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Leadership

  • Sales Legends Series - An Interview with Jim Cathcart
    Sales Legends Series - An Interview with Jim Cathcart Deb Calvert with special guest Jim Cathcart Recorded: Apr 19 2018 49 mins
    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.
  • GDPR : A Threat or An Opportunity?
    GDPR : A Threat or An Opportunity? Pradeep Prasad Recorded: Apr 19 2018 61 mins
    The world has moved in the last 100 years from the first flight into the sky to flights to Mars; there is complete digital control over our lives. Control is by the person or entity who has retrievable custody of our data which can be misused for gains and / or to harm us. What was most prevalent form of societal intimacy during our childhood in 1960s and 1970s, that everything was known about everyone in a neighbourhood; we have come a long way. We are at a stage where we ask - why do you need to know about me? If there is a need with an agreed upon purpose, only sufficient data is provided which satisfies the need with a caveat that the data would not be used for any other purpose.

    European Union (EU) has done a commendable job 2 decades back — to protect its citizens from prying eyes, whether harmful or not — through replace the 1995 Data Protection Directive. In parallel, government of India also took commendable steps in this direction through InfoTech Act 2000, which was amended in 2008 with additional safeguards. Though India InfoTech Act is a general purpose all-compassing act, it has sections to protect data privacy strengthened further in 2011. However, both EU GDPR and India InfoTech Act can leverage each other for mutual benefits.

    In this Webinar, Pradeep will share various aspects of GDPR and the diversified thoughts looking GDPR as a threat or an opportunity.
  • Breaking Into FinTech 101
    Breaking Into FinTech 101 Sophie Winwood (Innovate Finance), Ina Yulo (BrightTALK), Valentina Kristensen (OakNorth), Kathryn Harris (LBG), Nina Mohanty Recorded: Apr 19 2018 64 mins
    FinTech is a hot and trendy industry with topics like blockchain, digital banking, and cryptocurrencies on just about everyone's lips. The peaked interest in the sector has even encouraged universities, such as Oxford, to create courses specifically for FinTech. Meet-up groups and accelerators are also constantly delivering workshops on the top skills needed to make candidates more attractive to hiring managers.

    Join this session to learn:
    Do you need a background in Financial Services or Tech?
    The key skills that all FinTech start-ups will be looking for
    The positives and negatives of working for a large institution
    The positives and negatives of working for a start-up
    CV hacks: some easy ways to make your CV more FinTech-friendly
    Top resources available for people who want to learn more
  • Returning to Work After a Career Break
    Returning to Work After a Career Break Pamela Weinberg, Leading Career Management Coach (CCMC) and Personal Branding Strategist Recorded: Apr 18 2018 62 mins
    This webinar is geared for those who are assessing their career options after a career break.

    Whether you have taken time off to stay home with young children; to care for a sick parent; or to reassess your career plans, this session will provide a road map to define your values, goals and priorities, arm yourself with information, and chart your path to the job you want.

    Leading Career Management Coach (CCMC) and Personal Branding Strategist, Pamela Weinberg, will help you to understand current job trends, networking strategies, resources for career research and social media job search strategies.
  • Using people data as a key driver of growth
    Using people data as a key driver of growth Jessica Brook & Melissa Paris, People Science at Culture Amp; Dominic Jacquesson, Index Ventures; Dan Hynes, Atomico Recorded: Apr 18 2018 47 mins
    The most successful and fast-growing companies use people data to fuel their growth strategies alongside other data types (sales, marketing, operations data).

    Leading venture capital firms such as Index Ventures and Atomico have a key focus on ensuring that the organizations they invest in are set up for long-term sustainable growth by running their people strategy in the same way they run their product and marketing initiatives.

    Culture Amp help organizations to collect, understand, and act on employee feedback. We support fast-growing organizations to uncover the areas of focus to ensure they have the right data to make strategic decisions as they grow.

    Learn from Dominic Jacquesson, Director of Talent at Index Ventures, Dan Hynes, Partner and Head of Talent at Atomico alongside Culture Amp’s People Scientists Melissa Paris, and Jessica Brook.

    You’ll come away knowing:
    - Why this topic is now an important business imperative for any size of organization
    - The importance of having an employee feedback strategy
    - 5 simple steps to start your feedback strategy
    - How (and why) to customize your approach
    - A chance to partake in a Q&A with our resident experts!
  • NAB Show 2018 Deconstructed
    NAB Show 2018 Deconstructed IBC365 | The Hollywood Reporter | IHS Markit | dock10 | Amy DeLouise Recorded: Apr 18 2018 62 mins
    Not everything that happens in Vegas stays in Vegas: join us right after this year's NAB Show for a full review of what went on, what was hot, and what happened at the conference and show floor.

    It's an opportunity to take the pulse of the industry and find out what media and entertainment tech leaders are focusing on right now. Which vendor's product launches and announcements set the strip talking -- and which disappeared without trace? What's happening in the content supply chain, and what's the future for blockchain, AI, cloud and IP?

    An international panel share their analysis of the big themes and announcements of this year's show - as well as revealing the unofficial themes and what people were really talking about.

    Speakers:
    Carolyn Giardina, Technology Editor, The Hollywood Reporter
    Pzemek Bozek, Advisory & Consulting, Media & Content, IHS Markit
    Paul Clennell, Chief Technology Officer, dock10
    Amy DeLouise, Director / Producer, Amy DeLouise
    .
  • S2 06 - Allies, Role Models and Champions of Change
    S2 06 - Allies, Role Models and Champions of Change Julia Streets Recorded: Apr 18 2018 35 mins
    Robert McKillop, Global Head of Product at Aberdeen Standard Investments, and Ruben Kostucki, COO at Makers Academy, join host Julia Streets to discuss the importance of nurturing and supporting middle management as they endeavour to embrace change, how to find and empower new tech talent from ages 16 to 60+ and why we need change more than ever before.
  • Sell More, Faster: Sales Acceleration Techniques you can use right now!
    Sell More, Faster: Sales Acceleration Techniques you can use right now! Peter Strohkorb Recorded: Apr 17 2018 49 mins
    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!
  • BRC/KRONOS Webinar - Trust, Transparency & Respect: Building Employee Engagement
    BRC/KRONOS Webinar - Trust, Transparency & Respect: Building Employee Engagement Operating Model Consultant, Co-op | Retail Industry Principal, Kronos | Insights & Analytics, BRC Recorded: Apr 17 2018 47 mins
    In this webinar we share the data and analysis from our research into employee engagement in retail, outlining some of the key challenges and some innovative solutions that have been implemented.

    Improving employee engagement is high up the agenda of senior management in retail.
    Employees who are motivated and more able to fulfill their potential are also more productive. With margins under ever increasing pressure, facilitating productivity gains has never been more crucial. However, improving engagement can be complicated and requires an in-depth understanding of some of the underlying issues holding engagement back.
  • Compensation in Small Business - Its not such a mystery
    Compensation in Small Business - Its not such a mystery Lori Kleiman Recorded: Apr 12 2018 26 mins
    Compensation is often the highest line item on any organizational budget. But do your employees really understand the value they receive from you - which goes WAY beyond their paycheck. We will look at the components of compensation that you should be talking to your employees about - and then easy ways for you to create statement in house without a lot of cost or trouble. Options are provided for external resources as well. HR certified - extra bonus, 1 SHRM or HRCI credit for attending!
    Learning objectives
    •Evaluate your organizations total compensation package
    •Consider options for do-it-yourself statements
    •Create messaging to enhance overall employee communication
  • Improve Root Cause Analysis Effectiveness through On-the-Job Micro-Learning
    Improve Root Cause Analysis Effectiveness through On-the-Job Micro-Learning Belinda Bright Head of Operational Excellence and Christian Green Delivery Excellence Manager of Kepner-Tregoe Recorded: Apr 12 2018 62 mins
    A workforce of skilled root-cause analysis (RCA) practitioners is every manager’s dream. A possibility which is often stifled by the reality of the many hours of training required for a positive impact. Imagine if we could cut traditional training time by greater than 75% to the first responders. These are the operators who are crucial to your team; are best placed to troubleshoot and collect evidence before it is destroyed. They are also the ones who are most difficult to take off-line for weeks at a time.

    “Micro MBAs” and “Nano Universities” geared for office professionals are designed to reduce the time traditionally needed to fulfill learning requirements. Taking a page from these “Micro-Learning” techniques, Kepner-Tregoe has designed a training solution that keeps crucial operators on-the-job while they learn. An approach that offers a path for your operators to work towards RCA mastery at a much faster pace.

    Join us as we discuss how to implement operator microlearning and the latest cloud-based solutions for daily management practices that allow you and your workforce to address root cause in real-time. Discover the components of a multi-disciplined daily management system that includes items such as escalating morning meetings, operator standard work, leader role modeling via daily walks, simple reporting templates and even phone-based apps providing prompts, guidance, and governance in the palm of your hand.

    Join us and you’ll come away with:

    Daily Management meeting templates, agendas, pitfalls

    RCA templates for different levels of problems

    Project plans for executing daily management and simple RCA

    Tips on setting up a cloud-based platform to maximize adoption and monitor compliance
  • Leading Indicators: Transforming from a dance scholar to a research manager
    Leading Indicators: Transforming from a dance scholar to a research manager Dr Caitlin McDonald, Data, Research & Insights Manager at Tes Global Recorded: Apr 11 2018 13 mins
    Leadership is not about how many people report to us, but what kind of influence we have in the teams and communities we operate in.

    Join Caitlin for a few career stories illustrating how we can step into leadership with confidence and clarity in a constantly shifting career landscape.
  • Truths, Trends and Strategy in Sales Negotiation
    Truths, Trends and Strategy in Sales Negotiation Patrick Tinney Recorded: Apr 10 2018 49 mins
    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?
  • Using Data to (Continuously) Develop a Culture First Onboarding Experience
    Using Data to (Continuously) Develop a Culture First Onboarding Experience Stacey Nordwall, Senior People Operations Manager and Fresia Jackson, Senior People Scientist at Culture Amp Recorded: Apr 10 2018 60 mins
    A company’s onboarding experience is essential. You're orienting a new hire in the right direction and equipping them with the tools to become productive sooner.

    Though you may already have an onboarding program, what are you doing to further develop it? How are you leveraging employee feedback data to uncover trends and make meaningful changes?

    In this upcoming webinar, join Stacey Nordwall, Senior People Operations Manager and Fresia Jackson, Senior People Scientist; they’ll share how to collect and understand data regarding your onboarding experience to quickly iterate and improve your program.

    Join us to learn:

    - Why onboarding is important
    - What to measure in onboarding
    - How to take action with onboarding data
  • Writing Scenarios That Deliver Better Outcomes
    Writing Scenarios That Deliver Better Outcomes Robert Pratten Recorded: Apr 10 2018 33 mins
    Writing Scenarios That Deliver Better Outcomes

    Immediately improve your scenarios with a recognized methodology that engages players and reduces the time and effort to create them.
    In this webinar, Robert Pratten, transmedia storyteller and CEO of Conducttr explains:
    •How to overcome writer’s block and dive right in!
    •How to write scenarios that get players excited and achieve learning goals
    •How to reduce the time & effort it takes to go from need to finished exercise.
    The approach discussed focuses on crisis simulations for tabletop and live exercises.

    Robert Pratten is a thought-leader in transmedia storytelling and author of the popular university textbook Getting Started in Transmedia Storytelling: A Practical Guide for Beginners.
    His client list includes the UK MoD, the Foreign & Commonwealth Office, VISA, World Bank, Kodansha, Al Jazeera, C-Net Training and Pepsico. He can be found online as @robpratten
  • Procurement Part 2: Reducing Buyer Opening Demands
    Procurement Part 2: Reducing Buyer Opening Demands Sue Preston Recorded: Apr 10 2018 41 mins
    The webinar takes participants through a journey from 'reacting to responding' to unreasonable Buyer demands and participants will start to build a toolkit to help maintain control of the outcome of any Negotiation

    Learning outcomes

    By the end of this webinar event participants will have:

    - Understood the motivation behind buyer demands.
    - Developed strategies to ‘respond’ rather than ‘react’
    - Created a toolkit to respond to and counter aggressive buyer behaviour
    - Commitment to application of new tactics
  • Fireside Chats on Sales Management with special guest Jason Jordan
    Fireside Chats on Sales Management with special guest Jason Jordan Steven Rosen and Jason Jordan Recorded: Apr 6 2018 49 mins
    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.
  • Start Ups - Diverse By Design
    Start Ups - Diverse By Design Juliet Eccleston, Co-founder and CEO at AnyGood? Recorded: Apr 6 2018 28 mins
    When you’re developing and refining a proposition, it can be easy to focus simply on what most people need and and how you can provide it as quickly and cost efficiently as possible. The 80/20 rule right?

    Those involved in start ups are in the unique position of being able to re-write the rule book. They can be unconstrained within their design process by traditional corporate boundaries and move beyond something that works for most, to something that is both inclusive and extraordinary.

    In this live webinar, I’ll share some of the key techniques we used to develop AnyGood? as a proposition that was “Diverse By Design”. This not only resulted in us having a far more ethical proposition, but one that was more desirable too.

    If you’re in an early stage start up, or are in a larger organisation and have a proposition that’s being developed and refined, tune in and I’ll share my learnings.
  • How blockchain can help IoT deliver ROI
    How blockchain can help IoT deliver ROI Jonathan Johnson, Board Member, Overstock.com Recorded: Apr 5 2018 61 mins
    A projected 10 billion more devices will be connecting to the Internet in the next four years. The business potential behind that number is huge, but so are the challenges the IoT ecosystem faces — from lack of a shared architecture for interconnection to the continued problem of how to authenticate devices on the network.

    But as customers connect more devices and expect less friction and more continuity across them, blockchain technology seems to hold the potential to unlock new business model use cases — and ROI from them. Join the latest VB Live event to learn more about intersections between IoT and distributed ledger technologies and explore how they can unlock the security required to realize a profitable Future of Things.

    In this webinar you'll learn:

    *What distributed ledger technologies such as blockchain mean for businesses in 2018?
    *How blockchain for IoT can build trust between people and parties who transact together, reduce costs, and accelerate transactions
    *The future of universal architecture and what it means for autonomous products and services

    Speakers:

    * Jonathan Johnson, Overstock.com Board Member. Medici Ventures President
    * Bob Kain, CEO, Luna DNA
    * Jessica Groopman, Founding Partner, Kaleido Insights
    * Rachael Brownell, Moderator, VentureBeat
  • The Era of Accountability: Sales & Marketing’s Revenue Responsibilities
    The Era of Accountability: Sales & Marketing’s Revenue Responsibilities Dan McDade Recorded: Apr 5 2018 35 mins
    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.
  • Global Smart Cities Investments:  Key Spending Trends
    Global Smart Cities Investments: Key Spending Trends Ruthbea Yesner, Serena DaRold Recorded: Apr 5 2018 62 mins
    This web conference will present the findings from the newly launched Worldwide Smart Cities Spending Guide in which 15 smart cities use cases were sized and forecasted by nine global regions. We will discuss the trends that are impacting investments, the highest areas of spending and growth, and differences between regions. Smart Cities investments will be discussed in the context of global trends in cities, and how these are impacting budget priorities and spending on specific use cases.
  • Emerging risks – Q1 2018 update
    Emerging risks – Q1 2018 update Ian Beale - Principal Executive Advisor, CEB, now Gartner Recorded: Apr 5 2018 58 mins
    Join this webinar to review the latest emerging risks benchmarking survey results from CEB, now Gartner and learn how your peers identify and manage the big over-the-horizon risks to their organisations. In particular:

    • Understand the latest emerging risks affecting the corporate landscape
    • Explore industry-specific perceptions of emerging risk
    • Identify key risk indicators and metrics used to track emerging risks
    • Uncover “Risk Meteors” that could quickly affect your organisation
  • Smart, Mobile, & Collaborative Robots: The Rise in Commercial Service Robots
    Smart, Mobile, & Collaborative Robots: The Rise in Commercial Service Robots Jessica Goepfert and John Santagate Recorded: Apr 4 2018 55 mins
    This session will look at the drivers, trends, impacts, and overall market for non-traditional robotics on the modern digitally connected business. The evolution of technology in general has helped to drive the evolution of robots for non-traditional business applications.

    John Santagate, Research Director for Service Robotics at IDC, says “We are in a very interesting place relative to robotics. There has been a convergence of technology maturity and market acceptance that is helping to drive new robotic applications in business areas where robots have not typically been deployed”. Join us as we dig into what is driving the market, why this time it's different, and how the market will shake out over the coming several years.
  • How to Navigate Post-Acquisition Success with Recurring Revenue Businesses
    How to Navigate Post-Acquisition Success with Recurring Revenue Businesses Jeff Wissink, Managing Director and Stephen Terry, Director of Subscription Services, Navint Partners Recorded: Apr 3 2018 34 mins
    Growth through acquisition is a common strategy for recurring revenue businesses, providing rapid revenue gains, increased customer base, and cost-side synergies. Capturing those synergies requires thoughtful post-acquisition integration work; bringing multiple companies into a single way of operating across a larger pool of customers.

    In many cases, each business has independently built a frictionless Continuous CustomerTM experience around their product offerings, fine-tuning their operations for the singular purpose of attracting, keeping, and growing that certain customer base for that particular offering. After the acquisition is made, attention quickly turns to how these independent entities can be quickly combined to operate efficiently and realize expected benefits.

    This session will cover client examples of overcoming this challenge and map out the five steps to integrate recurring revenue business acquisitions to maximize value.