Leadership styles are continually evolving to incorporate new ways of thinking about employee satisfaction, motivation and performance. Find webinars and videos on the strategies, techniques and qualities that make an effective leader. By participating in this community you will gain insight into current leadership theories and how to optimize employee performance.
Most sales people spend a disproportionate time selling to narrow segment of their market, while ignoring or struggling to engage with over 50% of potential buyers. Objective Based Selling presents a different way to look, engage and sell to often ignored segments, leaving money and success on the table.
Making decisions based on guesswork without actually looking for the true cause of a problem can lead to taking actions that can make the problem worse rather than improving the situation. Using the Kepner-Tregoe proven problem solving techniques will lead you down a path that helps you to uncover the factors that are impacting your situation, leading you to the correct solution without having to resort to ‘best guesses’ or trial-and-error remedies. This light-hearted video shows what would happen if your doctor just took the first option that came into his head when dealing with patient problems.
Clear thinking is a critical factor in making good business decisions, based on accurate assessments of the factors that impact the market you are playing in. This light-hearted video demonstrates the dangers of making decisions based on incomplete or incorrect information. Kepner-Tregoe techniques will help you gather the necessary market intelligence and use the information to make well-founded decisions.
Sales Managers are often unconscious about collateral damages to the business caused by their current management practices. Many of them cause actual. System Thinking helps to identify the causes for those collateral damages and to take corrective actions.
In this light-hearted video, Kepner-Tregoe examines the role the IT Service Desk plays in customer service and shows how relationships suffer when a culture of good customer service is not developed. Using Kepner-Tregoe's proven questioning techniques can greatly improve the relationship with your customer as well as ensure that the relevant information is collected to improve the time to resolution.
Do you have to make tough decisions or solve perplexing problems? Business planning, resolving problems and managing risk are all part of managing a successful organization, but it is not always easy. The Kepner-Tregoe methodology can give you the tools you need to successfully navigate today’s business dilemmas. Solve problems, make decisions, manage risk, all by using an easy to understand and repeatable process. Watch this short video to understand more of what Kepner-Tregoe has to offer.
Whether you're looking for your first job, or applying for the CEO position of a Fortune 500 organization, you need to have a resume and cover letter that employers want to read.
Long gone are the days when a “one resume fits all” approach will work and the importance of having something that will make a future employer fall over themselves inviting you for an interview is vital.
In this instructive webinar, TORI-nominated, Top-Ranked & 3X-Certified Master Resume Writer, Emily Kapit, will provide you with the “must know” tips and advice to help make your resume stand out to the recruiter.
You will learn:
•What content to include in your resume and what to leave out
•What key words and phrases to use in your resume and words to avoid
•How to ensure that the content matches and positions you as an accomplished professional
•The importance of spelling, grammar and formatting
•How to tailor your resume to the role
•How to ensure that your cover letter sells your resume
Sales management experts Mike Weinberg and Steven Rosen are hosting a fireside chat providing their solutions and insights on the most challenging issues facing sales managers.
Expect an action-packed discussion, filled with bold, blunt and powerful sales management insights and stories, that will help you crush your sales numbers.
Learn how a better scheduling framework creates a better workflow and leads to better outcomes. Scheduling is a critical activity in modern shift-based workplaces – with impacts on labor cost, productivity, and even legal compliance. A chaotic scheduling process impacts worker satisfaction, absenteeism, and turnover. It also increases the likelihood for human error and makes last minute changes very disruptive.
-How to think about a scheduling framework
-Key ingredients to a staff scheduling workflow
-7 steps to a better workflow for staff scheduling
Our presenter, Steve O’Brian is the Vice President of Marketing at Shiftboard and has over a decade of experience in human resources business process optimization
Forrester Research has said that we are living in the age of the customer, which means the balance of power has shifted to buyers. Buyers can gather a lot of data before talking to a salesperson but salespeople can still capitalize on opportunities to demonstrate credibility and value early in the decision-making process.
In 2016, when major platforms like Facebook gave developers the keys to the artificial intelligence kingdom, and advances in AI technology and natural language processing started breaking the user interface mold, analysts predicted that chatbots were going to change the game.
Bots flooded the market—and then they vanished. They weren't backed with solid business models, addressing real pain points or solving problems, because marketers weren't asking the right questions, customers weren't engaging, and chatbots were too often gimmicks instead of disruptors.
How do you become the next unicorn in the bots and artificial intelligence space? How do you catch the eye and win the heart of that top VC firm? Join our latest interactive VB Live event to find out!
In this live virtual executive roundtable, you'll:
* Learn what entrepreneurs need to do to get noticed by top VC firms
* Look at the most active venture capitalists in tech today
* Discover the biggest mistakes made by foundering startups
* Identify the weaknesses that are keeping you from becoming the next unicorn
* Ton van 't Noordende, Venture Partner, Keadyn
* Jon Cifuentes, Cofounder Research and Operations, All Turtles
* Matthew Zeiler, CEO, Clarifai
* Stewart Rogers, Director of Marketing Technology, VentureBeat
No prospecting list? You can lose valuable prospecting time just building a list – then finding the elusive decision maker can take even more time. Discover 7 strategies you can use to uncover and build a list of the right decision makers to target your prospecting efforts and get higher response rates.
Sales teams focus on landing the initial deal. Customer retention becomes the responsibility of everyone else in the organization who was not part of that first sale. Discover how to leverage the value of post-sale support teams. Create customer experiences which contribute to customer success and customer retention.
Everybody has big dreams. Girls dream of conquering space just as much as boys do. So, how can we inspire girls to not give up on their dreams and pursue education and careers that will help them fulfill their potential?
Join this live roundtable of esteemed NASA engineers at the Jet Propulsion Laboratory (JPL), and learn about their experiences of getting into tech and succeeding in their careers.
Topics up for discussion include:
- How did you end up working in aerospace?
- What cool JPL projects have you worked on?
- What are some challenges you’ve faced in STEM and how did you overcome them?
- Who are your role models or mentors?
- Dr. Shannon Statham, Systems Integration & Test Engineer, JPL
- Mana Salami, Flight Systems Engineer, JPL
- Amy Stevens, Configuration Management Engineer, JPL
About the Organization:
The Jet Propulsion Laboratory (JPL) is a federally funded research and development center and NASA field center. JPL is managed by the California Institute of Technology (Caltech) for NASA. The laboratory's primary function is the construction and operation of planetary robotic spacecraft, though it also conducts Earth-orbit and astronomy missions. It is also responsible for operating NASA's Deep Space Network.
Tablets are a perfect tool for facilitating customer conversations, however many reps are making costly mistakes when presenting content on mobile apps. The result is customer tune-out, confusion, and lost opportunities. Learn best practices for showcasing your products in a way that moves the sale forward!
Per CSO Insights’ 2017 Sales Manager Enablement Report: “Sales enablement is a growing trend, but sales performance is not improving... Clearly, something is missing.”
What’s missing is a logical, aligned, well-executed Systems Approach to Sales.
In this BrightTALK Sales Summit webinar, sales transformation expert Mike Kunkle will share 4 sales systems that can solve 80% or more of your sales enablement challenges and radically transform your company’s sales results.
Join Mike -- where your questions are welcomed and expected -- and learn how you can be a Sales Transformation Hero at your company.
Senior Sales Leaders, Sales Managers and Account Managers will all learn about:
The power of a pro-active account management approach
How to gain access to executive sponsors
Tips to differentiate your company
Three must have account management structures
How to set up client meetings for success
Champions and their role in your achievement
Attracting, landing and growing big accounts is both an art and a science. Many sales people aspire to big deal closer or rainmaker status but only a few get there. This panel dives into the strategies, attitudes, processes and behaviors needed to succeed in this specialized and highly rewarding sales discipline.
In selling, is it better to accentuate the negative or the positive? Short answer: it depends. Different people react differently to how they perceive the decision—and sales pros who know the difference can pump up their win rate and avoid leaving money on the table.
Leadership isn't the same as management. If you are a Sales Manager, Director or VP, tune in to learn the differences and how you can make a much bigger impact when you demonstrate strong leadership of people AND solid management of the sales function.
For anyone looking at starting their own business, a business plan showing your road-map to success is crucial.
This webinar is designed for professional women looking to write a viable business plan and will help to clarify what kind of plan is best for you and what the tactical tips are in writing an effective business strategy.
In this highly informative webinar, National Expert, Author, and Speaker, Cheree Warrick, will cover the key components of developing, writing and putting into practice your business plan including;
* When should you write a business plan
* Understanding your market - The reason: What is the need/gap/problem that your product meets/fills/solves?
* How to create a marketing program that helps you reach your revenue goals
* Why your team is more important than your business idea
* Who are your competitors and what makes you special
* How to set up your financials – even if you hate math
About the Speaker
Cheree Warrick writes business plans and creates financial forecasts for companies seeking funding from banks and angel investors. She has helped clients from various industries raise the capital they need for growth. She has also coached or written business plans for close to 100 entrepreneurs.
View her profile at https://www.linkedin.com/in/chereewarrick/
Effective sales managers don’t really manage. They lead and coach their team members. While they must have an understanding of sales processes, they also should have a keen sense of what makes a good salesperson tick. Ken Thoreson, and Suzanne Paling join moderator Diane Helbig for an engaging conversation around this important topic. From affecting change to using tools and systems to the value of analytics, our experts will give you ideas you can take back into your business today!
Getting your prospect to pick up the phone is more challenging today. Learn what you can say to get a prospect to pick up the phone or return your call. Ask the questions that guide your customer to understand why he should buy from you now.
Have you ever read The 48 Laws of Power by Robert Greene? This bestselling book, with all its fans and critics, reminds us that life isn’t black and white, and teaches us through 48 laws how to live in the gray areas. Interestingly enough, those in cybersecurity should feel right at home in this gray space.
In this all-women panel discussion, Tamara Dull picks out ten of these 48 laws, and talks with cybersecurity experts to help draw out parallels for women who desire to be more powerful and successful in their cybersecurity (and tech-focused) endeavors.Come prepared to listen, hear differing views, and ask your questions at the end. We’re prepared to have a good time with this one!
- Barbara Cosgriff, Software Security Architect at SAS Institute
- Debra Baker, Product Certifications Engineer at Cisco Systems
- Jeanne Alley, Manager, Global Information Security at LexisNexis
- Tamara Dull, Director of Emerging Technologies, SAS Best Practices
Early attrition and long ramp times are signs that inside sales training might not be working. Learn the top reasons that training for inside sales fails and not just what you can do to fix it – but how you can quickly supercharge it to cut time to quota in half.
Managers manage work while leaders lead people. That may sound good, but what does it really mean in the day-to-day work that management-level employees do? Join me to talk about the differences and what they mean to your organization. Whether you're a titled leader, an HR business partner or an emerging leader, this workshop will give you some food for thought about how you are approaching your work.
Join me and our guest, Calvin Lee, Operations Director at RISKID, for a lively discussion as we aim to dispel confusion surrounding many of the elements of the Operational Risk framework.
Operational risk is perhaps the most significant risk organizations face. Virtually every major loss that has taken place during the past 30 years, from Enron, Worldcom and Baring's Bank to the unauthorized trading incident at Société Générale and the subprime credit crisis, has been driven by operational failures.
Many financial institutions have spent millions of dollars trying to develop a robust framework for measuring and managing operational risk. Yet, in spite of this huge investment, for many firms developing a viable operational risk management (ORM) program remains an elusive goal.
This webinar is designed for both current students of the “Mastering Operational Risk” - http://www.globalriskacademy.com/p/orm online course and for other busy risk professionals who are interested in studying both theoretical and practical application of ORM but don’t have time to attend in-person classes.
The goal is three-fold:
1. Existing students will be able to understand more on how to work with the RISKID tool and get an opportunity to ask questions about the subject matter.
2. People who are planning to join the course will get some explanation in what is the course about, how the e-learning system works.
3. People who are just interested to know more about ORM
During the webinar we will cover:
1. 3 things most organizations are focusing on right now.
2. What are the major steps to take control of operational risks.
3. How to use Collaborative Risk Management tools to conduct your ORM operations and why traditional risk management practices involving risk registers and Excel are not effective anymore.
Stop throwing your profits away! You can make a lot more money by simply discounting less and charging more. Don’t think you can? Just wait—immediately after this revealing presentation you’ll be raising your prices and reaping the rewards!
Machine Translation (MT) is essential to all business applications when data needs to be translated for timely decisions. However, increasing concerns over data privacy, IP and compliance require active measures to make sure there is no risk that confidential data can be misused or exposed during the MT process.
In this webinar hosted by Mihai Vlad, VP Machine Learning Solutions at SDL, you’ll learn:
• How your organization can benefit from a private MT service
• How you can securely manage the translation of large volumes of data
• Early results of SDL’s state-of-the-art Neural Machine Translation technology as part of SDL ETS
SDL Enterprise Translation Server (ETS) offers a client-managed, MT solution that can be deployed on-premises or private cloud, keeping the MT process within your Intranet. SDL ETS has been used by government for more than 15 years and ensures you meet data privacy regulation and compliance by deploying a private MT portal that is both economically viable and scalable through a cloud service.
Have you ever wondered why you or most women don’t negotiate as well as men?
Do you struggle with negotiating with your boss?
Do find it hard to get what you need and know you desire at work at home?
If you answered “Yes” to any of these questions, you need to listen to this webinar by Pattie Grimm, author, speaker, radio show host and trainer on the underlining reasons why most women don’t negotiate as well men. Pattie will provide research based tools and techniques to improve your negotiations skills at work and at home.
Regardless of how the material is maliciously obtained, finding stolen data efficiently - before your customers know they have been compromised - is a critical component of information security. Using the Open Source Intelligence methodology presented in this workshop, the information security professional can search and monitor for stolen data as well as users linking to and advertising the sale of your customers' data. With live examples from the dark web, this fast paced tutorial lays the groundwork for safe, effective investigations and includes searching with advanced search operators, email addresses, usernames and people searches in both the public internet as well as the dark web.
Last year, alternative reality and virtual reality raked in $1.8B, with 6.3M headsets shipped. And those numbers are expected to just keep climbing. AR and VR technology is getting sweeter every day, and the number of use cases is piling up. VR and AR isn’t just transforming how we experience games, it’s led to breakthroughs in health care, dropped operating costs for businesses, and changed how marketers can connect with customers.
In this VB Live event, Stewart Rogers, Director of Marketing Technology, will be unveiling the results of our latest in-depth VB Insight consumer study. Register now for insights into VR and AR usage, consumer attitudes, and whether the massive potential audience that exists is ready to go virtual.
By attending this VB Live event, you'll:
* Understand VR and AR attitudes across the globe
* Learn what's holding consumers back from these technologies
* Introduce innovation with AR and VR into your own organization
* Learn how payment technology will help facilitate new VR/AR experiences
* Hear what experts think the future holds
* Stewart Rogers, Director of Marketing Technology, VentureBeat
* Laura Gemmell, Innovation Analyst, Technology Innovation, Worldpay
* Wendy Schuchart, Moderator, VentureBeat
Buyer research tells us precisely what buyers want. Employee engagement studies clearly indicate what employees are looking for. The evidence is indisputable... But Sales Managers are mired in reports and forecasts and updates that force them to do just the opposite of what buyers and sales pros need from them. Join me to get the business case for putting people before paperwork on the job.
Fascinating finds from observations of and interviews with 7 types of problem employees... You've probably got at least 1 in your organization. This workshop is for managers and business partners who aren't quite sure what to do next with the renegades, chronic complainers, inconsistent performers and others that make your job more challenging. Join me for a different perspective, one that comes directly from these problem employees.
Are you frustrated with your sales results, even though you have put a lot of time, money and effort, your heart and soul into growing your revenue? Looking to grow your sales, quickly and effectively, but also prevent buyer’s remorse and keep your clients loyal?
This webinar will help you identify new ways (that you can start using right away!) to find, engage, win and keep new clients.
Here's what you will discover:
1.FIND: How to find new clients who are in the market today
2.ENGAGE: How to connect with them instantly and engage into a dialogue
3.WIN: How to remove any resistance and win new clients
4.KEEP: How to prevent buyer’s remorse and keep your clients loyal
In Miller Heiman Group’s CSO Insights latest Sales Performance Optimization Study, on average, only 57% of reps make quota. If you could ask a few insightful questions proven to fill your pipeline with quality deals, would that be a good use of your time? Join Janice Mars, Principal and Founder of SalesLatitude and Shawn Sandy, Chief Revenue Officer of The Selling Agency for a fun and action-packed 45 minutes on how to crush your quota and make more money.
Can't live with 'em, can't live without 'em. But something's gotta give because other employees are having a hard time interacting with your technically gifted experts who aren't exactly "people persons." Let's talk about some strategies for supporting the team and developing interpersonal skills to keep the peace.
The employee survey came back with some concerning numbers. The managers with employees who are less engaged need to figure out how to turn it around... But where should they begin? How can you help them pinpoint the changes needed and to move away from externalizing the blame? Join me to talk about some practical support you can offer.
Sales Managers manage sales... So who leads salespeople? Sadly, in many sales organizations, the answer is no one. But when a Sales Manager focuses on leading and developing and ennobling sellers, there is a profound impact on employee engagement, retention, sales productivity, customer satisfaction and both top line and bottom line results.