Time to Shrink or Grow your Inside Sales Organization?

Josiane Feigon hosts a panel with managers from Agilent and Equilar
A new level of frugality has hit many sales organizations, and inside sales is always under close scrutiny. While some may react with quick downsizing efforts, others are in growth mode and taking advantage of the new talent that’s out there. Join our lively discussion with two Inside Sales Directors as they share their strategies for growing or shrinking their inside sales organizations and find how these strategies impact their long-term success.
Jun 15 2009
62 mins
Time to Shrink or Grow your Inside Sales Organization?
Join us for this summit:
  • Channel
  • Channel profile
Up Down
  • Hiring to Maximizing Sales Team Effectiveness Aug 13 2014 9:00 am UTC 45 mins
    Do you know why some of your sales people always hit target, while others don’t?

    Join this session to learn how to uncover what makes the difference between your top salespeople and the others, how to improve it in your existing team, and how to identify it when you’re hiring.

    This webinar will look at issues such as:

    · What makes the difference between the very best sales performers
    and the rest?

    · Why do they get results so much better than their average peers?

    · What do they do differently?

    · What effect does this have on your bottom line?

    · How can you hire more like your top performers

    · How can you have everyone producing as much as your top
    performers?

    Whether your organisation is a large corporate or SME, if you’re really serious about driving sales in your business, this webinar is for you.
  • Amplify Your Marketing Impact with a Social Selling Sales Force Jun 19 2014 6:00 pm UTC 45 mins
    For years, marketers have managed corporate social network accounts for branding purposes. The next phase is leveraging employees' social networks to amplifying marketing messages.

    Attendees will learn:
    - 3 Reasons for starting with sales
    - Top applications for social content amplification
    - Case studies of successful marketing amplification by sales
  • As VP of Sales, Why Should You Give a Damn About Sales and Marketing Alignment? Jun 18 2014 6:00 pm UTC 45 mins
    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.
  • 7 Advanced Lead Nurturing Tips for Marketing AND Sales May 15 2014 5:00 pm UTC 45 mins
    Engagement with prospects is always a challenge - in both marketing or sales. It would be great to be able to send a quick email to each of our leads on an individual basis - but is this always a realistic option? Lead nurturing helps address this engagement challenge and helps deliver the right information to the right leads at the right time.

    Join Mathew Sweezey, author of "Marketing Automation for Dummies," as he addresses the challenges of lead engagement for both marketing and sales teams and gives us valuable information on how lead nurturing can help solve this problem.
  • The 3 Neglected Levers to Higher Sales Productivity May 15 2014 4:00 pm UTC 45 mins
    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.
  • The Missing Link: Why Marketing and Sales Struggle with Revenue May 15 2014 3:00 pm UTC 60 mins
    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.
  • When Prospects Go Silent - Creating Follow Up Campaigns that Work! May 14 2014 7:00 pm UTC 45 mins
    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
  • Getting More Out of Your Top Sales Performers May 14 2014 6:00 pm UTC 45 mins
    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.
  • Give Your Sales Team More Selling Time (or More Time to Sell) May 14 2014 5:00 pm UTC 45 mins
    Research from Salesforce.com shows that the average sales professional spends only 32% of their time selling and the rest of the time on administrative tasks. Learn how to increase sales productivity and say goodbye to paper receipts and spreadsheets for expense reporting
  • How to Ensure Your Sales Training Actually Increases Your Sales Productivity May 14 2014 2:00 pm UTC 45 mins
    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.
  • A Little Birdie Told Me: Twitter As a Sales and Marketing Tool May 14 2014 12:00 pm UTC 45 mins
    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:
    -find opportunities
    -scout your competitors
    -engage and connect with your audience
    -build your brand
    -find secret shortcuts to getting in touch with key influencers
  • The Keys to Transforming your Sales Productivity May 14 2014 10:00 am UTC 45 mins
    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.
  • Social Selling and The 'Social Sales' Scorecard May 14 2014 9:00 am UTC 45 mins
    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.
  • 2 Minutes on BrightTALK: 5 Traits of Beloved Companies Recorded: Apr 22 2014 3 mins
    Learn the 5 values that separate an everyday company from a beloved company.
  • Growth-Hacking: Real or Hype Recorded: Apr 16 2014 31 mins
    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.
  • 2 Minutes on BrightTALK: How to Succeed in the Subscription Economy Recorded: Apr 15 2014 2 mins
    What does it take to succeed in the subscription economy? Tien Tzuo shares what you should put at the forefront of your organization to keep your customers coming back.
  • 2 Minutes on BrightTALK: Refreshing Your Incentives Strategy Recorded: Apr 15 2014 3 mins
    Erik Charles explains how an incentive strategy built around gamification can invigorate your sales team.
  • 2 Minutes on BrightTALK: The State of Sales Leadership Recorded: Apr 9 2014 4 mins
    Jim Keenan describes the disconnect between salespeople and their leaders and how to build a fundamental sales coaching process.
  • 2 Minutes on BrightTALK: Common Reasons for Client Churn for SaaS Companies Recorded: Apr 9 2014 3 mins
    Learn the common causes for churn and how they can be avoided.
  • 2 Minutes on BrightTALK: Developing and Executing a Successful CRM Strategy Recorded: Apr 1 2014 3 mins
    Matt Johnson explains the various layers involved with building and implementing a CRM strategy specific to your firm.
Sales best practices for sales managers and teams
Sales management, training, enablement, hiring, incentivizing... Everything you need to know to lead your team and company to success.
Try a powerful marketing platform for your videos and webinars. Learn more  >

Embed in website or blog

Successfully added emails: 0
Remove all
  • Title: Time to Shrink or Grow your Inside Sales Organization?
  • Live at: Jun 15 2009 6:00 pm
  • Presented by: Josiane Feigon hosts a panel with managers from Agilent and Equilar
  • From:
Your email has been sent.
or close
You must be logged in to email this