Inside Sales

Jim Keenan describes the disconnect between salespeople and their leaders and how to build a fundamental sales coaching process.

Matt Johnson explains the various layers involved with building and implementing a CRM strategy specific to your firm.

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.

Moderator:
Jim Moliski, Senior Vice President, Strategic Services, Launch International

Presenters:
- 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.

Join Erik Charles as he discusses the ceiling to sales performance management as well as why incentives programs will provide stronger productivity results compared to rewards programs.

Join Joanne Black as she describes the importance of building a referral program with metrics and accountability in order to get meetings with decision makers and convert prospects to clients.

Join Mark Synek as he describes how to better align sales and marketing through metrics, expectations and communications.

Jim Keenan explains how to maintain a great sales team and how to recruit the next generation of sales talent.

Jim Keenan explains how understanding the context of your client's problems will help your team close sales.

Why do we treat professionals differently than consumers? Putting on my suit doesn't mean I want to die of boredom. Consumer content sizzles with entertainment while informing and influencing. B2B content can do the same.

The rapid growth of LinkedIn, Facebook, Twitter, and a whole range of other social selling tools, has lead an entire generation of sales people to abdicate their sales duties to technology. As salespeople, it's our job to make the connections that matter - connections cemented with phone calls, not status updates.

You'll learn:
- Why technology addiction is killing your sales
- How to balance tech with touch
- Why you can't believe the hype about how buyers buy
- How the roles of marketing and sales are different and ways they can help each other
- Why referrals are the original (and best) social selling tool

At times, winning new business can seem frustratingly impossible since tactics that used to work are no longer relevant.

Dan and his team spent 4 years and thousands of hours studying the behaviors of 1000 high performers and learned some important lessons:
● How being human drives better sales results (and improves relationships)
● The best way to get the biggest results regardless of what you’re selling
● Why saying ”NO” more often is the key to getting consistent results
● The reason that giving more leads to selling more

Join this webinar to learn more about each of these lessons and how ordinary salespeople can achieve outrageous results.

For sales leaders, watching the right performance metrics and effectively managing those measures can make all the difference between a stellar quarter and a lackluster one. This fast-paced webinar will highlight 20 innovative KPIs that sales leaders may not be watching, but which can provide powerful insight to help achieve stronger, more predictable sales. We’ll also share lessons learned from a veteran Sales VP and discuss new Sales dashboarding technologies.

It is clear that productivity is crucial to the success of a sales team but how exactly do you improve it? With so many possible areas for improvement (lead quantity and quality, training, time management, tools, processes, etc.), it can be daunting to find the most effective and efficient solution for your team. Join this discussion to hear from thought leaders and practitioners on how they've identified and enhanced productivity for their sales teams.

Cold Calling is dead. No one reads unfamiliar e-mails. Join Mark and learn how to reach today’s media-saturated B2B buyer by utilizing Social Prospecting, and how your organization can build a Social Prospecting capability.

Find out what 3 things organizations must do to socially prospect and sell effectively.

Music and video are rewiring our audiences and their relationship with content while apps nourish their impatience, on demand. Learn how best-in-class brands are tapping into this behavioral transformation to rethink audience engagement while making sales and management teams smile, big. Share your own challenges and successes with your peers during the session. Walk away with actionable insights that will make a positive revenue impact on your business and maybe even your own bank account!

Technology has enhanced the lives of many but it can't replace human interaction. View this video to find out why Joanne Black believes it is crucial to pick up the phone to seal the deal.