Inside Sales

SEO isn't as difficult as you might think. And with dramatic changes in search behavior over the past few months, there is an opportunity for marketer's to ramp up their impact on SEO with some fundamental elements and hints on how to rank higher.

In this 45 minute webinar, Director of Digital Sales & Marketing, Taylor Wheeler, will walk you through:
• Defining Organic SEO
• Why SEO Matters
• SEO Ingredients
• Updates & Best Practices
• Marketer's Actionables

Sales managers often get set-up to fail. You’ve heard this story. Top salesperson gets promoted to sales manager, only to discover the skills needed to develop and lead a sales team are very different than those of a seller---especially in difficult times. With education and training, many sales leaders end up hiring culture misfits or have trouble transferring the skills and habits that made them a resilient and successful producer.
There is a better way.
And that better way is learning how to incorporate emotional intelligence skill into your sales leadership processes.
Learning Outcomes:

1.Discover how to hire for Sales EQ. Stop hiring whiners and non-coachable salespeople. Start hiring resilient, coachable salespeople that can sell in any environment.
2.Uncover the invisible reasons your sales team doesn’t consistently execute the right selling skills and behaviors.
3.Improve your ability to train and coach your salespeople to the “next level.”
4.Build your sales team’s resiliency muscles. Create sales teams that bounce back quickly from adversity and failure.
5.Create sales cultures that embrace learning and change rather than fear.

This program is part of The Whale Hunters Expert Series, featuring interviews with experts on business development and enterprise sales. Today’s episode is geared to CEOs, sales and marketing leaders and other executives of small and midsize companies, especially tech companies and marketing companies.

My guest today is Ray Weaver, the new CEO of The Whale Hunters. Ray is a business veteran, leader and entrepreneur with 25 years of broad experience in technology, e-commerce, consulting, retail, entertainment and education. He co-founded Muse Paintbar and grew it to 30 stores along the east coast, and more recently founded Skeleton Key, an escape room concept.

Ray spent five years on the marketing faculty at the Harvard Business School—and before that was a technology marketing exec at Akamai, did a stint at Intel, and was a consultant at Deloitte.

Ray will be talking about his upcoming book, Sputnik’s Grandchild™, which explores the emerging explosion in science and technology brought on by the pandemic and offers you a framework to explore the forces, phases, and trends that will impact your business and markets. Additionally, it suggests how these issues will influence sales and marketing strategy and customer conversations.

You will learn:

1. Why this pandemic is the modern Sputnik
2. 3 forces creating economic changes
3. 3 phases of the post-pandemic economy
4. 5 trends that will impact your business
5, How to reframe your business to survive, evolve, and thrive post COVID-19

Learn how AI for Sales and Marketing is being leveraged in the workplace.

You will learn:

1. Where AI is making its way into corporations (collaboration is a big one)
2. How sales & marketing can leverage AI in the buyer journey
3. Who should own the SDR/BDR team (the answer may shock you!)

Recently, many companies have scaled back their Sales Development programs.

At the same time, there are 1000’s of open SDR jobs on the jobs boards.

The truth is, whether you're an aspiring Sales Development leader or entrepreneur, one thing never ends, you need a strong consistent pipeline.

That means either hiring SDRs or using an Outsourced SDR company. Or both.

@David Kreiger has spent several years perfecting the system at SalesRoads, and offers advice here on how specifically to set up a killer program either in-house or in partnership with an outsourced company, even right now.

This is a must listen in today’s environment.

Virtual Sales Development Conference 2020! 1000’s of the top Sales Development professionals, top speakers, networking and vendors from the @Tenbound Market Map! Register here:
https://tenbound.com/virtual-sales-development-conference-june-18th-2020/

In the shadow of CV-19, sales has become more demanding, especially in larger B2B opportunity pursuit. The type of discovery formerly performed by elite sellers and sales organizations is now a matter of survival for all; uncovering a customer’s value gaps during discovery is a critical skill, and we will explore it during this session. Please join Christine Gilroy, who has led technology sales for over two decades, and Mark Boundy who has not only sold, but has almost a decade of experience growing sales in a wide variety of industries as a sales consultant, coach, and facilitator.

You will learn:

1. A definition of value you can measure, track, and execute against.
2. That the most Important part of selling is what salespeople do worst.
3. How value builds in your prospect’s mind, and how sellers help it grow.
4. Why discovery is where you win.
5. Why discovering, building, then selling value is now a key to survival.

Customers no longer want to be sold to. They want sellers that help them to make an informed decision. But how do business leaders go about moving their business and their people into this new era?
This webinar by internationally acclaimed SMarketing Expert Peter Strohkorb will give you 10 Action Points that you can implement in your business immediately.

Chad Burmeister, the AI for Sales Expert, will have a fireside chat with Alice Heiman around the value of artificial intelligence for sales.

You will learn:

1. How sales leaders are thinking about Artificial Intelligence
2. How you can prepare for Q4/2020, a quarter predicted to be the best quarter in US history!
3. Some tactics you can use (like meditation) to get through difficult times

If you’re a sales leader, you need to know that your blindspots are killing your coaching and leadership. Blindspots prevent you from connecting and inspiring people to be their best. Performance and
business results suffer. Learn how to spot and manage your blindspots to become a greater leader and coach.

You will learn:

1. What Blindspots are
2. Why they’re killing coaching and leadership
3. Where Blindspots come from
4. What you can do about them

Lisa Magnuson, author of The Top Sales Leader Playbook: How to Win 5X Deals Repeatedly shares how to 5X your deal size, without 5X’ing your investment in AI for Sales technologies. In her book, Lisa shares 16 key ‘Plays’ to exponentially grow revenues and drive leadership success and in this webinar, she’ll provide some nuggets on how you can do the same with your sales team.

You will learn:

1. How to develop and repeatedly close 5X deals - five times your average contract size
2. 16 key ‘Plays’ to exponentially grow revenue
3. People buy from people, AI may not be required?!

The vast majority of proposals aren’t effective at winning new business, especially in highly competitive situations. Why? The most common reason is that proposals tend to focus inwardly on your firm and its capabilities, instead of outwardly on the client and their business.

In this talk, Amy Franko will offer new ways to think about your proposal strategy and design. She’ll share best practices that have helped her to win hundreds of proposals in both her enterprise sales career and as an entrepreneur. You’ll walk away with concrete ways to improve your next proposal or RFP response.

You will learn:

1.Three “Do’s and Don’ts” of a standout proposal
2.A simple framework for shaping your proposal
3.Two strategies to improve your win rate when delivering your proposal

Join Jake Dunlap and Scott Ingram as they talk about how to fully leverage LinkedIn as a core part of the new Modern Sales Strategy.

This will take some of the ideas first presented in Scott’s “Finding Sales Success on LinkedIn” webinar and go even further.

What you’ll find in this session isn’t a bunch of theory. Instead you’ll find actionable ideas based on what’s actually working in the real world.

Jake Dunlap is the Founder and CEO of Skaled Consultaint, a sales and growth consulting firm helping executives around the world accelerate their business growth with data-backed sales solutions.

Scott Ingram is the host of the Daily Sales Tips and Sales Success Stories podcasts. He’s also a quota carrying sales professional working for the professional services company, Relationship One, as an Account Director.


You will learn:

1.How to take your efforts on LinkedIn to the next level and actually get more meetings
2.What Digital Presence is and why you need it
3.Ways to get the most benefit in the least amount of time on LinkedIn
4.Learn new outbound strategies that work and convert
5.See a sample schedule that will allow you to keep your pipeline full and healthy

With internet usage at an all-time high, leveraging Google Ads will assist you in your efforts to regain customers and acquire new ones. We understand it can be difficult to not only know what the customer's journey looks like for your products or services but also to know how to treat each within your paid media campaigns. We’re here to help and ensure you have the tools and knowledge needed to make the right decisions.

In this 45 minute webinar, Director of Digital Sales & Marketing, Andrew Meister, will share insights on:
• Paid Media: Understanding Intent
• Google Ads Funnel
• Low, Medium & High Intent Tactics
• Paid Success Formula
• Landing Page Optimizations

Aurelien Mottier is CEO and Co-founder at Operatix and the Host of the B2B Revenue Acceleration Podcast. Over the past few years, he has built Operatix into a top provider of Outsourced SDR programs to help companies drive a reliable pipeline, even during this crisis.

How specifically has he built this successful company from bootstrapping? How does he set up his Sales Development process to deliver results for his clients month after month? And what can you learn from this success?

Tune in this week to unpack how he’s done this and what you can learn from his experience!

JOIN US: Virtual Sales Development Conference 2020! 1000’s of the top Sales Development professionals, top speakers, networking and vendors from the Tenbound Market Map! Register here:
https://tenbound.com/virtual-sales-development-conference-june-18th-2020/

#SDR #BDR #salesdevelopmentrep #salesdevelopment #tenbound #podcast #sales #marketing #sendoso

Today’s demanding buyer doesn’t have time or respect for Sales Professionals. In this session, we are interviewing buyers who will share their insight on exactly what they like and don’t like about sales professional’s approaches & actions. The following buyers will share their perspective on price, value and building trust:
Susan Ryan, Merchandising Team Manager at Home Hardware Stores Limited
Ryan Escalante, Key Account Manager at ReSource Group Canada
Marianne Thompson, Vice President, Merchandise LBM at Home Hardware Stores Limited
You’ll learn what it takes to get a buyer’s attention, secure a meeting, earn their business and ultimately a long-term partnership. A great session to get inside the buyer’s mindset as they reveal what it takes to earn their business.

You will learn:

4 States of the Consultative Culture – what state are you in?
Insights from different buyers on how to provide more value in your meetings & become their trusted partner
Other than price, what is most important to buyers

Struggling to get conversations started in this new environment? Nobody returning your calls and your team is getting fed up with a lack of results?

Maybe it’s time to try a fresh approach.

Join us this week to dive in with Jason Bay, founder of Blissful Prospecting and the inventor of the REPLY Method for outbound prospecting. This consists of messages with;

Relevant Results
Empathy
Personalization
Laser-focus
“You”-oriented

Tune in as we unpack this methodology and how you can use it to achieve breakthrough results.

Big thanks our sponsor @VanillaSoft and @Darryl Praill and for your support of The Sales Development podcast!
Free report on Evaluating Sales Engagement Platforms here →
https://info.vanillasoft.com/sales-engagement-buyers-guide-pillar

#SDR #BDR #salesdevelopmentrep #salesdevelopment #tenbound #podcast #sales #marketing #sendoso

Learn about 3 effective platforms to leverage when communicating with consumers during COVID-19. During these challenging times, it is key to keep your consumers informed on the state of your operations. We understand it can be difficult to determine which channels have the most impact. We’re here to help and ensure you have the tools and knowledge needed to make the right decisions for your consumers and your business.

In this 45 minute webinar, Digital Marketing & Sales Consultant, Juan Rojas, will cover the most effective ways to benefit from:
• Google My Business
• Chat AI
• Email Marketing

Annual Sales Kick-Off events traditionally do two things:
Focus the salesforce on priority initiatives and new revenue goals for the coming year.
Celebrate the wins, accomplishment and learning from the prior year.

Typically held in-person, often at a resort locale, these events provide an opportunity to mix business with celebration.

But a 2020 disruption caused the need to pivot the offline sales event to a virtual experience in a hurry.

The big question to answer – how to strategically pivot the experience at scale and still reap the benefits?

In this session, our panel of corporate leaders will discuss:

1.A model for blending online with offline to pivot the Sales Kick-Off experience at scale.
2.The business benefits of making the pivot – financial, learning impact, employee experience and more.
3.Key strategies for creating a virtual experience as engaging and educational as when conducted offline.
4.Core learning from making the pivot – what worked, what didn’t, new opportunities to explore.
5.The panelist’s answer to the big question – knowing what you know now, would you go back to the way it was?

Chad Burmeister, the AI for Sales Expert, will discuss with Jason Hubbard, from SalesIntel.io, how and why data is the X Factor in AI for Sales.

You will learn:

- Why good data is the X Factor in outbound prospecting
- Meet SalesIntel.io, the best alternative for clean data
- AI for Sales Intelligence, what is that?

We have been talking about Sales & Marketing Alignment for for a long time, yet we STILL see the same seven mistakes being made.
This webcast describes all 7 mistakes and offers a solution to each.
Highly informative and engaging. RECOMMENDED !

More and more people are prospecting online today, but if you’re like me, you’ve found that to be much more easily said than done. Larry Levine is going to lay the foundation along with a detailed strategy for how you can attract more relationships online, and turn those meaningful connections into opportunities.

You will learn:

1. The importance of a social media profile that engages and attracts attention
2. The value of authentically representing yourself with your online actions
3. The concept of filling a relationship funnel that will fill your sales funnel
4. How to go from comment to connection request to online conversation to offline conversation

In this fast-paced and deeply intellectual conversation, you will discover the science behind why prospects and clients buy. What triggers the Yes or the No in the sales process.

You will learn:

1. The Secret of why sales is not a numbers game.
2. The Science of how emotional intelligence is the key driver of new business.
3. The System to leverage artificial intelligence to accelerate the velocity of sales.
4. Learn why sales, emotional, and artificial intelligence are essential during times of disruption and uncertainty.

The hard truth every business owner NEEDS to hear…

We’ll pull off the band aid, dish out the tough love, and deliver a crystal clear vision for growth and prosperity in 2020 and beyond. (hint: it’s not what you think it is).

The revelations in this free un-missable webinar master class will ignite your online sales and marketing like rocket fuel (and that’s no joke or hyperbole!).

This is the bitter pill remedy to avoid stagnation or worse…

It’s time to market with the end in mind.
That means ‘pivot, switch, adapt’ and other knee jerk gyrations WILL NOT save you.
In fact, we won’t even mention those words in this webinar master class.

Here’s what else we WON’T cover:

We won’t talk about useless shiny tools or tactics you don’t need.
We won’t peddle you a secret formula or snake oil.
We won’t waste your time with irrelevant stuff.

Here’s what we WILL cover:

1.We will show you how to make figurative gold out of lead (revitalizing the undervalued resources you already have).
2.Reveal why you are missing your sales targets, time and time again… and how to finally aim true and hit the bullseye every single time!
3.Explain how simple fixes to your website, emails, and social media can make ALL the difference.
4.Talk about the stuff you absolutely hate, the stuff you ignored, the stuff you swept under the carpet or put on the perpetual back burner.  It’s the un-sexy stuff – the overlooked stuff in every businessthat has the biggest potential to unblock the road to growth and success in 2020 and beyond.
5.The 89 day plan finally do it all – with ease!

Who is this for?

This is for ALL businesses.  You don’t need to be a millennial marketing superstar to make this work for you.
B2B, B2C, Education, E-Commerce, and Coaching businesses will all benefit equally from this training.

Today’s customers up to their eyeballs in virtual meetings and remote presentations – most of them instantly forgettable. Why? Too many remote presentations are simply live presentations thrown on-line. But delivering a remote presentation is like an actor going from stage to film. If you don’t adjust to the medium, you’re not going to win the part. So how do you make sure your remote presentation stands out in order to win your customer’s business?

In this session, sales presentation expert and actor Julie Hansen shares dozens of tips on how to rock your remote presentation, avoid mistakes that cause your customer’s eyes and mind to wander, and make sure your message is heard and remembered!

You will learn:
 The Top 3 mistakes salespeople make on-camera
How to effectively present data, reports or dashboards virtually
5 tips for getting your customer to interact with you
How to leverage your voice and body to maintain listener attention
What you can do to make your message “stick”

Learn how AI provides a significant competitive advantage for managing customer data.

You will learn:

How to profile your best prospects using AI - firmographic, technographic and person-level data
How to listen for intent - signals outside of your own channels
Listening for engagement - first-party interactions cross channels