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Learning and Development

  • Microcontent Architectures for DITA Deployments
    Microcontent Architectures for DITA Deployments
    Rob Hanna, Chief Information Architect Recorded: Oct 15 2019 61 mins
    Microcontent supports emerging technologies including chatbots and conversational user interfaces. One of the keys to intelligent microcontent is the ability to model content for the intended reader response. DITA goes a long way to modeling for intent, but finer-grained semantics are needed to take us the rest of the way.

    Join Scott Abel, The Content Wrangler, and his special guest, Rob Hanna, Chief Information Architect with Precision Content Authoring Services for this free one-hour webinar. This technical session explores the key semantic structures developed by Precision Content to create, manage, and publish with microcontent to both traditional and emerging channels for delivery.

    Participants will learn how to architect:

    • typed blocks from DITA sections
    • process- and principle-type structures, and
    • sub-structures for modeling specific intents.

    About Rob Hanna

    Rob Hanna co-founded Precision Content in 2013 to change the way writers approach structured authoring. Having spent more than a decade helping organizations move to component content management he realized that most organizations need to take a step beyond technology and expert consultants. Without fostering the necessary standards and skills to work in this new media, organizations would continue to stall in their attempt to move to advanced information creation and management techniques, like structured authoring. With this knowledge, he developed the Precision Content® methods, tools, and training. Today, Rob and his team of experts help Precision Content clients make the move to structured authoring as seamless as possible.
  • #LevelUp: Move Your Career Forward in 2020
    #LevelUp: Move Your Career Forward in 2020
    Lisa Jiggets/WSC; Marcelle Lee/Fractal Security; Jessica Gulick/Katzcy; Kristin Demoranville/Sony Recorded: Oct 10 2019 61 mins
    Do you know your cyberjutsu tribe? There a many ways your tribe can help you take stock and advance your career. Join us for this webinar where a panel of cybersecurity professionals will discuss tools available for exploring opportunities for job advancement, from education and training and certifications to networking and mentorships. Moderated by Mansi Thakar from the Women's Society of Cyberjutsu (WSC), the group will provide tips for identifying and engaging with your cyberjutsu tribe.
  • How to crush your sales quota
    How to crush your sales quota
    Keith Rosen: CEO of Profit Builders Dec 5 2019 2:00 pm UTC 60 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.

    Key Takeaways

    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.)
  • 4 Steps to a $4k Day in Your Service-Based Business
    4 Steps to a $4k Day in Your Service-Based Business
    Stephanie Staidle Recorded: Oct 9 2019 62 mins
    If you are a purpose-driven, service-based entrepreneur (i.e. coach, consultant, healer, creative)- you do NOT have to struggle to make a living doing what you love. In this interactive workshop, you'll learn the simple processes and tools I use to keep my service-based business thriving. Hint: It doesn’t include a fancy website, blogging, or online advertising. These are the EXACT same systems I used to trade in my part-time job for full-time entrepreneurship, lock in financial stability, and finally spend my days living the lifestyle I always dreamed of all while making a difference in the world. If you are new to entrepreneurship or have been struggling to get results in your business, you need a system for consistent income, high-paying clients, and effective marketing so you don't have to scramble for your next dollar! Join us to create powerful breakthroughs in your business.

    Register Now to Find Out...
    •The #1 MYTH on why 90% of Entrepreneurs fail (and give up) within the first few years. Hint: Businesses don't fail because they lack funding or the right business plan!
    •Discover the one skill that is MANDATORY if you go into business- and if you haven't mastered this tool, you just won't make it.
    •Why having a great website or a blog is NOT the key to your success and why online marketing is a waste of time until you’ve mastered specific offline skills
    •How ONE single change in how I did business totally transformed my income. When I implemented this strategy, my sales sky-rocketed (by 10x) and gave me a 50% sales rate (1 out of 2 people say YES)!
    •How to Work SMART for 5 Figure Months and 35 hour weeks and without an email list and only a handful of prospective clients a month
    •The EXACT system I created for my business that provides CONSISTENT $4K days—and still gives me (plenty of) time to take 3 day weekends off with my fiancé, watch the Daily Show snuggling with my cat, or hop on a plane whenever the heck I feel like it.
  • Unified Endpoint Management & Security: A Force Multiplier for Small Businesses
    Unified Endpoint Management & Security: A Force Multiplier for Small Businesses
    Scott Scheferman, Cylance Director of Global Services; Masataka Hashiguchi, Interfocus Sales Engineer Recorded: Oct 8 2019 55 mins
    Join Interfocus and Cylance for this webinar outlining the workplace productivity gains that your business can realize through an integrated and unified platform delivering both IT asset management and endpoint security. Most IT teams today suffer from "alert fatigue" from the growing number of devices on their network, and spend on average 5-13 hours a week cleaning up compromised endpoints. Scott Scheferman from Cylance and Masataka Hashiguchi from Interfocus will demonstrate how automation and prevention is worth a pound of cure on your endpoints.
  • Motivating Millennials
    Motivating Millennials
    Nazma Qurban, Chief Revenue Officer, Cognism Nov 28 2019 2:00 pm UTC 60 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.

    Key Takeaways

    •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
  • Speed Up Your Documentation Process with Smarter Collaboration and Review
    Speed Up Your Documentation Process with Smarter Collaboration and Review
    Stephani Clark, Director of Customer Success Oct 16 2019 8:00 pm UTC 60 mins
    The collaboration and review process can often slow your documentation process down to a crawl. Emailing PDF documents to SMEs pressed for time, following up with them multiple times to get feedback, reconciling comments, and getting approvals is time-consuming. Learn how to speed up this process by using online collaboration and review within your tech doc platform.

    Join Scott Abel, The Content Wrangler, and his special guest, Stephani Clark, Director of Customer Success at Jorsek LLC, makers of easyDITA for this free one-hour webinar.

    Takeaways:

    A fast Collaboration and Review process:
    1) has a workflow that works the way you work
    2) allows you to work on content when you can (regardless of how many others are in the file)
    3) saves you time by identifying the specific content that needs your feedback
  • #CyberIsASport: A Recap of the Wicked6 Cyber Games
    #CyberIsASport: A Recap of the Wicked6 Cyber Games
    Jessica Gulick, CEO Katzcy; Monica Ricci, Director Wicked6 Cyber Games; Mari Galloway, CEO Women’s Society of Cyberjutsu Recorded: Oct 2 2019 60 mins
    On August 8 in Las Vegas, the world of cybersecurity competitions met the world of eSports and everything changed. The inaugural Wicked6 Cyber Games, a fundraiser hosted by the Women’s Society of Cyberjutsu, brought some of the top collegiate cyber teams to compete onstage in the HyperX Esports Arena. Join us for this recap of the event where we will share audience and participant reactions and key lessons, how the gamification of cybersecurity can increase diversity in the workforce, and how the abilities that competitors exhibit in cyber games can be quantified and mapped to critical skills that corporations seek when filling IT security roles.
  • Top Sales Hacks for 2020 and Beyond
    Top Sales Hacks for 2020 and Beyond
    Deb Calvert, sales trainer, coach, researcher, author & speaker Recorded: Oct 1 2019 35 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.
  • Emerging Leaders: How to Identify, Retain & Motivate Them
    Emerging Leaders: How to Identify, Retain & Motivate Them
    Deb Calvert, executive coach and HR consultant Recorded: Oct 1 2019 45 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.
  • Real Integrity: Promoting integrity in organisations
    Real Integrity: Promoting integrity in organisations
    Dr Jim Baxter Recorded: Oct 1 2019 63 mins
    In this webcast, Dr Jim Baxter from the Inter-Disciplinary Ethics Applied (IDEA) Centre at the University of Leeds discusses how organisations can build a culture of integrity. In the first part of the presentation, Jim will address what it means to have integrity, both for an individual and for an organisation. From here, Jim will go on to consider some barriers to the successful promotion of integrity, and finally will discuss a number of ways in which employees can contribute to an ethical culture within their own organisation. The webcast will draw on insights from academic ethics, and also on a substantial piece of research, involving 92 interviews in 15 different UK organisations, which Jim carried out in 2012. The webcast will be interactive and practically focused, concentrating on methods which participants can use in their own organisation.

    Dr Jim Baxter is an academic consultant working at the Inter-Disciplinary Ethics Applied (IDEA) Centre at the University of Leeds. Jim manages the IDEA Centre’s training, consultancy and applied research portfolio, providing ethical review and consultancy services, training and continuing professional development, as well as applied research, to a wide range of organisations including professional bodies, public bodies and private sector businesses. He recently completed his PhD on the moral responsibility of psychopaths.

    Jim is the main researcher and author of the report Real Integrity: Practical solutions for organisations seeking to promote and encourage integrity.
  • Building an Intelligent Self-Service Journey Map
    Building an Intelligent Self-Service Journey Map
    Neil Kostecki, Senior Product Manager, Coveo Recorded: Sep 26 2019 37 mins
    The customer community. Product information pages. Your website. The support site. How many different places do your customers visit when they are self-serving?

    Your customers are using multiple channels to find the information they need as part of one continuous self-service journey—and it’s time to approach your self-service strategy the same way. With so many touchpoints in different channels in the customer service journey, support leaders are faced with a unique challenge to unify the interactions and data in their self-service strategy to meet the demand for relevant and effortless experiences.

    An intelligent self-service strategy outlines every touchpoint of the support journey and the experience it should deliver, based on the customer’s context and intent. In this session you’ll learn how to build a self-service journey map that will help you outline:

    - A process to create and reuse support knowledge and content in the flow of work and self-service.
    - A map of your support touchpoints and how they should leverage the context, information, and behavior other touchpoints are capturing in order to deliver relevant and consistent experiences.
    - Which metrics and KPIs you need to track for each channel to measure success and create a continuous cycle of improvement.
  • B2B Site Search Best Practices: Give Customers What They Need, When They Want It
    B2B Site Search Best Practices: Give Customers What They Need, When They Want It
    Andrew Crowder & Lipika Brahma Recorded: Sep 25 2019 60 mins
    Are visitors looking for a needle in a haystack when they come to your website? Prospects and customers have an insatiable need for information. If they can’t find what they are looking for quickly and easily, they will stop looking and leave.

    That’s why personalized search results delivered with lightning speed are critical. Search is the most popular site function for manufacturers, and the biggest indicator of a customer’s intent to purchase from distributors. The website is now a crucial priority that directly impacts business revenue.

    Join us to learn how Acuity Brands -- the largest manufacturer of lighting and lighting control systems in North America -- completely rebuilt its search-led website in just five months and on budget. Andrew Crowder, VP of Enterprise Architecture, will share his team’s strategy for executing on a critical imperative that came with high expectations, with tips on planning, lessons learned, and what’s next for search.

    Attend this webinar and learn:

    - How to plan and execute a large search-enabled site on time and on budget
    - Why machine learning, AI and a server-less environment are key to delivering quality content for every search use case, every time
    - The efficiencies of enabling business users to manage search right from Sitecore
  • The Entrepreneurial Fundamentals: What You Must Have if You Want to Make Money
    The Entrepreneurial Fundamentals: What You Must Have if You Want to Make Money
    Barb Stuhlemmer Recorded: Sep 25 2019 63 mins
    In the webinar, Barb Stuhlemmer shares the most common mistakes Business Owners make and how to avoid them.

    Author of The Entrepreneur Awakening: Making the Move from Employee to Business Owner and a business owner herself, Barb Stuhlemmer has seen and experienced all the mistakes new business owners make. Knowing your expertise is not enough to be excellent at being a business owner. The skills it takes to run a business are different than the skills it takes to be the expert in your field. Because of this business owners often go into business with a great idea, product, or service but are overwhelmed and exhausted by all the extra work owning a business takes, just to sell their product.
    Barb will:
    Cover the Ten Fundamentals you need to start your business.
    Give suggestions and ideas to manage those fundamentals.
    Answer questions you might have specific to your business challenges.
  • The Non-Executive CV: Where are You Going Wrong?
    The Non-Executive CV: Where are You Going Wrong?
    Brendan Gurrie, In Touch CV Expert Recorded: Sep 25 2019 46 mins
    First impressions count, and your CV is often your first opportunity to make an impact with a prospective employer.

    While you may have always found success with the same CV - or with no CV at all - applying for non-executive positions requires a different approach.

    Language, formatting and branding are all crucial elements of appealing to the NED recruiter, and in this webinar you will learn the do's and don'ts of crafting a compelling CV to kickstart your transition to a portfolio career.
  • How to Embed Service to Meet Customers Where They're At
    How to Embed Service to Meet Customers Where They're At
    David James, Product Marketing Director at Coveo and Neil Kostecki, Sr Product Manager at Coveo Recorded: Sep 24 2019 25 mins
    Meaningful support interactions no longer reside just inside the Help page. They're embedded throughout all of your digital properties -- becoming part of your digital DNA -- to meet customers where they're at using personalized content based on previous successful interactions of others. In this instructive, how-to webinar we'll look at ways to embed personalized support journeys to drive case deflection and self-service success using chatbots, in-app search, personalized workflows and contextual recommendations.
  • Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota
    Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota
    ISM Fellow, Steve Burton Dec 19 2019 11:00 am UTC 30 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?
  • Benchmarking: Identifying the Right Metrics and KPIs
    Benchmarking: Identifying the Right Metrics and KPIs
    Jeff Rumburg (MetricNet); Evan Dobkin (Talkdesk); Roy Atkinson (moderator) Recorded: Sep 18 2019 61 mins
    Identifying, tracking, and reporting on the right metrics and KPIs is critical for the management of the contact center. Everything from the strategic positioning of the contact center to staffing, scheduling, and operational needs depends on getting the metrics right. Benchmarking helps organizations understand where they can improve and where they are excelling compared to the competition.

    In this webinar, benchmarking expert Jeff Rumburg will discuss current statistics and best practices for measuring progress towards your contact center's goals.
  • Best practices for choosing the right courses in your L&D program
    Best practices for choosing the right courses in your L&D program
    Spencer Thornton, VP Content Curation, Abbie Paul, Senior Content Specialist & Samantha Marsden, Marketing Campaigns Manager Recorded: Sep 18 2019 58 mins
    Although providing more course options to your learners increase employee participation, organizations who provide highly relevant courses drive the highest levels of employee engagement. But with the large variety of courses available, how do you choose the right corporate training courses that are highly relevant for you organization efficiently and effectively?

    In this webinar, learn how to prioritize course curation, address the challenges L&D professionals face when evaluating new courses, and strategize for future success.
  • Positively Negotiate Work Drama: How to Stop Complainers & Energy Drainers
    Positively Negotiate Work Drama: How to Stop Complainers & Energy Drainers
    Linda Swindling Recorded: Sep 18 2019 62 mins
    Constant complainers take up resources, time, and mental bandwidth in the workplace. When you change a culture of complainers to one of contributors, you boost morale, increase productivity, and promote effective communication. In short, you get more done with less drama. In this presentation, workplace communication expert Linda Swindling shares her expertise in negotiating tough situations at work and in life. Discover how to positively influence others to accomplish your purpose. Understand the reasons why people are creating drama so that you can diffuse conflicts and address problems productively. Linda uses scenarios, engaging questions, and original research to provide strategies that can be implemented immediately.


    After attending, participants leave with strategies to:
    ● Identify and negotiate with specific types of energy drainers and complainers
    ● Implement the #1 way to stop a ​Whiner ​
    ● Maintain control of destructive conversations
    ● Communicate powerfully with difficult people, including the ​Toxics
    ● Self-assess to determine when you can be a ​Complainer ​and how to stop it
    ● Learn concrete phrases to turn constant ​Complainers ​ into productive ​Contributors ​
    ● Address disagreements successfully so everyone can get back to work.
  • Taxonomy and Metadata: DITA Content That's Easy to Find, Manage, and Reuse
    Taxonomy and Metadata: DITA Content That's Easy to Find, Manage, and Reuse
    Jarod Sickler, Information Developer Recorded: Sep 18 2019 61 mins
    Your content architecture is the foundation for better content management within your organization. That’s why it’s vital to have a strategy for taxonomy and metadata in DITA.

    Developing a robust taxonomy and metadata strategy will help you create content that is easy to find, easy to manage, and easy to reuse.

    Join Scott Abel, The Content Wrangler, and his special guest, Jarod Sickler, Information Developer for Jorsek LLC, the makers of easyDITA, for this free one-hour webinar.
  • Perception and Design: A Science-Based Approach for Creating Content that Works
    Perception and Design: A Science-Based Approach for Creating Content that Works
    Tina Kister, Information Developer Recorded: Sep 17 2019 62 mins
    When it comes to content, design is inevitable. The question is whether it works. Design is at least 15 times more important than content when it comes to user trust and engagement. In as few as 15 milliseconds, users form first impressions that have measurable consequences for credibility, usability, and engagement.
     
    We tend to think of design as either “good” or “bad,” and as a mysterious and magical thing with a life of its own inspired by an elusive muse and completely subjective in nature. However, design is fundamentally neutral in nature, with no inherent positive or negative qualities. The way we respond to design is based on a complex, yet predictable, interaction between sensory stimuli and human anatomy, neurobiology, and cognition.
     
    The term “design” refers either to the arrangement of things or to the act of arranging things. “Intentional design” refers to the act of deliberately arranging elements to solve a specific problem – that is, to elicit a desired response.
     
    When it comes to content, design is critical. Whether you use intentional design or not, content and design are inseparable; users inevitably perceive and respond to design, and it always makes an impression. So, the key to creating compelling content is learning to use intentional design, rather than incidental design.
     
    Join Scott Abel, The Content Wrangler, and his guest, Tina Kister, for this one-hour webinar. Kister will explore the correlations between the science of perception and the discipline of design, and how both are integral to creating effective content. Tina will also distill the basics of design into a few simple concepts, and provide a few basic rules you can use to ensure that every design choice is intentional and effective.

    We hope to see you there!
  • Building a Foundation for Transformation Self-Service
    Building a Foundation for Transformation Self-Service
    Mark Floisand, Chief Marketing Officer, Coveo Recorded: Sep 12 2019 35 mins
    Self-service has proven its worth in driving case deflection, lowering overall support costs and personalizing the customer experience. But did you know that strong self-service programs are strongly correlated to business and support revenue growth, employee retention and overall agent morale?

    To truly reap all of the potential benefits of your self-service strategy, companies must go beyond short-term benchmarking and project-by-project “baby steps.” True transformation starts with a solid foundation that can grow across organizational silos and departmental barriers to deliver relevance across your self-service sites.

    Register to listen to this prescriptive session which will outline vital steps that you can undertake to transform your self-service strategy and understand the true value it is having on your business, underscored by examples from pacesetters and new research showing an opportunity for a dramatic re-think of the metrics that self-service can really impact.
  • Transforming Your Sales Manager into the Leader You Always Desired
    Transforming Your Sales Manager into the Leader You Always Desired
    Mark Thacker, President, Sales Xceleration Recorded: Sep 11 2019 48 mins
    Do you want your Sales team to consistently meet their revenue goals? Learn what is needed to give your Sales Manager the proper foundation for on-going sales success.
  • Top tips to increase learner engagement and elearning utilization
    Top tips to increase learner engagement and elearning utilization
    Abby Miles, Senior Manager Customer Success | Samantha Marsden, Marketing Campaigns Manager, OpenSesame Recorded: Sep 10 2019 49 mins
    Creating a successful elearning program at your organization goes beyond selecting courses and implementing a learning management system (LMS).

    Watch this webinar to gain insights on the top tips to increase learner engagement and elearning utilization and understand how OpenSesame’s employee elearning courses can help your organization.
  • Optimizing Staffing and Scheduling with Automation
    Optimizing Staffing and Scheduling with Automation
    Wendy Fowler (Quality Service Solutions); Adam Aftergut (NICE); Megan Selva (moderator) Oct 16 2019 5:00 pm UTC 60 mins
    In this webinar we will discuss minimizing or eliminating the “paperwork” drudgery of staffing and scheduling by automating these key workforce management (WFM) processes. According to ICMI research, 24% of organizations have contact center managers who are in charge of scheduling, while 75% have dedicated managers or teams to do this work. If staffing and scheduling can be addressed through automated processes, these managers would be freed to focus more on the important people and customer relations aspects of their jobs. We will explore the uses and possible ROI for these tools

    During this webinar, you will learn:

    - How much time conact center managers are spending on staffing and scheduling

    - Which processes can and should be automated to free management time

    - How you can plan and implement automation in your organization to cut wasted time and effort

    Join us for an interactive and informative hour, filled with practical tips, and complete with live audience Q&A.
  • Inside Sales – Inhouse vs. Outsourced
    Inside Sales – Inhouse vs. Outsourced
    Owen Richards. Managing Director. Air Marketing Group Oct 22 2019 10:00 am UTC 60 mins
    Reasons to Attend:

    Outsourcing your sales, lead generation or telemarketing activity can be a fantastic way to grow revenue. But why wouldn’t you simply grow an in-house team?

    The reality is that both models can work well, but without the right systems and processes, both have many potential pitfalls.

    In this webinar, we explore the potential risks, upsides, and downsides of in-house vs. outsourced, as well as analysing the differences in investment levels, time and resource.

    You should attend this webinar if inside sales, telemarketing or lead generation is, or could be, part of your growth plans and if you’d like to learn more about which model is right for your business.

    Key Takeaways

    •The benefits if both outsourcing your sales and lead gen
    •How to choose the right outsourced sales partner – What to look for
    •The benefits of building your own inside sales team
    •How to setup and in-house Inside sales team successfully
    •The investment level required for both models
    •How to measure your investment and return
    •Running a combined in-house/outsourced model
  • How to generate B2B leads with international digital marketing
    How to generate B2B leads with international digital marketing
    Xabier Izaguirre, Head of Planning, Oban International Oct 24 2019 10:00 am UTC 45 mins
    Reasons to Attend:

    Oban has helped several clients across various sectors and has learned a few tips and tricks to influence the whole lead generation process: from setting out a strategy based on audience insight to write content and promote it online.

    This is an opportunity to gain some basic insight into how marketing departments can increase the rate and efficiency in generating leads for sales departments.

    Key Takeaways

    •Ways to understand your audience better and prioritise countries
    •Techniques to generate content ideas to attract more prospects to your site
    •Whether capturing date is always better
    •Best practice in data capture
    •How to use paid media to drive users to your site
  • Understanding how new sales trends are changing the way we work
    Understanding how new sales trends are changing the way we work
    Kerry Nutley. Strategy Director – HCM Oracle Nov 5 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    Organisations of all sizes are often clear about why customers should buy from them. However, understanding how this translates into the 'how and the what' of the front office in terms of sales and marketing can be hard to articulate. With new sales trends and online sales blurring what is sales and what is marketing, organisations and sales leaders need to be clear on organisations boundaries and who does what.

    Can you say with confidence your front office operating model is aligned to maximise the changes in a digital and dynamic selling environment?

    A clearly aligned operating model can help maximise return and sales effectiveness by focusing you on the interactions and customers that count. This session will walk through the layers of a front office operating model to challenge your thought process, asking ... is your front office operating model fully aligned for today’s market and up and coming sales trends?


    Key Takeaways

    Key trends in sales in B2B
    What this means for your sales and marketing organisation and supporting operating model
    How key trends are changing the seller landscape in terms of what sellers do
  • How SDRs Can Set 40% More Appointments: Work Leads Faster & Book More Meetings
    How SDRs Can Set 40% More Appointments: Work Leads Faster & Book More Meetings
    Scott Amerson, VP of Sales & Darryl Praill, CMO - VanillaSoft Nov 5 2019 2:00 pm UTC 60 mins
    Reasons to Attend:

    57% of B2B companies identify 'converting qualified leads into paying customers' as a top priority. Yet, lead qualification is a stumbling block in many organizations.

    67% of lost sales are the direct result of sales reps not properly qualifying their potential customers before taking them through the sales cycle.

    To be effective, sales reps must learn the subtle art of working leads faster and booking more meetings. For inbound opportunities, the sales rep must act as the guardian at the gate....

    On November 5th join Scott Amerson, VP of Sales for VanillaSoft, as he shares his top lead qualification practices.

    Key Takeaways

    Register now and learn:
    -How to rapidly disqualify leads.
    -Tips for getting to the right contact faster.
    -Where to focus your time for maximum results.
  • Yes you do have a crystal ball
    Yes you do have a crystal ball
    Lori Kleiman, SPHR SHRM-SCP Nov 6 2019 10:00 pm UTC 60 mins
    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.

    In order to drive enterprise growth and achieve optimal business results, HR and the leadership team must get on the same page and keep communications open. But, how can you do this? We will share proven tips and tricks to being a strategic executive who is action oriented and technologically savvy. We do this by defining a 5 step process to join the leadership team and have the career of your dreams today!

    Learning Objectives:

    ·Presenting your initiatives in way that the leadership team will listen
    ·Make connections to become the leader your organization needs
    ·How to align the HR goals with organizational strategy
    ·Evaluation of strategic planning as it impacts your function
    ·Tools that will help you show added value to your organization
  • Why membership is the new revenue generating community
    Why membership is the new revenue generating community
    Gordon Glenister, FISM Nov 12 2019 11:00 am UTC 60 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


    Key Takeaways

    •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
  • Time Management for Managers
    Time Management for Managers
    Deb Calvert, president, People First Productivity Solutions Nov 12 2019 4:00 pm UTC 45 mins
    So. Much. To. Do.

    So. Little. Time.

    Reclaim control of your calendar and focus your time where it matters most. Learn how to avoid getting sucked into reactive, fire-fighting mode and other time-sucking derailers. Get practical strategies for making every minute count so you can be the best people manager possible.
  • Sales Process Coaching
    Sales Process Coaching
    Deb Calvert, sales manager trainer and coach Nov 12 2019 5:00 pm UTC 45 mins
    Sales coaching isn't the same as managing or mentoring. There are specific coaching tools and techniques you can use during every phase of the sales process. Learn what the most curbside coaching looks like and get takeaway tools you can use right away to become more effective as a sales manager who truly coaches.
  • What’s missing in your sales and marketing mix?
    What’s missing in your sales and marketing mix?
    Simon Murthwaite / Sales Director/ Air Marketing Group Nov 19 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    A multi-touch, multi-channel sales and marketing process will always prove the most successful. Yes, that means cold calling and social both and can work seamlessly. But how do they integrate and how do you ensure success?

    This webinar will be focused on the full spectrum of sales and marketing mix available. Taking you right through the customer journey and how to ensure prospects remain engaged.

    Should you be doing a bit of everything? Or are you better doing a small amount really well? And if you’re only going to embark on an ambitious sales and marketing plan, what are the options that give you the biggest return?

    But what happens when the prospect disappears of the face of the earth? Or if an MQL doesn’t qualify to an SQL? Or even once a prospect becomes a customer. How do you build a process that maximizes your revenue opportunities across the customer or buyer journey?

    Well, that’s what we’ll explore.

    Key Takeaways

    •Which channels are you forgetting?
    •Which channels do you need to explore further?
    •Where are your customers?
    •How are you ensuring every engagement has the maximum opportunity to produce the most value?
    •Where’s the hole in your marketing and sales process?
    •How to successfully integrate sales and marketing processes, to deliver revenue
  • How to Handle Sales Objections
    How to Handle Sales Objections
    Chris Murray, founder of the Varda Kreuz Training Group Nov 21 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    Some sales philosophies will tell you that - if you follow a simple formula – customers will never interrupt your presentation with an objection.

    But that’s just nonsense.

    And - contrary to popular belief - prospects aren’t sitting in darkened rooms trying to invent new fiendish ways to stop you from selling your stuff.
    If people regularly tell you;

    • that you’re too expensive - or
    • that they’re already happy with their current supplier – or
    • they’ve had problems with your company in the past - or
    • your lead time is too long

    Then you need to jump on to this webinar so that I can share with you how to overcome every single objection that you’ll ever hear.

    Key Takeaways

    Everyone who attends will walk away with this tool box of sales gold;

    • How to overcome every genuine sales objection – including those based on price
    • The names of the four headline objection types and the silver bullet that takes each one of them down
    • The three reasons that salespeople fail to overcome the most difficult customer objections – and what to do about them
  • The Science of B2B Sales
    The Science of B2B Sales
    James Isilay, CEO & Founder, Cognism Nov 28 2019 11:00 am UTC 60 mins
    Reasons to Attend:

    Imagine if you knew the formula for outbound success.

    Attend the Revenue AI: The Science of B2B Sales with James Isilay CEO of Cognism and you will! Learn how you can use a simple formula to improve your outbound B2B marketing and sale.

    Key Takeaways

    •Areas of AI in Sales & Marketing
    •Impact of AI in Sales & Marketing
    •Benchmark with conversion rates
  • How To Help Employees Find Meaning In Work
    How To Help Employees Find Meaning In Work
    Andre Andersen, Motivational Guide and Trainer Dec 3 2019 11:00 am UTC 45 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.

    Key Takeaways

    - What is purpose or meaning?
    - How do I find it?
    - How can I help others to find it?
    - Why should I care?
  • Assertiveness & Influence Skills for Everyone
    Assertiveness & Influence Skills for Everyone
    Deb Calvert, certified executive coach Dec 3 2019 4:00 pm UTC 45 mins
    Want to make an impact? Need to make sure your voice is heard and your ideas are taken seriously? Time to change things up and you're not sure how to get others onboard?

    No matter what your job role, personality type, level of experience... YOU can make the difference you want to make. You can persuade others and help them see your point of view.

    We'll make clear distinctions so you won't cross the line between being assertive and obnoxious or aggressive. We'll help you be persuasive without feeling sales-y, selfish, or manipulative. This is all about YOU getting what you want while also helping others get what they want, too. That makes you a leader!
  • Essential sales skills needed to succeed in the construction industry
    Essential sales skills needed to succeed in the construction industry
    Stella Dixon: Training Manager, Aggregate Industries Dec 9 2019 11:00 am UTC 30 mins
    Key Takeaways:

    A suggested approach to developing commercial skills in Business Graduates in the construction industry.

    Reasons to attend

    Commercial awareness is one of the key attributes cited by many employers as being essential to employability, but unfortunately, one that many people seem unable to demonstrate. It comes up time and time again in job advertisements, discussions between recruiters and on careers guidance websites. But what does 'Commercial Awareness' really mean, and how can you develop it?
  • How to boost buyer engagement and retention
    How to boost buyer engagement and retention
    Lawrence Keltie, Sales Enablement Specialist, Showpad Jan 21 2020 11:00 am UTC 90 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!