Browse communities
Presenting a webinar?
Browse communities
Inside Sales
Community information
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.
-
Customer Success: Going Beyond the Old CRM Model
Kate Leggett, Guest Analyst, Forrester Research, and Jeff Cann, Sr. Director of Client Experience, Sysomos
Recorded:
Feb 18 2015
61 mins
When three is company, or why Sales and Marketing need to make room for a Customer Success department. Over the past few years, a new software has been developed to power customer success within subscription businesses that goes beyond the traditional CRM model, focusing instead on monitoring and measuring the real-time health of a customer’s experience.
Join Kate Leggett of Forrester Research and Jeff Cann, Sr. Director of Client Experience at Sysomos (MarketWired) as they discuss why you need this new organizational role and how to build an effective Customer Success function with best practices. -
2 Minutes on BrightTALK: Sales Coaching 101
Jill Konrath, Author, Selling to Big Companies
Recorded:
Feb 17 2015
3 mins
Sales coaching is a lot like the “give a man a fish” analogy. If you’re not coaching, your sales team isn’t learning how to manage, challenge or grow their skills on their own. Everyday is a learning opportunity for your sales reps to improve on their methods.
Watch Jill explain why as a manager, you should be coaching thinking skills to allow your reps to become self-motived to improve on a daily basis. -
Building an Engaged Team: How We Grew Customer Success at Unbounce
Ryan Engley, Director of Customer Success, Unbounce
Recorded:
Feb 12 2015
47 mins
The most effective Customer Success teams need to do more than focus on churn and upsells. In this session, you'll learn how Unbounce grew customer success from a team of 2 to 20, and helped spread a customer centric attitude company wide. -
2 Minutes on BrightTALK: Sales Training
Adam Becker, Director of Sales, TinderBOX
Recorded:
Feb 12 2015
2 mins
"Sales training shouldn't be a one and done thing. Lots of companies train their sales reps only at the beginning of their tenure instead of having regular checkups scheduled, which can be detrimental to the sales reps' development.
Watch Adam Becker of TinderBOX explain why we’ll never be perfect as sales people, and why that's just how it should be." -
The eFactor – Why Customer Experience is the Next Big Thing
Barb Giamanco, Social Centered Selling
Recorded:
Feb 12 2015
48 mins
In 2014, more organizations began talking about making customer experience a bigger priority. As they should. Experience affects the bottom line. According to a CEI Survey, 86% of buyers will pay more for a better customer experience. But only 1% of customers feel that vendors consistently meet their expectations. Providing customers and future customers with the best possible interactions with every part of the company, from marketing to sales to service and even finance isn’t just a nice thing to do. Great customer experiences drive the bottom line.
During this interactive webinar, learn why customer experience is the next big thing and why your company must spend more time aligning around a customer experience strategy that considers the impact interactions with potential buyers and customers through multiple channels. -
When Sales Met Customer Success: A Love Story
Cliff Cate, ToutApp; Lincoln Murphy, Gainsight; Todd Eby, Zenefits; Andrew Marks, Servitium Partners
Recorded:
Feb 12 2015
49 mins
It’s clear that in order for an organization to truly deliver Customer Success, a customer centric mindset must be ingrained throughout a company’s culture. Join these industry leaders as they discuss tips from their experiences and actionable insights you can apply today. -
Gearing Up To Challenge and Educate 2015's Buyer
Daniel Chalef, KnowledgeTree; Greg Munster, Red Hat; Brian Groth, Xactly; Scott Littrell, ZoomInfo
Recorded:
Jan 23 2015
55 mins
The buying experience is key to selling in a complex sales environment. So too is your sales team's ability to challenge and educate your buyer. But how do you equip sales reps to be the expert they need to be? This panel will explore best practices, tools, and systems that enable high-performing teams to successfully deliver a winning buying experience. -
Panel: Best Sales Development Tools to Use in 2015
Ralph Barsi, Achievers; Andrew McGuire, Zendesk; Sean Kester, SalesLoft; David Dulany, OpenDNS
Recorded:
Jan 23 2015
38 mins
You can’t expect to meet the challenges of today with yesterday’s tools, and expect to be in business tomorrow. This discussion centers on the best Sales Development tools to use in 2015, so you can drive quality pipeline and have a winning year. Join Ralph Barsi, Senior Director of Sales Development (Achievers), as he hosts a panel of Sales Development leaders sharing the most effective tools for your Sales efforts. -
Best Practices for Territory Management
Mitchell Flinn, Data.com | Kristin Lucas, DocuSign, Inc.
Recorded:
Jan 23 2015
56 mins
Sales territories influence everything from how you staff and retain your sales teams, to how well they perform, to how much visibility you have into your sales performance. Yet many organizations find territory management a challenge. Join Salesforce Data.com as we share territory management best practices designed to help you:
-Reduce your selling costs
-Better cover your organization's sales territories
-More accurately measure how your sales teams are performing -
15 for '15: LinkedIn Techniques for Boosting 2015 Sales
Kurt Shaver, CEO, The Sales Foundry
Recorded:
Jan 22 2015
49 mins
LinkedIn and the practice of Social Selling experienced significant advances last year. Learn the techniques to apply now in order to set yourself up for success in 2015.
You learn how to:
•Enhance Your Profile to Increase Your Professionalism
•Grow Your Network to Increase Referrals
•Use Content to Attract New Customers
Register now to reserve your spot. The January webinar has reached capacity the last two years. -
Dialing Up Better Demand Gen Conversions
Ken Smith, Director of Marketing, ConnectLeader
Recorded:
Jan 22 2015
27 mins
Sales dialing automation products are popular with business development and inside sales teams. But dialing solutions can also be effective in speeding up the demand generation cycle.
Learn how B2B demand generation teams are using dialing automation to:
• Increase webinar and trade show attendance
• Qualify leads faster
• Convert referrals
• Integrating social media with telephone prospecting
• Linking sales dialing with marketing automation and sales force automation -
Creating More Opportunities With Social Selling
Jamie Shanks, CEO, Sales for Life
Recorded:
Jan 16 2015
14 mins
Did you know that for every $1 that you put into Social Selling training you can make $5? Jamie Shanks has worked with 45,000 sales reps in over 200 companies and, within the first 180 days, those are the results that they report. Start learning how to supercharge your pipeline with this mentored session.
Join Jamie and learn:
• New effective ways to identify and communicate with buyers
• How to use LinkedIn to alert you of sales opportunities in your targeted accounts
• Ways to grow your pipeline by leveraging LinkedIn -
4 Ways for Sales Staff to Stay Relevant with the 2015 Buyer
Craig Nelson, Mindmatrix; Michael Cannon, Silver Bullet Group, Inc.; Jim Burns, Avitage
Recorded:
Jan 16 2015
63 mins
Is your sales organization prepared to sell to the 2015 empowered buyer? To grow revenue you must go beyond the re-org of sales staff and territories. As we come into the new year it's imperative that you put in place a holistic system to enable success or risk the chance of your sales staff becoming irrelevant to your buyer.
This session is a round table discussion following topics related to the 4 elements of sales enablement:
• People: sales skills needed to sell to smarter buyers
• Process: defining and aligning sales methodologies to the buyers journey
• Content: messaging and assets needed to advance the buyer through their journey
• Technology: automation to educate as sellers sell and buyers self educate -
Increase Revenues YoY: Aligning Sales & Marketing
G. Mark Alarik, President, Sales Overlays, Inc.
Recorded:
Jan 16 2015
37 mins
Companies can achieve maximum, yearly revenue growth when sales and marketing align with each other AND with other business units. Learn how to use current resources, people, and budgets to accomplish the big numbers! -
2 Minutes on BrightTALK: 5 Sales Barriers
Ralph Barsi, Sr. Director of Sales Development, Achievers
Recorded:
Jan 13 2015
3 mins
Join Ralph as he reveals the top 5 barriers sales reps face today. Learn how to stand out from your competition and get closer to crushing quota in 2015!
To catch more from Ralph, join him at the Sales Strategy 2015 Summit: https://www.brighttalk.com/summit/salesstrategy2015 -
2 Minutes on BrightTALK: Sales Coaching
Lori Richardson, CEO, Score More Sales
Recorded:
Dec 22 2014
2 mins
"As a sales leader, if you looked at your sales team like a basketball team, who are your starting five? Who do you bring off the bench for a much needed spark?
Watch this short video to learn why Lori believes sales leaders must implement coaching into their sales strategy, a playbook with different ways to get to the close, and why sales teams need to aim for a 1% improvement every day." -
Sell Faster in 2015 with Salesforce and Data.com
Brett Stineman & Stephen Thompson, Salesforce | Kymberlee Burgmeier, F5 Networks
Recorded:
Dec 18 2014
50 mins
As the new year approaches, how confident is your sales team about hitting new growth targets and out-pacing the competition? Even the best reps are looking for ways to sell smarter and faster…do you have the right technology to help them succeed?
Join this session to learn how to improve the performance of your sales team with combination of the Salesforce Sales Cloud and Data.com. We will show you how your organization can benefit by having detailed, reliable and current customer data built into the #1 sales app:
-Determine where you have the best selling opportunities
-Accelerate pipeline creation within your target accounts
-Improve your territory alignment to keep reps focused and productive -
2 Minutes on BrightTALK: Modern Sales Technology
Craig Rosenberg, Chief Analyst, Topo and Funnelholic
Recorded:
Dec 16 2014
3 mins
The top sales technologies are not one size fits all. As a sales leader, one question should be top of mind in 2015, which technologies pair best with my reps? Join Craig Rosenberg in this quick hitter to learn what your sales reps will be enabled to do once you set up the right environment. -
Sales Productivity Trends for 2015
Dr. Richard Rocco, Assistant Professor, DePaul University Center for Sales Leadership & Matt Bertuzzi, The Bridge Group
Recorded:
Dec 12 2014
41 mins
What productivity issues and emerging trends are sales executives most concerned about? -
Changing Tides of Social & Content in 2015
Jay Baer-Best-Selling Author of "Youtility," Ann Handley-Chief Content Ofc. of MarketingProfs, & Joe Pulizzi-Founder of CMI
Recorded:
Dec 11 2014
59 mins
Both content and social have played major roles in the demand gen landscape of B2B marketing in 2014. So, what does 2015 have in store for B2B marketers? Will it be a year of change for social and content? Let's see what the experts have to say!
Join Jay Baer, New York Times Best-Selling Author of "Youtility," Chief Content Officer of MarketingProfs, Ann Handley, and Joe Pulizzi, Founder of the Content Marketing Institute, in this revealing and in-depth look at:
- The 2014 B2B marketing year in review and predictions for 2015
- New plans for content marketing and new content avenues in the new year
- Social's changing role in demand gen
- Effective ways to manage and prove ROI on cross-channel marketing in 2015
You'll never look at social and content the same way again! -
Panel: Building a Social Selling Culture
Kurt Shaver, The Sales Foundry; Lisa Kay, Findley Davies; Dan Swanson, TelePacific Communications; Dave Elsner, Nexus
Recorded:
Dec 10 2014
62 mins
Social media has changed the way buyers make purchasing decisions. Selling techniques have changed as a necessity. Today’s most successful sellers practice Social Selling, leveraging social networks like LinkedIn and Twitter to reach decision makers. Register for this panel discussion to learn:
• The Current State of Social Selling
• 3 Steps to Building a Social Selling Culture
• Tips for Managing a Social Selling Team -
2 Minutes on BrightTALK: Sales Hacks
Max Altschuler, CEO, Sales Hacker Media
Recorded:
Dec 9 2014
3 mins
Sales hacking has become vital to staying ahead of the competition and closing more deals. Everything from psychological or verbiage tweaks to technological short cuts are game. Watch Max share how sales hacking increases team productivity, as well as, a few of his own hacks. -
Integrating Marketing with CRM
Mark Donkin & Adam Dore
Recorded:
Nov 20 2014
33 mins
Join Mark Donkin director of SuccessFlow and Adam Dore senior functional consultant of SuccessFlow on the new webinar focusing on the alignment between marketing and sales and how this is implemented into your CRM system.
The webinar will provide an introduction to:
- The elements needed to set up and run a marketing campaign
- Making sure your marketing is returning the best possible ROI by allowing full visibility across the campaign
- Keeping your database (CRM) up to date with the latest information garnered from marketing
- Best practice around content creation, segmentation and nurture
- How marketing automation platforms can be used in conjunction with CRM
- Aligning your marketing activity with sales and making sure sales people have ammunition at their fingertips within CRM. -
Panel: Getting the Most from your Sales Enablement Initiative
Moderator: Craig Nelson; Panelists: Thierry van Herwijnen, Tamara Schenk
Recorded:
Nov 19 2014
49 mins
If you are like many, moving from random acts of sales enablement to a more "systemized" approach to enable sales success is new to your organization. This panel covers what to anticipate and how to overcome obstacles that cause sales enablement initiatives to either fail or simply fall short of expectations.
These experts will share lessons learned on topics such as:
• The 4 key elements of sales enablement
• Sales enablement maturity assessment
• How to create a "rolling thunder" of support that makes sales enablement get pulled throughout the organization
• How technology is enabling the real-time delivery of sales enablement resources before, during and after the sales interaction -
Pardot + Data.com: Salesforce for B2B Marketers
Sangram Vajre, Director of Marketing at Pardot, and Bob Memmer, AVP of Data.com
Recorded:
Nov 19 2014
30 mins
B2B marketers need a secret weapon when it comes to campaign management and data quality, especially given the number of campaigns and marketing avenues that they have to work through. Salesforce.com provides a solution: Pardot B2B Marketing Automation and Data.com.
In this webinar, Sangram Vajre, Director of Marketing at Pardot, and Bob Memmer, AVP of Data.com, take a look at how clean, quality data and marketing automation can work together to help you:
- Focus and personalize your messaging
- Provide cross-channel campaign management
- Increase relevancy of sales conversations
- Improve ROI
-
ClearSlide Sales Genius Series
ClearSlide
Mar 10 2015
5:00 pm
UTC
30 mins
Tune in to learn ClearSlide tips and tricks to drive more revenue. -
Powering Marketing & Sales Success with Pardot
Phil Simpson, Sales Manager - Pardot
Mar 10 2015
6:00 pm
UTC
45 mins
Marketing and sales each have their unique role in the B2B buyer's journey. Both teams share in the responsibility of closing deals. When it comes down to driving revenue, these two groups need to be in lockstep — armed with killer campaigns, insight into prospect activities, and the ability to read the buyer’s mind so they can deliver relevant resources throughout the sales cycle. Enter the Pardot and Salesforce powerhouse.
Join us as we take a look at how Pardot unites sales and marketing. Walk through a short demo with Phil Simpson, Sales Manager at Pardot, and learn how both teams can benefit from the power of Pardot and Salesforce to create more opportunities, close more deals, and, ultimately, boost their company's bottom line. -
5 Tips to Building a Sales Enablement System
Thierry van Herwijnen, Director Sales Enablement & Operations, Global Head Sales Knowledge Management, Wipro
Mar 11 2015
4:00 pm
UTC
60 mins
How do you move from random acts of sales enablement to a sales enablement system? Listen to Thierry van Herwijnen and other sales enablement experts and get valuable insights to a more systematic approach. Discover 5 tips to building a sales enablement system. -
4 Breakthroughs to Increase Win Rates in 2015
Edward Allison, Compelligence; Michael Cannon, Silver Bullet Group; Kevin Temple, Enterprise Selling Group; w/ Craig Nelson
Mar 11 2015
6:00 pm
UTC
60 mins
Want to lose fewer deals to the status quo and to the competition? In this interactive panel discussion, four senior sales leaders show you a holistic framework to:
•Understand the top 6 decisions in the buyers’ process
•Align your content and conversations to more effectively influence these decisions
•Assess deals and build sales skills to reduce the risk of losing these decisions
•Use intelligent systems to increase sales effectiveness and shorten sales cycles
This is how you make BIG sales productivity gains in 2015.
Speakers:
Edward Allison
Founder, Compelligence, Inc.
Michael Cannon
CEO and Founder, Silver Bullet Group, Inc.
Kevin Temple
Founder, Enterprise Selling Group
Moderator:
Craig Nelson
Principal, Sales Enablement Group -
The Customer-Core Foundation Method: Enabling a Better Sales Force
Tamara Schenk, Research Director, MHI Research Institute
Mar 12 2015
3:00 pm
UTC
45 mins
The term "Sales Enablement" is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales performance and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. More often sales enablement is a tactical approach to fixing a quarter rather than a strategic approach to transform a sales organization to a customer core, customer result-based and value-creating approach.
To get to a more strategic sales force enablement approach, a customer core foundation based on the entire customer's journey is essential. Three additional pillars, that are all based on the customer core idea, have to be integrated with current concepts to evolve sales enablement to sales force enablement.
Why you should attend - your main takeaways:
• Why a customer core approach is key to success, and how to design it.
• Why frontline sales manager are a key target group.
• Why not only sales and marketing are relevant - how to take advantage of a strong foundation in sales operations.
• Why content and training services should be integrated - along the customer's journey. -
Forecast the Future: Delivering Predictable Results for High Growth Sales Groups
Matt Stanton, VP Sales, ConnectLeader
Mar 12 2015
5:00 pm
UTC
60 mins
Like in meteorology, sales forecasting is never 100% accurate. However, with the right approach, it's predictable.
Join Matt as he discusses best practices in sales and revenue forecasting and the hurdles high growth sales organization executives face when predicting results. -
How to Keep Your SDRs Happy & Performing Longer
Sean Kester, Head of Sales Development, SalesLoft; Derek Grant, VP Sales, FullStory; Ali Gooch, Senior Sales Manager, Pardot
Mar 12 2015
7:00 pm
UTC
60 mins
The hottest topic heard from Sales Development leaders is after you build your SDR team, how do you keep them happy and productive?
We will tackle onboarding, training, career path, and incentives. Come hear from Sales leaders Derek Grant from Full Story, Ali Gooch from Salesforce, and Sean Kester from SalesLoft as they give their insight and secrets to growing their SDR teams. -
On-boarding New Sales Reps: The First 90 Days
Brian Groth, Sales Enablement Manager, Xactly
Mar 12 2015
8:30 pm
UTC
45 mins
Join Brian to learn about what to do with your new sales reps in the first week to get them motivated, learning and off and running. As well as, how to keep the momentum going in the first few months on the job, with 30-60-90 day bench marks. -
The 3 Critical Components of an Optimized Lead Flow Plan
Isaac Payne, Marketing Operations Specialist - Pardot | Ali Gooch, Sr. Sales Manager, Pardot
Mar 26 2015
6:00 pm
UTC
30 mins
Early on expectations from B2B buyers in their journey set the stage for marketing and sales to work together. As leads flow in, an agreed-upon plan and process should be in place for lead identification, distribution and follow-up. This optimized plan and process can make a huge difference between smooth sailing or rough seas in the next steps of the journey for the marketing and sales teams and most importantly, the buyer.
So, what does this process look like, and how can an optimized lead process affect not only the quality of the buyer's journey, but opportunity generation? Join Isaac Payne, Marketing Operations Specialist, and Ali Gooch, Sr. Sales Manager-both of Pardot, as they explore and give us tips on how we can get the most out of an optimized lead process.