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Leadership

  • The 5 Planks of Door Opening Success
    The 5 Planks of Door Opening Success Caryn Kopp, Chief Door Opener Recorded: Apr 27 2017 38 mins
    The first step in closing a sale is the initial meeting. Do you want more of those? Learn:

    -What motivates the right decision makers
    -How to find the ideal prospects
    -The secret to creating compelling messaging
    -Objection responses which work
    -Secrets to hiring the right hunter
    -Techniques for creating urgency
  • What Makes a Kick Ass Sales Strategy?
    What Makes a Kick Ass Sales Strategy? Liz Heiman Recorded: Apr 26 2017 34 mins
    What is a Kick-Ass Sales Strategy?
    Help your Sales team Build a Kick-Ass Sales Strategy that will help them hit their revenue goals.

    10-Key elements of an effective Sales Strategy
    Using Strategy to support your sales team
    Using positioning statements and value prop to strengthen your strategy
  • 3 Ways to Retool Your Business with Technology in 2017
    3 Ways to Retool Your Business with Technology in 2017 Andrea Bradbury, Co-Founder and Chief Quality Officer, Suvoda Software; Jeinnfer Royer, Direct Product Marketing, DocuSign Recorded: Apr 25 2017 58 mins
    Nearly 50% of business leaders fear they will become obsolete over the next several years, and nearly 80% feel threatened by digital startups. Why? New technologies and digital strategies are challenging existing business models and forcing companies of all sizes to reimagine patient care, product innovation and distribution models to remain competitive.

    View this on-demand webinar hosted by PharmaVOICE to learn from Andrea Bradbury, Co-Founder and Chief Quality Officer, Suvoda Software, a leader operating at the intersection of life sciences and technology as she shares how she built her business on a digital platform to accelerate her organization’s global expansion while meeting the needs of mobile, digital customers and employees.

    Topics covered include:

    - Streamlining clinical research, sales and HR processes with digital tools
    - Elevating the digital agenda at your organization
    - Scaling technologies globally
    - Applying nimble design models for life science operations
    - Implementing top life sciences trends in 2017
  • How to Add Value On Every Sales Call
    How to Add Value On Every Sales Call James Muir Recorded: Apr 25 2017 47 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Going Beyond His/tory: The Female Storytellers Shaping Immersive Tech
    Going Beyond His/tory: The Female Storytellers Shaping Immersive Tech Luciana Carvalho, VR Evangelist Recorded: Apr 25 2017 48 mins
    Humans have shared gathered around and communicated through stories throughout history. Text, pictures, images and videos have sought to capture our imagination, or portray the non-fictional in a relatable way. Now, as we move beyond the 2D flat screen to new ways of interacting/communicating with the world — virtual and augmented reality, for example — we begin to see the power of immersion in storytelling, and the impact it has, beyond anything we have ever seen, on those in the receiving end. Arguably, the ultimate empathy machine.

    As we shape the next 'Information Age', and given the state of the world today, never before have we been in more need of putting ourselves in other people’s shoes, and empowering diverse and inclusive voices worldwide. Never before have we seen more women jump at the opportunity to lead and make content that is all-encompassing, that touches and inspires, and that aims to build bridges not walls. Here is their story.

    Learner, maker, systems thinker, innovator and tech evangelist, Luciana splits her time between growing the Realities Centre London — a new innovation space, incubator and academy for B2B/enterprise VR, AR, MR and AI — and Unfold UK, promoting women/diversity in future in the UK. Passionate about VR and tech for good, she carries ongoing research on the possibilities and challenges immersive tech presents as re neuroscience, empathy and female empowerment.

    She was elected one of Code First Girls ‘25 Ones to Watch’, 'Top 5 Female Role Models in the Tech Industry', and Virtual Perceptions' 'Heroes of VR' in 2016.
  • Girls Can Code - It is Never Too Early to Start the Conversation
    Girls Can Code - It is Never Too Early to Start the Conversation Anita R. Wood, Assistant Professor, Computer Information Technology at Pennsylvania College of Technology Recorded: Apr 24 2017 40 mins
    As a professor in a STEM career path, programming, I frequently ask my female student “How did you become interested in this career?” The answer seems to center on one fact – “My parents exposed me to computers when I was younger. As I became more and more interested they helped me understand there was a career in this.”

    This early introduction to computer helps my female students overcome another observation I had made – girls feel like boys have been ‘engineering’ or ‘coding’ for a long time.

    The stereotypical comment “Boys play with Legos and robots, and girls play with dolls and tea sets,” this seems to support this observation.

    So, how do we address the lack of females entering into STEM careers? I propose we start at home.

    This webinar addresses some of the obstacles we must overcome with regards to leveling the playing field between girls entering STEM and boys.

    About the Presenter:
    Anita R. Wood is an Assistant Professor for Computer Information Technology at the Pennsylvania College of Technology.
  • Career Conversations w/ Guest Jenn Henley
    Career Conversations w/ Guest Jenn Henley Lisa Jiggetts (Women's Society of Cyberjutsu) and Jennifer Henley (Facebook) Recorded: Apr 20 2017 60 mins
    Join us at our next Career Conversations session. Career Conversations gives WSC members the opportunity to connect with career professionals. We'll discuss topics such as "What made them decide on IT or Cyber Security?, "What were some of their work/life challenges?" , "What skills and education do they see as essential to success?"

    Whether you are an experienced professional or just contemplating a future in Cyber Security, WSC's Career Conversations allows you to have a conversation with women making a difference. Join us and share in Career Conversations!

    Guests: Jenn Henley, Director of Security, Facebook

    Lisa Jiggetts, Founder and CEO of the Women's Society of Cyberjutsu will moderate discussions.

    About the Speaker:
    Jennifer Henley is the Director of Security Operations at Facebook. In her current role, Henley is responsible for operational excellence, organizational management, and program management for the Facebook Security team. A jack of all trades, she also runs internal and external security awareness and outreach efforts, most notably, Facebook’s popular “Hacktober” events for National Cyber Security Awareness Month. She is also deeply passionate about attracting and retaining a diverse set of talent to the security industry. Prior to her employment at Facebook, she was Chief of Staff for the CISO at PayPal.
  • 10 Reasons Employees Under-Perform & How to Turn Them Around
    10 Reasons Employees Under-Perform & How to Turn Them Around Deb Calvert, Executive Coach & President of People First Productivity Solutions Recorded: Apr 20 2017 44 mins
    Don't exacerbate turnover issues or risk losing skilled talent by giving up too soon on under-performers. Instead, take a look at these root causes for a lackluster performance and turn this situation around.Your colleagues and business partners will become more engaged and elevate their performance when you take this approach.
  • Right on the Money
    Right on the Money Colleen Francis Recorded: Apr 20 2017 46 mins
    Accelerating revenue by changing and exploiting the new transition from buyer to customer
  • Who wants to be managed:  Align Performance with Strategic Success
    Who wants to be managed: Align Performance with Strategic Success Lori Kleiman Recorded: Apr 20 2017 39 mins
    Leadership in human resources requires understanding of the strategic initiatives and the ability to align organizational talent with success. Planning for the future needs of human capital, is a key component to success as a HR executive. In this action packed program, we will look at performance management through the lens of strategic. Attendees will walk about with an understanding of what to look for in a strategic plan, and how to craft performance discussions to ensure only those that are headed in the same direction as leadership are considered top talent. We will review a HR Topics proprietary tool that helps organizations evaluate who is really top talent, and what those individuals might need to move to the next level. Finally, we conclude with recommendations of how to incorporate changes to the performance conversation into the organization and impact a culture shift that will drive results.
  • Top 3 Recruiting Mistakes to Avoid
    Top 3 Recruiting Mistakes to Avoid Kyle Lagunas, Research Manager IDC & Lisa Holden Employer Communications Manager Glassdoor Recorded: Apr 19 2017 62 mins
    With a strong job market today, recruiting top talent is tougher and more competitive than ever. But recent research from leading analyst firm IDC suggests many companies are making big mistakes when it comes to their recruiting strategies and budgets. Could you be making them too?

    In this webinar, we’ll uncover the top recruiting mistakes employers are making. Plus, you’ll hear how to fix these mistakes to recruit talent more effectively, while getting smarter about how to use your budget.

    Tune in to hear:

    - Why investing in job boards is not enough
    - How you’re misusing social media to hire
    - Where to invest your budget in 2017
  • Grow & drchrono: D.R.E.A.M. - Data Rules Everything Around Me
    Grow & drchrono: D.R.E.A.M. - Data Rules Everything Around Me Joe Durfey, Head of Strategic Partnerships at Grow Recorded: Apr 19 2017 24 mins
    By now, organizations understand that using data effectively is a key ingredient to winning. But why is it so hard for so many organizations to really use their data to gain a competitive advantage? Find out how drchrono and grow are joining forces to solve this problem.
  • Sales Strategy Doesn't Start in Sales
    Sales Strategy Doesn't Start in Sales Liz Heiman Recorded: Apr 19 2017 39 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Sales Leadership Practices That Do More Harm Than Good
    Sales Leadership Practices That Do More Harm Than Good Carole Mahoney Recorded: Apr 19 2017 24 mins
    Join this session to discover what science reveals as some of the worst sales leadership practices today. How might some of these common sales development practices actually hurting the bottom line and preventing the improvement of sales people? Is your company in danger of creating it’s own sales problems?
  • Creating the Digital Office with Google & DocuSign
    Creating the Digital Office with Google & DocuSign Adam Massey, Google; Tim Proschold, Sereno Group; Scott Harrison, DocuSign; Marshall Nam, DocuSign Recorded: Apr 18 2017 38 mins
    With DocuSign & Google, you can create, edit, and complete documents in minutes right from Google Drive and GMail. DocuSign has been designed as a natural extension to core G Suite applications, enabling users to create end-to-end digital workflows and move seamlessly from an email attachment or file stored in Drive to approval & signature in no time at all. Doing business has never been more efficient. Plus, your clients and partners will love the ease and convenience of signing with DocuSign.

    In this webinar, you'll see DocuSign and G Suite in action and learn how to:

    - Integrate DocuSign with G Suite applications such as Drive and Mail
    - Add multiple signers and set the signing order
    - Prepare a document for signature within Google Drive, GMail, and ZipForms
    - Drag and drop "sign here" tags and other fields for guided signing
    - Track documents from your Chrome browser
    - Automatically store completed documents in your Drive account
    - With DocuSign & Google, things just come together!

    Featured Speakers:

    Adam Massey, Dir., Strategic Technology Partnerships, Google Cloud
    Tim Proschold, VP, Group Strategy & Success, Sereno Group
    Scott Harrison, Sr. Dir., Business Development, DocuSign
    Marshall Nam, Dir. Partner Product Management, DocuSign
  • The Practically Perfect Cold E-Mail System For Prospecting
    The Practically Perfect Cold E-Mail System For Prospecting Marylou Tyler Recorded: Apr 18 2017 47 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Women in Cybersecurity: Is This a Good Time?
    Women in Cybersecurity: Is This a Good Time? Tamara Dull (SAS), Barbara Cosgriff (SAS), Debra Baker (Cisco), Jeanne Alley (LexisNexis), Jennifer Rosario (First Citizens) Recorded: Apr 18 2017 62 mins
    It is estimated that women make up 11 percent of the cybersecurity workforce. There’s no question that we need to get more women involved, especially as we move into this Internet of Things (IoT) era where data volumes are growing exponentially, and information security continues to be a hot topic amongst IT, executive boards, and everyone in between.

    In this all-women panel discussion, Tamara Dull will be talking with cybersecurity experts about its threat, the impact of technology, why women need to be involved, their advice for President Trump, and the landscape moving forward.

    Come prepared to listen, learn, ask your questions, and have a good time.

    Moderator:
    Tamara Dull, Director of Emerging Technologies, SAS Best Practices

    Speakers:
    - Barbara Cosgriff, Software Security Architect, SAS Institute
    - Debra Baker, Product Certifications Engineer, Cisco Systems
    - Jeanne Alley, Manager Global Information Security, LexisNexis
    - Jennifer Rosario, Manager IT Risk Governance, First Citizens Bank
  • Performance Management Made Easy
    Performance Management Made Easy Steven Rosen Recorded: Apr 13 2017 41 mins
    Are you effectively managing performance in your district?
    In Managing Performance Made Easy, Steven shares his sales managers simple approaches to conducting quarterly business reviews, managing non-performing sales reps and managing your boss.
    In this webinar, you'll learn how to:
    •Implement a simple performance management process
    •Conduct impactful quarterly business reviews
    •Effectively manage non-performing sales reps
    •Successfully manage your boss
  • Sales Success
    Sales Success Elinor Stutz Recorded: Apr 13 2017 49 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Traditional vs. Nontraditional Career Paths: How to Pivot Mid-Career
    Traditional vs. Nontraditional Career Paths: How to Pivot Mid-Career Jessica Naziri, Pattie Grimm, Michelle Glauser, Marie Perruchet Recorded: Apr 13 2017 62 mins
    There are a lot of factors that play into choosing a career path. From the region you live in, to social upbringing, access to education and more, navigating your way through a career path can be tricky to say the least.

    Oftentimes there is a certain stigma behind pivoting your career path, especially if you are already mid-career. A lot of companies are hiring millennials, so it can be tough to get interviews, find time to learn a new skill, get certified in something, and so on. As a woman, these obstacles can be even more challenging.

    We've put together a panel of experts to address these particular issues, as well as provide best practices and tips on pivoting your career, carving out your own professional path, and choosing traditional or nontraditional careers as a woman in tech.

    Join Jessica Naziri, Founder of TechSesh, Pattie Grimm, Author, Speaker, Trainer and Coach, Michelle Glauser, CEO & Founder of Techtonica, also named one of LinkedIn's top 10 professionals 35 and under in software, and Marie Perruchet, Author of One Perfect Pitch, Speaker and Consultant.
  • Slamming through the Glass Ceiling
    Slamming through the Glass Ceiling Heather Wilde, CTO of ROCeteer Recorded: Apr 12 2017 47 mins
    You may have heard that there's a shortage of diversity in Technology and Leadership, but it isn't always for the reason you think. In this empowering talk, CTO Heather Wilde will examine things like:
    - Cultural and implicit biases
    - Imposter syndrome
    - First-hand look into the causes and possible solutions to create a more diverse field

    About the Presenter:
    Heather Wilde is CTO of ROCeteer, and is also known as the “Unicorn Whisperer” due to her special focus on entrepreneurs. She is a personal and professional growth expert, executive coach, author, and speaker. As a founding employee of Evernote, she oversaw the company’s growth from thousands to 100,000,000 customers. She is one of the only women to have wholly programmed, designed, produced and published a game at the company THQ. Additionally, she has worked with the U.S. Navy, NASA and state and local governments around the world. She has led development, scalability, and reliability engineering of web sites with 60+ million unique monthly visitors, 1.7+ billion monthly page views, and 99.99% uptime SLA requirements. Among her other awards, Senate Minority Leader Harry Reid selected her for a commendation in 2016 for her work in increasing STEM education in schools. Wilde's writing and speaking spans social media, entrepreneurialism, startups, leadership, cybersecurity, customer experience, fundraising, and diversity issues. She writes for Forbes and hosts the "Entrepreneurial Revolution" column for Inc Magazine.
  • Overcoming Obstacles and Achieving Success in Tech
    Overcoming Obstacles and Achieving Success in Tech Brenda Piazza, Director of IT Audit Services at CBIZ MHM Recorded: Apr 11 2017 46 mins
    On average, women hold 47% of entry-level jobs. In tech, this number is significantly lower - only 37% of the entry-level jobs are offered to women. How do we recruit more women in tech, and once they are on a tech career path, how do we retain them?

    During this talk, Brenda Piazza will share her 25+ years of experience as woman in technology, her challenges in being in a male dominant leadership position, overcoming obstacles, achieving success, and finding ways to recruit and retain more talented technology women in your organization.
  • Effective Lead Generation Techniques Your Team Needs Now
    Effective Lead Generation Techniques Your Team Needs Now Eric Quanstrom, CMO of KiteDesk & Mikita Mikado, CEO of PandaDoc Recorded: Apr 6 2017 61 mins
    For any B2B company, one of their primary goals is to grow their business and increase productivity. Unfortunately, teams often struggle filling their pipelines with qualified opportunities and then spend much of their time hoping they will close.

    Tune into our webinar with KiteDesk where we will discuss how to find high quality leads with effective email outreach to create a solid, predictable pipeline. We will also discuss tips and techniques for timely follow-ups to ensure those deals make it to the finish line and meet your revenue goals.
  • 7 Steps to Create the Sales Culture You Need to Succeed
    7 Steps to Create the Sales Culture You Need to Succeed Deb Calvert, Executive Coach & President of People First Productivity Solutions Recorded: Apr 6 2017 43 mins
    Sales Culture happens by design or by accident. If you're not creating the sales culture you need to succeed, then your sales team may be adrift in a mish-mash of mixed cultural signals that are subject to individual interpretation. Join me to get a step-by-step guide for designing a sales culture that drives productivity, represents your employer and marketing brand, and clearly defines what/why/how sellers should be doing in day-to-day sales activities.