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.
What happens when your departments act in a vacuum instead of working together? Your sales reps are alienated and you’re stuck with a bunch of unpredictable “lone wolves”. Qvidian's cloud-based applications empower sales teams to accelerate growth and improve sales productivity and effectiveness. Bring together your wolfpack and close more deals.
Forty-four states, DC and four territories have adopted the Common Core State Standards (CCSS). This means that school districts across the country are planning for 100% online assessments during the 2014-2015 school year. One of the most important conditions needed for being able to administer online assessments is network infrastructure readiness.
Attend this 30-minute webinar and join Gavin Lee, Senior K-12 Business Development Manager at Juniper Networks, to discuss the critical network must-haves that all school districts should consider when looking to deploy a robust and supportable network. You will also receive practical guidance on how to get the most out of your network infrastructure and how to best prepare for the CCCSS assessments:
• Consortia network infrastructure
• Wired and wireless network capabilities
• Robust network security
• Network support readiness
• Juniper Networks network infrastructure readiness resources
Growth-hacking rose to prominence in 2010 as a model to rapidly grow a company through unconventional techniques. The concept caught on with marketers at large and small companies as well as its fair share of detractors. In this spirited interview, Christine Crandell discusses with Greg Ott, Intuit’s VP of Marketing for QuickBooks Online, growth-hacking’s applicability to larger organizations and if it can help to reverse Marketing’s cred as corporate bad boy.
The 20 minute video interview with 10 minute audience Q&A will also explore how technology drives change companies may not be ready for and how marketers can turn to their advantage.
Do you have a team of inside sales reps responsible for the front end of the sales process? Are these reps contacting leads and qualifying them before passing them to sales? If the answer is yes, then you are doing the right thing. Best in class companies all have this dedicated function. The next step is to optimize the process and drive more qualified opportunities and ultimately, more revenue.
In this webinar, inside sales expert Craig Rosenberg will discuss the best practices and tactics for the best inside sales organizations in the world. Learn the essential attributes of leading inside sales teams.
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
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.
Two-thirds of companies surveyed indicate they expect to grow their sales team in 2014. With this anticipated growth in sales organizations, the burden of onboarding and ramping new sales staff as quickly as possible becomes paramount to sales leaders. On average, it takes 40% of organizations between 7-12 months to effectively onboard and get new sales representatives to productivity.
The majority of executive management respondents also had a key focal area for sales: 87% indicated they needed to improve overall quota attainment. To compound this, 36% said they were only somewhat or not confident in their sales organization’s ability to achieve quota attainment.
Listen as Qvidian CMO Christopher Faust discusses the key objectives for sales organizations in 2014, the challenges and obstacles they expect to face, as well as the investment areas needed to improve sales execution.
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.
Jim Moliski, Senior Vice President, Strategic Services, Launch International
- 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
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.
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.
http://www.qvidian.com/sales-playbooks - Qvidian Sales Playbooks provide salespeople with automated guidance, information, tools, and sales best practices tailored to each unique selling situation - all right where sales people work their deals, within the Salesforce.com CRM.
Qvidian Sales Playbooks reinforce best practices and make sales processes more repeatable, improving the skills of your sales organization and reducing sales ramp up time.
Qvidian Sales Analytics provide greater visibility to improve sales activities and forecasting with real-time insight into what's working and what's not.
In this webinar, Laura Nuhaan, partner at The Andeta Group, a consultancy firm focusing on sales and marketing innovation will discuss the new skills that sales and marketing employees need to tap the power of social selling. She will also review the main activities sales teams should engage in to be successful and show some examples and how progress can be measured by using the social sales score card.
What's the number one factor that makes a star performer sell in any business environment? What are the two most important neglected areas to look for productivity drains? What can you do today with your team to start increasing your sales productivity?
We will identify the X factor and the two main productivity drains, we will look into how you can implement easy steps to leverage this X factor in your team, transform those two capital areas and increase your sales productivity starting today.
It’s hard to believe that Twitter is only 8 years old. With just over a billion registered users, it has become a hub for everyone from celebrities, to politicians, and even the Pope to share their opinions and connect with their audiences.
Though you will be hard pressed to find a business that does not have an account on the Social Media platform, most companies have yet to utilise it to its full potential.
Join this webinar to find out how Twitter can help you:
-scout your competitors
-engage and connect with your audience
-build your brand
-find secret shortcuts to getting in touch with key influencers
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.
For companies striving for rapid growth (i.e. VC funded start-ups), hiring and retaining top tier salespeople can be the difference between success or failure. Since less than 10% of all salespeople are in this top tier, even small productivity gains can have a significant impact to the bottom line. These productivity gains are magnified in an economic environment where both capital and human resources are limited and in high demand.
Ways to improve sales productivity:
•People: Hiring and training the best SaaS sales producers
•Processes: Optimizing the sales process
•Technology: Identifying, utilizing, and integrating technology
If a sales executive can impact hiring, training, the sales process, and technology. How can sales productivity tools allow your top performers to do more with less resources.
Many sales professionals have never mastered the art of the follow-up. To be successful, you have to know how (and when) to stay in touch with suspects, prospects and customers.
Join this interactive webinar to hear sales expert Tim Wackel discuss how to:
- Be more bold, creative and valuable in your communications
- Re-engage prospects that have started to ignore you
- Avoid crossing the line from persistent to pest
- Say goodbye the right way when you need to
Many of today’s B2B marketers and sales teams are going full-speed ahead to implement the newest social technologies and run complex nurture campaigns. Unfortunately, results often don’t live up to expectations. Is it because they need more content or better marketing and sales integration? Some might say “yes,” but those are missing the most important step of the customer acquisition process: Knowing Your Buyer.
Not convinced? In this 20 minute video interview with 10 minute audience Q&A Christine Crandell and Amit Varshneya, Vice President, Consulting Services, Demandbase will have a live debate on why knowing your buyer is the game-changing missing that can transform sales and marketing.
Sales quotas per person usually increase every year. To respond to this challenge, salespeople therefore must increase their productivity. Most people conclude that their funnel must become fatter so the higher goal can be reached.
Research, however, shows that A players usually work with sleeker funnels than average performers. This is possible because they work with the 3 lever towards higher productivity that most other people in sales ignore. Working with these levers allows salespeople to increase their effectiveness and lets them work smarter rather than harder to attain their quotas.
There has been a lot of lip service and hyperbole on the topic of sales and marketing alignment. Too much you might think. Many sales organizations have learned to do what is necessary to make their numbers whether the marketing department is on the same page or not. So, why should alignment of the two functions be a priority for the head of sales or the CEO? And what should the business leaders align to anyway?
Gain insights from two prominent sales and marketing alignment leaders as they present the rationale for alignment in a case-study format from both a sales perspective and a marketing perspective.
•Misalignment cause or effect?
•The impact of misalignment,
•Achieving alignment in your business,
•Revenue impact of alignment – the findings from MathMarketing’s latest global research of 500 companies.