise in the delivery of IT consulting, infrastructure design and management, enterprise system integration, application development, managed services, and outsourcing/off-shoring. He has held senior positions in Sales, Professional Services, Alliance Management, Strategy and Market Development, at CM-NYC, MicroAge, Pinacor, Omnitech (now CIBER), Keane, and CA.  

Eric Doyle is a Sr. Consultant who engages companies of all sizes in the development of sales and marketing strategies to accelerate revenue growth and brand awareness. With 30+ years of working for and with companies like Intel, Hewlett Packard, Dell, Microsoft, VMWare and others, Eric has extensive experience in all verticals with an emphasis in Financial Services and Public Sector. A natural story teller, Eric understands how to communicate business value through the application and use of technology.

Whether you’re establishing a new sales enablement function or upgrading your current approach, join sales enablement expert Mike Kunkle for this webinar to hear:
How sales enablement should be defined
The foundational building blocks that will lead to success
Services to consider offering
How to perpetuate success with systems thinking

Mistakes are a natural part of business and yet we don’t always deal with them very well. Please join us to:
Get more comfortable with mistakes
How to move past them
How to learn from them
…..and be even more successful in sales because of them.

Want to solve the mystery of Sales Forecasting? It's actually not a secret. There are major keys that Sales Leaders and Salespeople miss in all the weekly/monthly sales commotion. We'll lock down on best-practices and ways to assure forecasting accuracy and avoid common errors and misconceptions. Let's nail your forecast!

What are top-performing SDR teams doing differently? In this webinar I'll share three tips that you put into action today to help your teams achieve more and stay longer. I'll also cover:

Why fewer leads might be the answer
Promoting sales confidence
What you may not be measuring and celebrating what you should be
What managers can do to help work NOT suck for their team

When you have one chance with a prospect, how do you quickly establish the connection necessary to move the call forward? In this session you’ll learn how professional actors quickly connect with scene partners and confidently engage audiences - and how to apply those skills for more successful sales calls!

Mike Bosworth has been a thought leader within the field of sales and marketing over the last several decades. He is an author, speaker, entrepreneur, story seeker and sales philosopher.
Bosworth is the best-selling author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) co-author of Customer Centric Selling (McGraw-Hill, 2003) and co-author of What Great Salespeople Do: The Science of Selling Through Emotional Connection and The Power of Story (McGraw-Hill, 2012).

Workbooks CRM can we help you acquire, convert and retain customers?

Workbooks CRM empowers you to deliver exceptional customer service:

Unified Experience
Support ticketing
Workflows & Automation
Service Metrics
Profiling & Renewals

Workbooks CRM enables you to work more effectively, to better identify opportunities, close more deals and grow revenue. Learn how Workbooks can help accelerate sales and increase productivity.

Looking for an edge in selling to executives - insights into executive compensation will help. Join Dr. Stephen Timme and learn how to use executive compensation to gain insights into executive decision making, have more effective conversations, and create more targeted messaging in your proposals. Dr. Timme will share stories and tips about how to use executive comp to better connect with buyers.

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.

Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.

Your best business is new business with your current large accounts. As the CEO or chief sales officer of a $5m to $250m company, how do you deploy your sales resources to make that happen systematically? You need a carefully crafted plan! Tune in to learn more.

See what Workbooks CRM has to offer for marketing professionals within the CRM tool. Learn how Workbooks CRM helps you run campaigns and generate more quality leads, giving you the tools you need to execute your marketing strategy and measure ROI.