Introduction to our most popular course - Ahead of the Curve - which combines elite networking, group coaching, and preparation for board service. Learn about the curriculum, time commitment and benefits in this 30 minute information session. The course starts on September 10, 2019.
Erica Carranza, Ph.D. VP of Consumer Psychology Chadwick Martin Bailey & Christina Zurek Insights & Strategy Leader ITARecorded: Jul 11 201951 mins
Enriching compensation packages is an effective but expensive way to engage individual employees, and as recent research has revealed, many of the most common employee wellness and engagement initiatives are not yielding their promised impact. What are these initiatives missing?
Join us to learn more about the results of a landmark study that seeks to answer this question by uncovering what engagement initiatives must accomplish for employees—on a psychological level—to be effective.
Using scientific insight into human motivation and advanced analytic techniques, we will share several key findings from our research, including:
•How tapping in to five critical psychological benefits can provide a framework for true, sustainable engagement
•Why wellness and other popular programs aren’t delivering on the promise of employee engagement—and where organizations must focus instead
•How organizations can determine the right combination of initiatives to deliver the key psychological benefits that ultimately drive talent retention
The first step to your authentic confidence is creating an unshakable bond with yourself. But what gets in the way? We haven't been taught how to trust our inner knowing, and we're waiting to have the life we want in order to feel confident. How do you overcome these obstacles? The process is called Listen.Trust. Act.
Jon Williams, Managing Director, Strategic ProposalsRecorded: Jul 4 201954 mins
Reasons to Attend:
•75% of Buyers say that proposals are the critical part of their decision-making process and therefore critical to winning business for many sales teams
•Majority of clients and prospects are disappointed with the proposals they receive
•In fact, according to recent research, most buyers think they could write better proposals than their bidders!
•Understand latest industry thinking
•Leading insights into buyers
•10 tips for maximising your win rates by ensuring your proposals are the best
•Best practice examples
Written proposals are a key part of winning business for many sales teams. Yet salespeople often find the process for responding to an RFP frustrating – and clients report being disappointed in the tenders they receive. According to Strategic Proposals’ most recent survey, the majority of buyers think they could write better proposals than their bidders!
Join our July 4th webinar with Jon Williams, the managing director of Strategic Proposals, to gain insight into how leading organisations ensure their proposals are the best. Jon will share the latest industry thinking, best practice examples and his top ten tips for maximising your win rate.
Deb Calvert, President of People First Productivity SolutionsRecorded: Jul 2 201947 mins
It's a great big, hairy, scary, complex problem. And it's yours. What do you do?
Tune in for this webinar, designed specifically for HR and front-line supervisors. We'll give you some effective, fun new ways of looking at a problem from every angle and engaging others in collaborative problem solving.
Gavin Ingham: ISM FellowRecorded: Jul 2 201970 mins
Reasons to Attend:
This #IAM10 High-Performance Teams webinar will help you to build world-class teams that are more motivated, more focused and more productive.
Are your teams frazzled, constantly fire-fighting and drowning in day-to-day challenges? Do they struggle to find time to focus on their most important tasks? Does it sometimes feel like Groundhog Day where your people seem to be going through the motions, day after day? Do you feel like a small percentage of your people are on fire and the rest is just smoldering, lacking that important spark of motivation, commitment, and passion?
What could you achieve in your business if your teams were more motivated, more focused and more productive? What if you could light the touch paper and stand back and watch them ignite?
Attend this webinar for more.
Jonathan Rennison, In Touch executive coachRecorded: Jul 2 201960 mins
Hosted by In Touch coach, experienced non-executive and trustee, Jonathan Rennison, this informative and engaging webinar will cover the fundamentals of preparing yourself to secure the first role of your portfolio career.
Throughout the 45 minute session, Jonathan will outline the knowledge and skillset needed to become a successful non-executive, covering topics such as building your network, harnessing the power of your online presence and how to impress at interview. Drawing on his professional and coaching experience Jonathan will provide a comprehensive toolkit for a successful transition into the next stage of your career.
Jonathan is an experienced charity trustee, non-executive director, psychologist and coach. His clients include King’s College London, the Natural History Museum, University of Northampton, Business Link Japan and a range of leaders in national charities and small to medium sized businesses across the UK.
Vicky Reddington. Board Effectiveness Advisor.Recorded: Jun 27 201938 mins
The pace of change is increasing at an exponential rate which will change the face of business. It is the responsibility of the board to ensure survival. Boards are effective only if they are diverse in thought, collaborative and accountable. They must be aligned in purpose and set the tone from the top. Find out the steps you need to take to futureproof your board.
Who should attend:
Board members who recognise the need to thrive in today’s challenging business climate.
What are the benefits:
Turn talented individuals into an exceptional board, equipped to keep ahead of the speed of change.
What is the opportunity:
To redefine your board’s collaboration and effectiveness.
Who is the speaker:
Vicky Reddington has 20 years experience at the forefront of change within the IT industry, she has a reputation of driving change and delivering results.
Vicky believes in getting people to work together to deliver extraordinary results, VS wasting their energy in different and sometimes opposing directions, often causing silos, and to the long term detriment of the business.
A board that wants to thrive in today’s fast paced world, needs an operating system and she is delighted to say she has cracked the code on the installation guide, and is ready to share. Helping you build a motivated, aligned and agile organisation.
Andrew Schwartz, President, MPIRecorded: Jun 26 201942 mins
Learn how to build and leverage a strong prospect and customer database to drive sales. Join our guest speaker Andrew Schwartz and uncover ideas, insights and hear real life case studies on effective database management that drives results.
Blue Bird, Cummins & A-Z Bus SalesRecorded: Jun 25 201961 mins
Zero-Emission school buses are more than just buzz, and with advances in technology electric school bus deployments will only continue to increase. But what does fleet integration look like? Does the performance and reliability of electric school buses live up to expectation? These questions and more will be answered by industry experts and school districts who are currently running electric school buses in their fleets.
Una encuesta realizada por Rosetta Stone encontró que las inversiones de las empresas en la competencia lingüística de los empleados ofrecía grandes beneficios:
Operaciones comerciales fuertes.
Mayor compromiso de los empleados.
Fomento de la fidelidad empresarial y retención de empleados.
Atraer nuevas generaciones (millenials), motivarlos y comprometerlos.
Companies are leaving money on the table when it comes to their promotional strategies, says Simon-Kucher Partner, Ricardo Rubi. Find out the three key things companies should be taking into account when thinking about promotions to make sure you’re maximizing your growth without eating into your profits.
We asked Partner and Board Member Madhavan Ramanujam how companies, especially those in the software, internet, and tech industries, can make money from their innovative solutions that use artificial intelligence and machine learning.
"Focus on getting the fundamentals right and find out how you can improve your day-to-day pricing processes with digital support.” In this video, Dr. Andrea Maessen shares her short-term recommendations on digital pricing for B2B companies.
Is your sales team failing to hit targets in a certain region? Or, are they meeting targets but there is room to go further? Take our 5-minutes Sales Opportunity Self-Assessment and receive immediate, actionable results tailored to your industry and market. Use this link to launch the assessment:
Jim Preston, Sales Director, ShowpadRecorded: Jun 20 201973 mins
Reasons to Attend:
Today’s B2B buyers are more savvy and demanding than ever. They want a high quality, personalised and interactive content in real-time that will enable them to make informed buying decisions.
Learn how a relatively new discipline, sales enablement, empowers teams with the tools, content, knowledge and skills to boost engagement with buyers resulting in improved returns. Furthermore, understand how digital alignment from CRM to marketing automation and sales tools, is essential for success empowering real-time activity and reporting through AI.
Understand how ‘Sales Enablement’ together with Digital Transformation help your organisation to:
- Boost Sales and ROI through a centralised end-to-end platform that aligns Sales and Marketing.
- Adopt a buyer-first approach by creating personalised, buyer-driven content in real-time to boost engagements and results.
- Reduce cost and drive efficiency with AI-driven search, recommendations and integrated IT infrastructure.
Andrew Gilliam (ICMI Featured Contributor); Craig Pentz (Neustar); Erica Marois (Moderator)Recorded: Jun 19 201959 mins
According to 2019 research, almost half (46%) of contact centers are unhappy with their current authentication method. While implementing fraud mitigation measures can often feel like a burden, contact centers can benefit tremendously from better data intelligence & authentication practices. From more personalized service to greater operational efficiency and a more effortless experience, the opportunities are exponential.
Are you ready to reap the benefits of more satisfied customers, happier agents, and more accurate and secure data? Join us on June 19th!
During this webinar, you will learn:
- The latest best practices in fraud mitigation, which will help you protect both your customers and your contact center
- How to identify critical points along the customer journey that can improve the overall experience—for agents and customers
- How and why data intelligence plays a crucial role in driving operational efficiency
Join us for an interactive and informative hour, filled with practical tips, and complete with live audience Q&A.
Christian Atherton and Sam Oliver-Welsh: Simon - Kucher & PartnersRecorded: Jun 18 201974 mins
Reasons to Attend:
Incentives can be a powerful lever to drive sales, but it can be a challenge to get them right.
What metrics should we use? Sales? Gross Margin?
Should we keep it simple or should we drive better outcomes more elements in a balanced scorecard?
How much of the reward should be variable?
Should we cap incentives?
We think that we are rational about incentives, but actually, we all share some innate biases that could be leading to sub-optimal sales outcomes. Join us for our “Incentives - following the money” webinar to see how you can counter or even take advantage of sales biases to drive better sales performance.
•Insight on what metrics tend to work best
•How thinking of incentives as a cost can lead to sub-optimal decisions
•Learn whether incentive caps tend to be a good idea or not
•The place and relative value of penalties vs. positive incentives
•How to maximise the impact incentives
Richard Farr - Managing Director, Lincoln PensionsRecorded: Jun 18 201951 mins
The calculation of the true pension deficit is not straightforward and is certainly not the one that regularly appears in the accounts. There are a number of different approaches and whichever approach you choose will give you a different pension risk perspective. What we can say, with regard to pensions, is that your company accounts, do not give a true and fair view.
Warning: This is not an accounting webinar. We will demonstrate why corporate accounts are misleading and what the real question to ask should be - Is the covenant strong enough to underwrite the risk? By listening to this webinar and understanding the integration between covenant, funding and investment, companies may better prepare themselves for inevitable storms ahead.
Who should attend?
Senior Executives of businesses that have defined benefit pension schemes.
What are the benefits:
1. To better understand your actual defined benefit (DB) pension risk
2. To be able to challenge your current pension advisors
3. To be able to ask for more relevant information and ask the right questions
4. Drive forward a better pension risk management agenda from a C suite perspective.
Christian Nielson and David LongRecorded: Jun 12 201958 mins
Survey with a purpose. In this webinar, you will learn more about the purpose and methodology of life cycle surveys, how to use the reports, and how the onboarding experience connects directly to employee engagement.
Meshell shares how embracing being inconvenienced and uncomfortable are strategies that uncover your superpowers. This presentation will challenge your perspectives, so you see that your obstacles are opportunities and your problems are possibilities. Learn how managing your mindset is a direct path to increased income and influence. You are your most valuable asset. Remember no one can beat you at being you and it’s time to WIN”! Come learn how to be the secret sauce to every $ale!
Key takeaways from this talk:
- Embracing uncertainty to elicit creative expression!
- Experience the power of energy refocused and reclaimed!
- Enact practices that expand your influence and income!
La question du leadership n’est pas seulement un sujet RH, c’est un sujet business avant tout. Exercer son leadership a des répercussions directes sur la performance d’une organisation. Plus un leader est à l’écoute de son collaborateur, plus celui-ci va s’impliquer et se donner à 100% pour réaliser sa mission, plus l’entreprise relèvera ses challenges.
La réussite est également collective, elle dépend d’une réelle cohésion dans l’équipe et d’un rassemblement des talents autour de projets collectifs. La qualité des relations interpersonnelles a un réel impact sur la motivation et l’engagement.
Lors de ce webinaire, nous nous interrogerons sur votre style de leadership et votre style relationnel pour voir en quoi ils peuvent favoriser l’efficacité en tant que membre d’une organisation.
You have the ability -- whatever your functional role, title or level -- to become an influential leader within your organization. Unfortunately, many of us have limiting beliefs about our abilities to access and develop power and influence. With greater self-awareness, confidence and strategic relationships, you can expand your power and influence and advance your career.
In this webinar, you will learn:
•What it means to have power and influence
•How to use your influence to more effectively navigate office politics
•Actionable strategies to grow your power and influence at any level
John Goodman (Customer Care Measurement & Consulting); Abby Monaco (NICE); Erica Marois (Moderator)Jul 17 20196:00 pmUTC60 mins
When it comes to delivering better customer experiences, ICMI research is finding that businesses have real gaps in their analytics and Voice of the Customer programs that inhibit their success with both customers and frontline staff. Most survey and monitoring samples are invalid, leading to poor morale, frustrated supervisors, and spurious conclusions.
Only 15% of contact centers are using sentiment analytics, while 53% have no plans to implement them in the near future. Pair that with the fact that only 23% of quality monitoring programs are automated, and the result is that there is a distinct lack of qualified and quantified knowledge of customer pain points or how to solve them. It’s critical for businesses to better understand where customer experiences are negative and turn them around. It’s also just as critical to enable agents to avoid negative encounters and properly address them head on when unavoidable. Join us on July 17 to learn more about how you can utilize four best practices to turn your competitive woes into wins.
During this webinar, you will learn:
- Radical approaches to sampling, analysis and packaging feedback for greater impact
- How AI sentiment analysis can drive your quality programs
- Why and how you should apply analytics across all your service channels
- Creating a compelling business case for CFOs and positive motivation for CSRs
- What predictive analytics looks like in action, and how it can benefit the entire business
- How analytics-driven quality management empowers contact centers to drive more strategic value
Join us for an interactive and informative hour, filled with practical tips and audience Q&A.
Enterprise growth requires executive leadership involvement when it comes to changing the culture, focus, or services an organization offers. To be successful, the growth strategy must focus on many things at once, including people. Every aspect of the organization has to work together, and here’s where HR’s role is crucial. Whether it’s a new product, or a shift in competitive focus, HR is intrinsic to helping the company stay competitive. HR’s role in driving the success of the organization includes a number of factors. HR must ensure the administrative function of the organization are handled, but must focus attention on the important role of sharing the culture and vision of the organization. Internal and external relationships will help shape the HR function, as well as your career.
Neil Kostecki, Sr. Product Manager, CoveoJul 24 20194:00 pmUTC44 mins
There are times when service automation goes all wrong. Instead of enhancing the customer experience, it hinders it. But AI and machine learning have the power to create experiences that keep customers coming back. Join us to break through the myths and learn how to empower customers and agents in the delivery of intelligent support.
In this webinar, you’ll learn:
- The relationship between AI, machine learning and service
- Real-world applications that meet your customers where they are
- How to focus your investments to reap the biggest ROI
Andre Andersen, Motivational Guide and TrainerJul 25 201910:00 amUTC45 mins
Reasons to Attend:
Leading yourself or others, it doesn’t matter. At the end of each day, we are all looking for meaning and purpose for what and why we get out of bed every morning.
It's an important aspect that impacts our daily lives.
As a business and leader, you play an instrumental role in helping your employees finding purpose, and it should start with your business being 'purpose-driven' instead on 'product/solution' driven.
Many employees feel that they are just working for a paycheck and aren’t contributing to the greater good of society.
Without a sense of purpose, it’s difficult for employees to connect with their work and their company. Working with a sense of purpose boosts employee motivation, productivity, morale, and overall job satisfaction.
- What is purpose or meaning?
- How do I find it?
- How can I help others to find it?
- Why should I care?
Gordon Glenister, FISMJul 30 201910:00 amUTC60 mins
Reasons to Attend:
If you want to find a way to create a great sales funnel and community to develop long-lasting relationships, provide a regular revenue stream and opportunities to up and cross-sell then this is the webinar for you. Many of the major brands like Netflix, Amazon Prime, and Linkedin all have very successful membership models, find out how it can work for your business
•Are you membership ready – the different types to consider
•How to create a membership programme
•Understanding the importance of member engagement
•Why they join, why they leave
Tanya Fish - Strategy Advisor - ITA Group Inc.Jul 30 20196:00 pmUTC51 mins
The workplace is quickly becoming society’s social hub and, for some, the only way to commune. But the quality of those interactions is often lacking, leading to an overwhelming epidemic of loneliness. This loneliness—and its detrimental side effects, including declining physical and psychological health—impacts employees, both at work and in their personal lives.
Join us for a fast-paced exploration of how you can infuse opportunities for high-quality connection points throughout the employee experience. We’ll share insights about this alarming trend, discuss how it’s impacting the health and wellbeing of your workforce and—most importantly—share a variety of ideas that your organization can immediately implement.
• Why social relationships are crucial for maintaining strong physical and psychological wellbeing
• How building meaningful connections among employees promotes workplace satisfaction and productivity
• New ideas for facilitating meaningful team member interaction in a variety of workplace environments
• Lessons learned from others who have successfully created highly-connected cultures
• How to anticipate—and manage—c-suite objections to the added investment for these activities.
• How organizations can determine the right combination of initiatives to deliver the key psychological benefits that ultimately drive talent retention
David Bloom, GM at SterlingJul 30 20196:00 pmUTC43 mins
Being accountable for the safety of your workplace and employees is a weighty responsibility. Background screening staff is critical, but “background check” can mean many different things, and is frequently a very surface-level, problematic check.
We’ll unpack what makes a good background check and share questions to ask screening providers, so that you can be sure you are getting a legally compliant, rigorous check that will help you keep your company safe.
Presenter: David Bloom, GM at Sterling
David is General Manager of the Small and Mid-Sized Business Group at Sterling. David was included in Entrepreneur Magazine's Brilliant 100 and on Business Insider’s list of 100 most interesting people in the New York City tech scene. David holds a BA degree from Bates College and an MBA from Cornell University.
We crave personalized buying experiences. Too much choice stresses us out. In this session, we explore some of the misconceptions about delivering relevance throughout the buying process, and engage with experts to learn how pairing AI-powered site search and recommendations can reduce frustration and increase conversions.
In this webinar, you’ll learn:
- The relationship between AI, machine learning and purchase behavior
- Examples to help shape your personalization strategies
- How to achieve relevance and buyer personalization at scale
Deb Calvert, Certified Executive CoachAug 1 20193:00 pmUTC45 mins
Are you risk averse? Tentative about trying new approaches or voicing your ideas? Concerned about failing so you stick to what you know?
Then this webinar is for you! Let's re-frame failure and help you be bolder in your work (and even elsewhere!). You'll get:
+ A better understanding of what's holding you back
+ Practical tips for scoping the true size of the risk
+ Questions that help determine whether or not it's worth it
+ A handle on those fears about failing
+ A step-by-step guide to make the most of any failure
This will be useful for people in any role, any industry who struggle with those nagging doubts that keep them from contributing their best.
Stephen Rahal, Director, Product Marketing, CoveoAug 7 20194:00 pmUTC45 mins
The biggest fear in the advancement of AI is its impact on our work. But we’ll look beyond the most common myths to uncover and understand the supporting role AI and machine learning can play in helping workers grow and perform in their roles, and how relevancy can be injected throughout the employee experience. In this webinar, you’ll learn:
- The relationship between AI, machine learning and knowledge work
- Work scenarios that are optimized through the practical use of AI
- How to digitally-enable your employees and deliver a consumer-like experience
David James, Product Marketing Director at Coveo & Neil Kostecki, Sr. Product Manager - Salesforce at CoveoAug 8 20194:00 pmUTC32 mins
The customer community. The contact center. The self-service support site. The chatbot you’re struggling to implement.
With so many customer touchpoints, how do you keep pace and transform your service delivery to ensure customers and support agents alike are delivered the most relevant content, in the right context and at the exact moment of need?
Coveo for Salesforce brings AI-powered search and recommendations directly inside your Service Cloud, Community Cloud, Sales Cloud and Salesforce Platform investments. The best part? Coveo is Lightning ready. So goodbye to custom coding and hello to drag and drop components. Whether you’ve already made the switch, or you’re looking to make the transition to Lightning, we have you covered.
Join us for a live demo webinar to learn how fast-tracking your service transformation using Lightning and Coveo can:
- Improve the agent experience inside Service Cloud to make them more productive and proficient
- Deliver more relevant digital experiences for your customers on your community or website with chatbots and case deflection workflows
- Gain deeper customer insights with rich analytics and reports to help your support org make better decisions
Lori Kleiman, SHRM-SCP, SPHRAug 8 20199:00 pmUTC30 mins
Recruiting has to be more than just filling a vacant position – and retaining top talent is all about making the right selection to begin with. Managers need to look at the scope of the role – and how that may have changed since the last person held the position. What do they really need in the future…and how can succession planning be impacted by hiring just the right person. Candidates look for jobs in a new way, and the tools available to managers to screen candidates should be utilized. Technology can be a huge time saver in communicating with and evaluating candidates. Tools in background evaluation and personality assessment will be reviewed to help managers determine which are appropriate to bring into their recruiting process. We will provide participants with recommendations to determine starting salary and the proper preparation of the offer letter. Finally, our discussion will conclude with the tools to identify top talent and ensure they are aligned with the long-term success of your organization.
·Options for filling the candidate pipeline
·Creating an interview experience that gets the information you need
·Embracing technology while still creating a personal connection
·Development in background and credit check compliance
·Full cycle recruiting goes beyond the offer letter
Mark Erskine: ISM FellowAug 27 201910:00 amUTC60 mins
Reasons to Attend:
Understanding brain development since caveman times provides the key to influencing others especially given the massive advances in neuroscience over recent years which has taken the art of persuasion beyond psychology into brain chemistry. The Reptilian brain, the Limbic system and the Neo Cortex can be likened to your “Gut”, “Heart” and “Head” brain. These three brains transmit data constantly to each other when we make decisions but if we want sales success we must first understand our own preferences by using behavioural profiling and then diagnose which of these dominates the customers brain to stimulate sales, increase conversion ratios and shorten sales cycles.
•Understand how the human brain has developed and how to use this in sales
•Discovering your own behavioural brain preferences is the critical first step to managing your selling style
•Learn what techniques stimulate which part of the brain and how to leverage them
•Understand why selling has to stimulate each part of the brain to ensure success
•Learn why so many training methodologies and programmes are too one dimensional to succeed.
Deb Calvert, sales coach / researcher / trainer / author / speakerSep 3 20196:00 pmUTC45 mins
Are you tired of interviewing, hiring, onboarding, and LOSING sales talent so you have to start all over again? Do your new hires flounder and fail because they never seem to get a good grasp of what will make them succeed? Join me for this webinar to:
+ Find out what new hires need, starting on day one
+ Learn how to make onboarding more effective
+ Ramp up new sellers faster so they hit goals sooner
+ Partner with others to make the onboarding/training go faster
+ Stop the revolving door on your sales team
Remember -- your sales can only be as good as your sales team! Take these proactive steps to improve performance today.
Ebony Thomas, CEO of EMT GroupSep 10 20194:00 pmUTC60 mins
Information Technology has created amazing tools and resources that has changed the world of work. In the field of HR, technology has been a driving force for diversity in the workplace. With the use of HR tools like ATS and HRIS, human resource managers are mitigating the effects of unconscious biases and prejudices that get in the way of the hiring process.
Workplace diversity is essential in the 21st century. Companies that embrace diversity constantly outperform companies that have a more homogenous workforce by 35 percent. Ethnic and gender diversity are now a key strategy for success across industries.
Find out more about the future of human resources and technology through this webinar.
Join this webinar with Ebony Thomas, CEO of EMT Group to learn more about:
- The need for women in technology and engineering
- The need for more non-caucasian (African Americans, Asians, Middle Easterners, etc) women in technology and engineering leadership roles
- The need for more women technology & engineering professors to steer the direction of women in technology and engineering
- How to close the gap
Jim Preston, Sales Director, ShowpadSep 17 201910:00 amUTC90 mins
Many sales leaders are challenged by faltering sales often caused by the growing gap between buyers and sellers.
So, how are B2B companies going to boost buyer engagement and retention to meet the tough sales targets? Join our webinar on 17 September to gain insights into the results of our recent salesforce survey, including:
•Sales Enablement - how companies are planning to embrace it
•Sales Training - what are the pitfalls and the plans for change
•Digital transformation - what are the plans now and in the future
You will also learn why companies like Rockfon, Fujifilm and Cox Automotive have invested in Showpad sales enablement technology to boost buyer engagement, retention and growth.
Don't miss the must-attend webinar for sales and marketing professionals!
ISM Fellow, Steve BurtonSep 24 201910:00 amUTC30 mins
Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).
I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
Deb Calvert, executive coach and HR consultantOct 1 20193:00 pmUTC45 mins
Build the business by building the people. But what people? And how?
We'll talk about the reasons Millennials (and others!) need more from your organization and how you can give them what they need. In return, you'll get higher rates of employee engagement, longer-term retention, and succession management from within.
Deb Calvert, sales trainer, coach, researcher, author & speakerOct 1 20196:00 pmUTC45 mins
It's baaaack! Deb's annual review of the latest and greatest sales hacks you won't want to miss out on. Most are no cost or low cost, and all of them have been personally tested in the field. Best of all, YOU can access these tools on your own to save time, automate processes, connect with buyers, and make the most of every single sales day.
Nazma Qurban, Chief Revenue Officer, CognismOct 8 201910:00 amUTC60 mins
In 2017, millennials comprised 35% of the UK workforce. By 2020, they are projected to represent an astounding 50% of the total global workforce.
They bring wants and needs which differ greatly to previous generations, and hold more bargaining power than ever before in the labour marketplace.
With that in mind, companies and business leaders need to be made aware of how to harness that power in their favour. Nazma Qurban, Chief Revenue Officer at Cognism, has built a high-performing sales team that is made up of 98% millennials.
In this inspiring and insightful webinar, Nazma will demonstrate how to motivate millennials – by being a mentor, not a manager.
•Why understanding millennials is key to your business’s future success
•Identifying misconceptions about this generation and demonstrating why they are incorrect
•How millennials have been integral to Cognism’s growth and success
•How to create an honest, transparent and inclusive working culture that millennials thrive in
Keith Rosen: CEO of Profit BuildersOct 10 20191:00 pmUTC60 mins
Reasons to Attend:
Sales training doesn’t develop sales champions. Managers do. If you want to make your people more successful and have them live their fullest potential today, first make your managers and salespeople best in class coaches – the critical and missing skill of top sales leaders.
Join Keith Rosen, global authority on sales and leadership and award-winning author of Coaching Salespeople into Sales Champions and Sales Leadership to discover how you can become a more effective leader by developing the habit of coaching to boost sales and productivity, develop sales champions, retain top talent and most important; builds trust.
During this interview, you will learn how to:
• Ask more questions, give less advice, and build the trust and accountability to rely on people to do their job
•Reduce your workload and save over 20 hours every week on unproductive, wasteful activities
•Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos
•Improve forecast accuracy, achieve business objectives, boost sales faster, as well as a winning and retaining more customers
•Create buy-in around strategic change and improve daily performance metrics
•Assess company readiness and ensure implementation of a successful, sustainable coaching initiative to create a healthy, happy workplace and extraordinary sales leaders
•Turnaround underperforms fast, and identify the critical conversations managers engage in. (Leveraging CRM, account, pipeline, performance, deal reviews, etc.)