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.
Tired of nagging, baby-sitting and hounding your salespeople? Follow this fool-proof formula for helping your salespeople take ownership. Enjoy your job again and help your salespeople achieve remarkable sales results...with ease!
Companies today want exponential sales growth. Sales leaders look to their teams to provide that growth. I challenge them to look at themselves first. What do they need to do to develop themselves in order to get peak performance from their teams? I share straightforward advice on how to do that.
Perhaps the worst kept secret in the corporate world is the level of frustration associated with trying to get an accurate revenue forecast from the sales organization. At every level, from the individual sales rep all the way to the CRO, there is typically as much guesswork as science involved in the process of predicting near term revenue.
It is a problem that is relatively easy to solve.
Join this 30 minute webinar to see how customer engagement data and an understanding of the customer’s decision journey can yield consistently more accurate forecasts, shorter sales cycles and better sales strategies.
Big company buyers told me: “We are tired of sellers who are focused on their products and solutions and what they can do. We want sellers who will help us devise and achieve strategic outcomes.” How to prepare your reps for discussions that get them invited back effectively.
Today, you can’t wait around to be found, you need to "go on the offensive", take a proactive approach to engaging new buyers. Learn crucial elements of converting more leads to more prospects. Proven practices for effective talk tracks, overcoming common objections, voicemail, and more. Need more prospects, attend Proactive Prospecting!
A recent polled audience at a conference revealed 83% had hired someone they wish they hadn’t in the past 2 years. You never plan to hire the wrong person – so how do they get hired? Learn the 6 common reasons why your hiring and interview process may have a wrong mindset and focus.
Just like Uber disrupted the way we travel, 5 key trends have disrupted the way prospects view and respond to presentations. In this webinar Presentation Expert Julie Hansen reveals 5 Key Trends you must address in your presentation and arms you with actionable steps for sales success in 2017.
GOOD COACHING GONE BAD:
Sales call coaching is critical for Rep development, engagement & results. But what if you’re not an expert coach? Inside Sales Expert Lauren Bailey will share the five most common “Coach-astrophes” you probably don’t know you’re committing, and how to recognize and quickly correct them to double your coaching results!
The selections for community seems to be missing something.. In community, there is not a selection for field sales. There are still significantly more field sales people than inside sales people. I'd argue that this is an oversight that should be corrected.
Why do some sales pros naturally “click” and know what to say to prospects to get them talking? What is the secret to creating rapport and moving beyond awkward sales calls? This session shows you how to demonstrate your deep understanding of your buyers so you connect quickly and uniquely.
Customers have different needs and expectations. Empower your sales results by adapting your selling style to match each of the four dominant customer buying styles.
• Lear to recognize each customer’s buying style
• Understand each style’s dominant strengths, struggles and motivations
• Adapt your sales style by “speaking the customer’s style language”
Never before has the marketplace been so full of competing distractions jockeying for your prospects’ attention. In today’s competitive market, talent and hard work are no longer enough. This webinar shows you how to beat the competition by unearthing exactly what your prospective clients value while building career-long business relationships.
Business has always been conducted at the speed of trust and we operate today in the age of personal brands. Increasing rates of sales failure are driving the need for sellers to modernize the way they engage buyers to create sales pipeline and greater efficiency. Every sales person must become masterful and Tony Hughes explores how to create the right go-to-market narrative, engage buyers in a way that creates trust and sets an agenda on value.
Great leaders not only focus on the nuts and bolts of executing today, but they also build their teams to take advantage of future trends. We will address the impact of 3 forces on your team:
•Future economic trends
•Relentless commoditization and the new buyer’s journey
•Low unemployment rate
In This Master Class I'm Going To Show You...
•A Leadership Strategy Proven to Increase Sales
•Techniques to Improve Your Teams' Performance
•5 Steps to Help Your Sales Leaders Crush Their Numbers
•Cutting Edge Leadership Practices to Lead Your Team
Many sales roles will disappear with technology redefining buyer engagement. In an age where customers define ‘value’ and are massively empowered to research and commoditise supplier ‘solutions’, customer experience is becoming this biggest point of differentiation. Sales people are an expensive way to engage the market but what would happen if you reimagined the sales organization with a blended physical and digital approach? Join Tony Hughes to explore the provocative question of whether revenue and profits can be increased while reducing the number of sales people employed.
What makes top sellers better? Lisa McLeod’s global study revealed: salespeople who sell with Noble Purpose, who want to improve customer’s lives, outsell salespeople focused on targets and quotas. Lisa shows how to find your Noble Purpose and use it to increase competitive differentiation, ignite emotional engagement, and drive revenue.
The Motivation Expert, Jim Cathcart, author of The Self Motivation Handbook and 17 other books, is one of the top influencers in Sales & Marketing worldwide. He’ll explain how to get people to do what needs to be done even when they don’t feel like it…yet. Jim is the original author of Relationship Selling® and has worked with over 3,000 clients to increase their success
It's no secret that buyers are demanding more. So why not go straight to the source and find out what buyers really want? We did. Our groundbreaking research with Santa Clara University provides insights into precisely what buyers want sellers to do. Join me to learn about our research and the behaviors you can adopt immediately to connect with buyers and advance the sale faster.
Most traditional sales training fails to recognise how human beings actually make decisions;
•by searching for emotional connection,
•by worrying about how the decision will personally impact us and most of all,
•by using our limbic (feeling) brains to decide and our rational (thinking) brains to justify the decision we’ve already made.
In this webinar we’ll explore how selling with EQ, not just IQ, can profoundly impact your sales success in 2017. We’ll look at how moving away from the “show-up and throw up” form of sales presentations, towards a more authentic and empathetic sales style, can transform the connection you create with your customers and prospects.
DocuSign helps sales organizations close deals faster — anywhere in the world. DocuSign offers greater visibility into a deal’s status, the ability to collect information so you don’t need to rekey data, and the ability to send out reminders so you can spend more time selling and less time tracking down signatures.
DocuSign customers will share their best practices for shortening the sales cycle and increasing the productivity of their teams by integrating DocuSign into the sales workflow.
Brian Driver, Salesforce
Elizabeth Guerra, LinkedIn
There is a lot of conflicting sales advice right now – especially around prospecting and new business development. What’s your most effective way to fill your pipeline and move prospects to opportunities? This session shows you how to plan and execute your SELLING MIX based on 3 key variables.
Closing bigger deals is a process not an event. The path to consistently close large accounts is about having a solid proven process to attract, develop and close large accounts – and then working that plan intensely. If you’re looking to attract larger clients, increase the average size of your deals or just shorten your sales cycle this event is for you.
There are simple and effective ways to incorporate more persuasion techniques in sales as you work with prospects and customers. A few examples to become more persuasive are enhance your credibility, use persuasive words and offer the right proof. Shorten your sales cycle and sell more with power persuasion.
Salespeople skilled in EI outperform the competition in sales calls. Skilled EI leaders motivate and build better teams. The ability to understand the effect your emotions have on others and manage yourself accordingly is a competitive advantage to not only your sales force, but for you personally. EI is also the single biggest factor in driving employee engagement, commitment and results.
There is no doubt the single biggest request from sellers is on how to get their time back and be more productive in 2017. This session will cover research, resources, and 3 top tips for gaining more time in your day as a more “thoughtful” seller. We will be giving away 2 copies of Jill Konrath’s new book, “More Sales, Less Time”.
Our buyer research in the Stop Selling & Start Leading® movement revealed specific behaviors that buyers want to see from sellers. In this webinar, I'll share what this means for needs assessment and how you can shift from old-school diagnostic to buyer-preferred dialogic assessments.
A holistic approach to sales enablement will be provided in this webinar. Sales training is only one piece of the puzzle. The webinar will include communication and collaborative strategy; social media company policy; and recruitment practices. Participants will learn how these elements are to function together for an effective program.
Email is the number one tool for sales prospecting. But with prospects’ inboxes overflowing with over 100 emails per day, it’s nearly impossible to break through the noise, distinguish your message and get a reply. Now’s your chance to figure out what to do differently to differentiate yourself.
Disciplined, focused execution of talent development, process, systems, and methodology are the key to Sales Readiness and improving sales productivity. In this presentation, Sales Expert Mike Kunkle will share how to create and align an Effective Selling System and an Effective Learning System to achieve breakthrough sales results.
We are all responsible adults. We all love what we do - or do we?
This presentation focuses on 5 key principles to rekindle the clarity around our role as revenue producers and business people who sell and as a result make more money than we do today for both ourselves and our clients as well.
With today’s sophisticated and well informed buyers, the “standard” value proposition just doesn’t cut it anymore. That, coupled with increasing competition, makes communicating the uniqueness of your offer and what truly differentiates you from all the other available alternatives very challenging. Learn how to create a buyer-focused message that SELLS.
By 2020 customer experience will overtake price & product as the key brand differentiator according to the Walker 2020 Customers Report. Your focus on demonstrating value NOT selling features is how deals get closed. Learn strategies for getting buyers at hello and delivering a great sales experience at every step in the buying process.