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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.
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Webinars and videos
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2 Minutes on BrightTALK: Meeting Decision Makers Through Referral Selling
Joanne Black, Author, No More Cold Calling
Recorded:
Mar 11 2014
3 mins
Join Joanne Black as she describes the importance of building a referral program with metrics and accountability in order to get meetings with decision makers and convert prospects to clients. -
2 Minutes on BrightTALK: Using Metrics to Achieve Sales and Marketing Alignment
Mark Synek, Principal, Sales Benchmark Index
Recorded:
Feb 25 2014
2 mins
Join Mark Synek as he describes how to better align sales and marketing through metrics, expectations and communications. -
2 Minutes on BrightTALK: The (Sales)People Problem
Jim Keenan, Founder and Partner, A Sales Guy Consulting
Recorded:
Feb 18 2014
3 mins
Jim Keenan explains how to maintain a great sales team and how to recruit the next generation of sales talent. -
2 Minutes on BrightTALK: The Biggest Mistake Salespeople Make
Jim Keenan, Founder and Partner, A Sales Guy Consulting
Recorded:
Feb 11 2014
3 mins
Jim Keenan explains how understanding the context of your client's problems will help your team close sales. -
You want my money? Inform and entertain me!!
Val-Pierre Genton · Value Creator
Recorded:
Feb 5 2014
3 mins
Why do we treat professionals differently than consumers? Putting on my suit doesn't mean I want to die of boredom. Consumer content sizzles with entertainment while informing and influencing. B2B content can do the same. -
Pick Up the Damn Phone! How People, Not Technology, Seal the Deal
Joanne S. Black, Founder, No More Cold Calling
Recorded:
Jan 29 2014
46 mins
The rapid growth of LinkedIn, Facebook, Twitter, and a whole range of other social selling tools, has lead an entire generation of sales people to abdicate their sales duties to technology. As salespeople, it's our job to make the connections that matter - connections cemented with phone calls, not status updates.
You'll learn:
- Why technology addiction is killing your sales
- How to balance tech with touch
- Why you can't believe the hype about how buyers buy
- How the roles of marketing and sales are different and ways they can help each other
- Why referrals are the original (and best) social selling tool -
4 EDGY Ideas for Winning New Business We Learned From 1,000 High Performers
Dan Waldschmidt, President, Waldschmidt Partners International
Recorded:
Jan 29 2014
44 mins
At times, winning new business can seem frustratingly impossible since tactics that used to work are no longer relevant.
Dan and his team spent 4 years and thousands of hours studying the behaviors of 1000 high performers and learned some important lessons:
● How being human drives better sales results (and improves relationships)
● The best way to get the biggest results regardless of what you’re selling
● Why saying ”NO” more often is the key to getting consistent results
● The reason that giving more leads to selling more
Join this webinar to learn more about each of these lessons and how ordinary salespeople can achieve outrageous results. -
20 Crucial Sales Metrics In 20 Minutes
Chris Wintermeyer, Chief Advocate, Domo
Recorded:
Jan 29 2014
44 mins
For sales leaders, watching the right performance metrics and effectively managing those measures can make all the difference between a stellar quarter and a lackluster one. This fast-paced webinar will highlight 20 innovative KPIs that sales leaders may not be watching, but which can provide powerful insight to help achieve stronger, more predictable sales. We’ll also share lessons learned from a veteran Sales VP and discuss new Sales dashboarding technologies. -
How to Eliminate Bottlenecks to Your Sales Team's Productivity
Craig Rosenberg, TOPO (Moderator); Adam Becker, TinderBox; Lori Richardson, Score More Sales
Recorded:
Jan 29 2014
49 mins
It is clear that productivity is crucial to the success of a sales team but how exactly do you improve it? With so many possible areas for improvement (lead quantity and quality, training, time management, tools, processes, etc.), it can be daunting to find the most effective and efficient solution for your team. Join this discussion to hear from thought leaders and practitioners on how they've identified and enhanced productivity for their sales teams. -
Reaching the New Buyer with Social Prospecting
Mark Synek, Principal, Sales Benchmark Index
Recorded:
Jan 29 2014
36 mins
Cold Calling is dead. No one reads unfamiliar e-mails. Join Mark and learn how to reach today’s media-saturated B2B buyer by utilizing Social Prospecting, and how your organization can build a Social Prospecting capability. -
2 Minutes on BrightTALK: How to Socially Prospect and Sell Effectively
Mark Synek, Principal, Sales Benchmark Index
Recorded:
Jan 28 2014
3 mins
Find out what 3 things organizations must do to socially prospect and sell effectively. -
SpotifyMyPandoraTEDTube: lessons from B2C that unlock B2B revenue growth
Val-Pierre Genton · Value Creator
Recorded:
Jan 23 2014
48 mins
Music and video are rewiring our audiences and their relationship with content while apps nourish their impatience, on demand. Learn how best-in-class brands are tapping into this behavioral transformation to rethink audience engagement while making sales and management teams smile, big. Share your own challenges and successes with your peers during the session. Walk away with actionable insights that will make a positive revenue impact on your business and maybe even your own bank account! -
2 Minutes on BrightTALK: How People, Not Technology, Seal the Deal
Joanne S. Black, Founder, No More Cold Calling
Recorded:
Jan 21 2014
2 mins
Technology has enhanced the lives of many but it can't replace human interaction. View this video to find out why Joanne Black believes it is crucial to pick up the phone to seal the deal. -
My RIDICULOUS content expectations
Val-Pierre Genton · Value Creator
Recorded:
Jan 14 2014
4 mins
I'm not alone. Any sensible human that cherishes their life is starting to move away from "mass media" to "my media". -
Wow, how I buy has changed so much.
Val-Pierre Genton · Value Creator
Recorded:
Jan 7 2014
3 mins
The impact digital media and content marketing are having on the buying cycle is NUTS. -
2 Minutes on BrightTALK: How to Increase Your Sales Team's Productivity
Nancy Nardin, President, Smart Selling Tools
Recorded:
Jan 7 2014
2 mins
In order to increase productivity of your sales team, Nancy Nardin believes it is crucial that you be able to answer this question. Do you know the answer? -
The 2013 Top Sales & Marketing Awards Ceremony
Hosted by Jonathan Farrington CEO of Top Sales World and Gerhard Gschwandtner of Selling Power
Recorded:
Dec 17 2013
68 mins
The annual Top Sales & Marketing Awards contest has been created to hail “the heroes” of the sales and marketing space; to laud those companies and individuals who have gone that extra mile, who have been unafraid to challenge paradigms and who have had the courage to pioneer, when others remained wedded to the status quo. -
How to Maximize Your CRM's Intelligence
Brian Kelly, Chief Marketing Officer, InsideView
Recorded:
Dec 11 2013
35 mins
Did you know?
‣ 57% of decision process is made before the first sales call.
‣ 74% of marketers are challenged to generate high-quality leads
‣ 65% of rep’s time is spent not selling, and only 63% make quota
‣ Cold calling and unsolicited email campaigns barely have a pulse
‣ 74% of sales teams have poor CRM adoption
Register now to attend this informative 45 minute session and discover new smart social selling strategies. InsideView CMO, Brian Kelly will show you how to infuse CRM intelligence into your social selling activities so you can:
• Engage prospects with relevant offers, at the right time
• Identify and prioritize leads with the highest probability to close
• Find and leverage your professional connection network for warm introductions and referrals
• Leverage accurate data, relevant insights, and professional connections from within your CRM system -
Sales Enablement: Quantifying the Impact on Revenue and 4 Strategies for Success
Nancy Nardin, Smart Selling Tools; Joanne Black, No More Cold Calling; Babette Ten Haken, Sales Aerobics for Engineers
Recorded:
Dec 11 2013
47 mins
In this webinar, you’ll learn how to quantify the impact sales enablement can have on your revenue. If you’re looking to deploy Sales Enablement, you don’t want to miss this webinar. Impact on revenue—or rather, the impact on sales productivity—is the most important factor when considering any sales solution. You’ll learn how to assess the likely increase in productivity and how to translate that into expected revenue growth. -
Smarter Sales Execution to Guide the Buyer Journey
David Kriss, Senior Director Strategic Consulting, SAVO
Recorded:
Dec 11 2013
45 mins
One of the biggest challenges sales organizations face is harmonizing their go-to-market strategies with their sales process and the buying process their buyers expect, and often, demand. Despite a heavy investment in internal sales process development and seller training, many commercial organizations still lack the ability to reconcile their strategic revenue initiatives with their sales execution.
Join David Kriss, Sr. Director of Strategic Consulting at SAVO, learn more about the pragmatic way to uncover the customer buying process or “sales motion” and connect it with the intentions and actions of the go-to-market teams to eliminate execution gaps. -
Is What I'm Doing Enabling or Disabling the Sales Team?
Deb Calvert, President, People First Productivity Solutions
Recorded:
Dec 11 2013
49 mins
Sales Leaders:
When you’re really, truly honest with yourself… when you listen to that nagging little voice in the back of your mind… Don’t you sometimes wonder:
Is What I’m Doing Enabling or Disabling the Sales Team?
Inadvertently, sales leaders are disabling capable and motivated sales professionals every day. Your good intentions to track sales performance, to monitor sales activities, to manage your pipeline and to accelerate sales force productivity can backfire and diminish the effectiveness of your sales team.
Ironically, your efforts to enable the sales force may instead be disabling the sales force. And you may be caught in the crosshairs – trading selling time for time spent on information gathering or reporting. No wonder “sales enablement” initiatives are so challenging to implement!
In this dynamic webinar, sales productivity expert Deb Calvert, president of People First Productivity Solutions, will share stories from the trenches and research to help you strike the right balance. -
The Seven Deadly Sins of Incentive Compensation
Jim Chidester, Senior Director, Product Marketing, Xactly Corporation
Recorded:
Dec 11 2013
48 mins
Acquiring, retaining and motivating the right talent continues to top the list of challenges identified by CFOs and other C-Suite executives at companies of all sizes. Incentive compensation plans that miss the mark can damage any company’s profitability, and even put the future of a company at risk.
Join us to discover the seven most costly mistakes companies are making in terms of incentive compensation design and management as identified through the analysis of eight years’ worth of compensation data – literally billions of calculations – from hundreds of companies.
Webinar content will include specific do's and don'ts for building effective sales incentive plans, and actionable advice regarding how your company can leverage technology to attain the highest levels of employee motivation while avoiding risky accelerators that can wipe out company profits. -
Whale Hunting: How Master Salespeople Win Huge Accounts
Mike Schmidtmann, 4-Profit; Dean Gilchrist, Cisco Systems
Recorded:
Dec 11 2013
47 mins
Every salesperson would love to have a base of huge, profitable accounts. Before you can manage these accounts, you have to win them first. What are the keys to winning these “whale” accounts? How are these sales different?
In this session, we describe the selling process used in landing several signature multi-million dollar accounts. What was the preparation? What was the winning strategy? You will learn what it takes to “harpoon” the whales in your own business. -
Turn Your Sellers into Stars with Great Content
Jim Moliski, SVP Strategic Services, Launch International
Recorded:
Dec 11 2013
47 mins
Your salespeople need knowledge and insights to drive big deals. Is your sales content helping?
Think you don't have budget or time for better tools? Think again. Most companies are sitting on a wealth of insight and knowledge that, with minor modification, can drive sales success.
In this webinar, you'll learn how to:
- Understand the content needs of salespeople and become an advocate for better tools
- Find the game-changing insights that will capture customer attention
- Show marketers and product experts how to create less content that leads to more success
Join Jim Moliski, SVP of Strategic Services at Launch International, to learn about strategies that can lead to success in the shortest timeframe possible. -
2 Minutes on BrightTALK: How to Create a Successful Sales Compensation Plan
Erik Charles, Director of Product Marketing and Principal Incentives Strategist, Xactly
Recorded:
Dec 10 2013
2 mins
In the U.S., more than $800 billion are spent annually on sales compensation, yet companies are failing to properly plan and manage it. Erik Charles of Xactly shares the key stakeholders needed to make and manage a successful compensation plan and the role each person has to play.
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How Silicon Valley's Fastest Growing Companies Add $100m in Revenue
Rod Sloane Sales and Marketing Alignment Group
Mar 19 2014
9:00 am
UTC
45 mins
This is a must-attend webinar for any CEO or Sales Director who sells B2B and is impatient to grow rapidly. Rod Sloane shares a practical, powerful management tool that will create "Predictable Revenue" for your business.
Learn how to build an outbound sales machine that can triple your pipeline, focus on the leads that give you exponential growth, find out why salespeople shouldn't prospect, discover how to hire and grow the best kinds of salespeople and hear how fast growing companies use Predictable Revenue
Walk away with specific ideas and actions that you can begin implementing today to begin increasing revenue. -
Sales Enablement - Connecting Marketing Messages with Sales Conversations
Bob Apollo, Inflexion-Point Strategy Partners
Mar 19 2014
2:00 pm
UTC
45 mins
Sales enablement is seen by many as the essential bridge between the marketing message and the sales conversation. But it's more than that: it's also the most effective way of facilitating the buying journey in complex, high value B2B sales environment. It's no wonder that the subject is attracting so much attention.
Bob Apollo shares some of the latest best practices in this increasingly important area. -
Game-Changing Sales Enablement: Repeatable Conversations that Drive Revenue
Jim Moliski, Craig Nelson, Pat McAnally, Tamara Schenk
Mar 19 2014
4:00 pm
UTC
45 mins
Great sales conversations have never been more important. Today's complex problems require new ways to engage buyers across all stages of their journey. Join a panel of sales enablement experts to learn how to develop a systematic program that enables your salespeople to have insightful conversations that set them apart from competitors.
Moderator:
Jim Moliski, Senior Vice President, Strategic Services, Launch International
Presenters:
- Craig Nelson, Founder and Principal, Sales Enablement Group
- Pat McAnally, Research Director, Portfolio Marketing Strategies, Sirius Decisions
- Tamara Schenk, Research Director, Miller Heiman Research Institute -
How to Build Awesome Sales Enablement Content? Start with Your Customer!
Thierry van Herwijnen, Global Sales Enablement, Cisco Systems
Mar 19 2014
6:00 pm
UTC
45 mins
Find out what happens when a company with thousands of salespeople and channel partners, and tens of thousands of pieces of marketing content, created by hundreds of different product groups and business units, decides to create content that is consistent and supports the right actions in the field. Thierry will discuss Cisco’s global effort to create less, but more relevant content, in order to help deliver better sales impact.
Thierry is a regular professional speaker and educator in the field of sales enablement and has delivered numerous keynote addresses and educational sessions across the world. -
Return On Objectives – Harnessing Objectives to Drive Better Sales Conversations
Tibor Shanto, Principal - Renbor Sales Solutions Inc.
Mar 19 2014
7:00 pm
UTC
45 mins
Objective based selling looks at how to align the conversation with the buyer’s objectives, and leveraging those objectives to create a better conversation that drives mutual opportunities and success. With changes in the buying and selling dynamic, B2B buyers who are ready to buy are much better informed and more empowered than ever, and unless sellers are that much better prepared they risk being reduced to glorified order takers. Buyers who are not in the market, the so called Status Quo, are more time deprived than ever and are much less susceptible to traditional sales approaches and conversations. Impervious to pains, needs or solutions, a large segment of your market is better able to cocoon themselves from traditional sellers and sales conversations.
The presentation will cover how to take advantage of current realities and present specific ways sellers can successfully approach and engage prospects, but create selling opportunities where others may not see any, and in the process build credibility, expert status, and loyalty with existing and new buyers. Objective based selling is a process based, value driven four plank platform for success in selling to Status Quo buyers, the most overlooked segment of the market:
• Breaking down "Value" to core components and why people buy
• Leveraging past experiences – Won, Lost and No Decision deals – 360o Deal View
• Building a better question
• Proactive exploration -
How to Ensure Your Sales Training Actually Increases Your Sales Productivity
Deb Calvert, President, People First Productivity Solutions
May 14 2014
6:00 pm
UTC
45 mins
Did you know that ALL sales training has an impact on sales productivity? Yep, all training, no matter how much (or how little) time it takes will affect sales productivity. All training, regardless of quality, will also have some impact on sales productivity.
The problem is... All sales training has a negative impact on sales productivity, at least initially. After all, you're taking sellers out of the field and that alone reduces their sales productivity. Then you've got to factor in the learning curve and the natural struggle that goes along with learning.
What that means is that sales training is inherently risky! You've got to do a little planning in order to make sure this downturn will rebound as quickly as possible and generate the increase in sales productivity, the ROI, you were hoping to get. Learn the steps you need to take in this webinar conducted by a former sales manager and corporate sales trainer in a Fortune 500 company so you'll never make the mistakes that reduce sales productivity after training.
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