Inside Sales

Sales cycles are more complex than ever – with an average of 6.8 stakeholders in every deal, it takes time and sophistication to navigate the landscape. Having the right company and industry insights on demand saves you time and helps you craft better value propositions. Join us April 24th for 30 minutes to learn how to leverage ClientIQ for breakthrough conversations.

Jim Cathcart, CSP, CPAE is the original author and champion of “Relationship Selling.” This set of international best selling books, training videos and other learning materials has been translated into multiple languages around the world. Mr. Cathcart is the author of 18 books and past president of the National Speakers Association. Among professional speakers he has received virtually every possible award and certification. This includes the Cavett Award, Golden Gavel award, Speaker Hall of Fame, Sales & Marketing Hall of Fame and Legends of Speaking award.
Jim Cathcart’s major contribution to the sales profession has been the popularization of treating relationships as assets and encouraging the advancement of ethical sales behavior and sales systems. His model of “The Eight Competencies of Top Sales Producers” helps isolate the many skills required for sales success and simplifies the training process. He has delivered over 3,100 presentations around the world to audiences as large as 13,000. His recent TEDx video has received over 1.25 million views placing it in the top 1% out of over 100,000 TED videos.

From marketing content to sales presentations and from ads to events, your company has hundreds of design needs each month. Many teams are unable to keep up with the demand, leading to bad design and a decline in productivity. In fact, according to research by SketchDeck, 47% of marketers in the US report having to design customer-facing material themselves.

Attend our webinar to learn why design is important, the top challenges marketers face scaling good design, and how to build a business case to overcome those challenges for your company.

Covered in the webinar are:

● The impact of good design on revenue growth
● What the barriers are to achieving great design in a company
● The impact of bad design on sales and productivity

This webinar is ideal for B2B Business Owners, Sales People and Business Leaders who want to quickly fill their sales pipeline and accelerate their sales results with field-proven techniques, but without spending a lot of time or money. It is valuable for salespeople of all calibers, and even for non-salespeople who would like to better understand how selling can work for them.

Register today!

It is essential that sales professionals have the ability to identify negotiation strategies that large customers use in bargaining regularly. Professional buyers are generally well educated in the field of negotiation because their livelihood depends on it. As sales professionals… what is your lack of negotiation knowledge costing you on a yearly basis?

Sales management expert Steven Rosen is hosting a fireside chat with fellow sales management expert Jason Jordan. Steven and Jason will have a no holds barred 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.

Exactly what the lack of alignment costs companies, how the Zeitgeist is leading executives down the wrong path and five actions you can take to reverse the downward spiral of fewer and fewer sales executives making quota.

Here's a quick example of how you can use technographics to score your account within Salesforce. Account scoring helps you prioritize and route your accounts so your sales and marketing teams can target the right accounts in their outreach.

Are you beginning your journey in building a client-centric selling program? Or maybe you’ve developed one and you’re not satisfied with the results? Join us on April 3rd to learn the keys to building a successful and sustainable insight-led selling program – we’ll explore why it’s important to build one, what makes it successful, and how to assess where your company is on the maturity curve for an effective insight-led selling program.

Whether you’re a salesperson hunting for your own leads, or a business with little marketing budget, you have to get creative to get more leads. There are 10 strategies you can use to attract more prospects and generate qualified leads without spending much money. Join us and build your funnel now!

Over 99% of companies are private. Do you sell to these companies but are challenged to engage at the C-suite? If so, attend this webinar and learn how to develop insights into their goals, financial performance, and what matters most; and how to use these insights to gain access to C-level executives.

Avoid the expensive costs of a failed sales hire. Join this webinar to learn simple strategies to find and interview the right candidates and set them up for success. Be the first to access links to free tools to help in your hiring and onboarding processes.

Is your sales pitch professional? Is it high-quality and crisp? Can you flex and apply it anywhere on the phone, a live meeting, trade-show, or with executives? This dynamic webinar will provide practical professional sales tools that will help you reset and master the most critical element in professional selling.

Cold emailing prospects can be tricky – recipients most likely don’t know who you are, and therefore, won’t give you the time you deserve. That’s why you need great content to break the ice.

So, how do you get through to your leads in a personalized and time effective way?

The fact that Sales Training ROI is elusive is almost legendary. The truth is, most Sales and Sales Enablement leaders have no plan for behavior change or supporting the attainment of sales mastery. In this webinar, Mike Kunkle will share an approach that is proven to deliver results and ROI.

Fact: Stories can drive sales. But what type of story is most effective? When should you tell a story and how do you find the right story for your customer? Discover 5 successful strategies for using stories in your sales pitch to move the sale forward.

Join Deb Calvert as she interviews Sales Legend Jon Ferrara. Jon is a CRM and Relationship Management entrepreneur and noted speaker about Social Media's effects on Sales and Marketing. He has re-imagined CRM by building a Simply Smarter Social Sales and Marketing platform, his most recent venture Nimble.com.

The way we attract, develop and retain top talent today is far more strategic than ever before. Why evaluating sales people for your team, you must look beyond the skills on paper and understand how they fit into the big picture – today and in the future. This program will give tips for building the candidate pipeline in a large scale strategic way and engaging sales teams to align with your business with every sale.

ConnectAndSell applies three principles to align customer success and sales:
- Our customer success managers are all former sales reps.
- Customer success managers lead our product test drives.
- We are our own customer: our customer success team owns our sales team’s successful use of our own product.

Bluewolf, an IBM Company, is the global Salesforce consulting agency committed to creating customer and employee experiences that drive a return on innovation. Bluewolf needed a way to follow up faster with the high volume of leads coming in from their demand generation efforts. Manual processes and disorganized data were preventing sales reps from hitting their goals for weekly booked meetings. In this webinar, Jonathan Staley, Director of Campaigns at Bluewolf, will discuss how Bluewolf’s Marketing Ops team was able to leverage data as a strategic asset to further align sales and marketing. Learn how Bluewolf:

•Increased sales activities by 15%
•Boosted Salesforce’s out-of-the-box routing
•Improved its database with algorithms

This webinar will be followed by a live Q&A.

Everyone wants to improve Sales Productivity or "Revenue Per Rep." It's often a struggle, because the way we approach training and enabling reps is ineffective and doesn't support behavior change. In this webinar, Mike Kunkle will share how a new systems approach to Sales Enablement will radically improve your results.

Sales Enablement, Sales, Marketing, Sales Productivity

Inbound marketing works, inbound sales works…but independently they can only go so far. Learn how to plan an inbound strategy that keeps your sales & marketing teams on the same page, working towards the same objectives, and most importantly setting them both up for success.

LinkedIn is a powerful and underutilized tool for sales professionals.
In this webinar you will learn how to:
- Convert your profile from a resume to a resource
- Leverage LinkedIn to get warm introductions
- Find, share and engage on relevant content to be seen as a thought leader

The B2B market is shifting, and your approach to growing pipeline with sales development needs to shift along with it. Industry experts agree that playbooks from early 2010s won't cut it today.  Laurie Page, Managing Partner for the Bridge Group, will cover the top four strategic sales development trends happening today and how to leverage them for success.

Join us for this session to gain higher growth in 2018 and beyond!


Sales Development, Sales, ABM, Marketing, Sales Trends, Customers