Hi [[ session.user.profile.firstName ]]

Operations

  • From Capture to Close: Connecting events and trade shows with Sales & Marketing
    From Capture to Close: Connecting events and trade shows with Sales & Marketing
    Chris Wickson, GM of Events, Integrate Recorded: Feb 27 2020 37 mins
    The modern world of B2B marketing is fast-paced, marketing teams are under pressure to deliver growth and create revenue opportunities.

    In-person events including trade shows, conferences and exhibitions offer the unique opportunity to align product, sales and marketing, and get valuable face-to-face time with prospects.

    Join to learn how game changing marketing teams have changed their approach to exhibiting, focusing on qualified leads, accelerated revenue and accurate reporting.
  • How to close the gap between strategy formulation and execution
    How to close the gap between strategy formulation and execution
    Leo Jolly, Practice Leader, and Drew Marshall, Regional Managing Director Kepner-Tregoe Recorded: Feb 27 2020 58 mins
    Leaders need to control their destiny and invest wisely for the future. If “why have a strategy?” had to be answered in one word, that word would be “focus”. In addition to guiding daily decision making and channeling the allocation of resources, a strategy establishes an organization’s identity and serves as the backbone of its culture. In this webinar, Leo and Drew will provide ideas and recommendations to close the ever-present gap between strategy formulation and execution.

    In the webinar you will:
    . Review why many strategies are never executed and identify several implementation gaps that regularly occur in organizations.

    . Learn processes and tools that you can use to formulate and effectively implement your business strategy across the whole organization or within a business unit or division.

    . Understand why it is important to identify who is going to do what, when, and
    how

    . Learn how to develop leading indicators to know when we are on track

    . Develop a process to best prioritize projects for resource allocation, and
    define how we will hold people accountable

    Regardless of your current position in your organization, this webinar will provide thoughts and ideas that you can implement to assist in the successful execution of your organization or divisional business strategy.

    Learn more about the presenters:
    Copy and paste the links below to view their LinkedIn profiles.

    Leo Jolly
    https://www.linkedin.com/in/leo-jolly-8183699/

    Drew Marshall
    https://www.linkedin.com/in/drewcm/
  • Deepfake: Your throat can be "hacked"
    Deepfake: Your throat can be "hacked"
    Ben Cunningham, Director of Product Marketing Recorded: Feb 27 2020 26 mins
    As Artificial intelligence (AI) becomes more sophisticated, online tricksters have started leveraging machine learning techniques to tamper with audio and video to create very convincing fake content, now popularly known as “deepfakes.” With recent examples such as the Jennifer Lawrence and Steve Buscemi face swap during the Golden Globes press conference to Google’s addition of John Legend’s voice for the Google Assistant - these synthesized examples seem fun and harmless, but foreshadow the ways AI and machine learning can be weaponized for political and fraudulent purposes.

    During the same conference Google announced that John Legend was lending his voice to the Google Assistant, Google demonstrated the full power of WaveNet and their speech synthesis technology with Duplex – an AI assistant that had near-speech parity to that of a human by training a system on 24.6 hours of speech. With these tools now widely available, it’s looking more and more like a “Hack your throat” technique will be the attack of the future.

    In this new race of information vs. misinformation, what will new fakes and data breaches look like, and how will you defend against those types of attacks? Join this webinar to see and hear how a Deep Fake works as well as learn the types of strategies and technology organizations must consider implementing to stay ahead of these threats.
  • How to Install Pre-call Planning Acumen
    How to Install Pre-call Planning Acumen
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Feb 27 2020 40 mins
    Pre-call planning is a game changer for enterprise sellers. The benefits include:
    Increase sales call effectiveness and thereby close ratios by 20% or more.
    Accelerate your sales process through strategic thinking and careful planning for prospect meetings.
    Impress your customers through the use of thoughtful agendas where all participants are on the same page.
    Enhance your ability to truly listen and stay focused yet flexible during prospect interactions.
    Avoid ‘Bad’ calls and the associated fallout of a poorly executed customer exchange.

    Who should attend this webinar:
    Sales people who want to improve the quality of their prospect meetings.
    Sales VP’s and Sales Managers who want to learn how pre-call planning will have an immediate and dramatic impact on their sales results.
  • Cyber Security in an automated world | how to keep data and digital workers safe
    Cyber Security in an automated world | how to keep data and digital workers safe
    Bimal Sebastian, Platform Consultant (Solutions Architecture) Recorded: Feb 27 2020 62 mins
    Tune in to this webinar to learn all about keeping your data and digital workers safe. This is our first Pulse Online webinar hosted in the Asia Pacific region and we can't wait for our customers in this area to have the opportunity to join the session LIVE.

    We want you to be confident in your security with Blue Prism. This webinar will give you the opportunity to ask questions and hear how you can be using it optimally to ensure the most secure environment.

    In this webinar our experts will dive into:

    - the safest ways to handle credentials

    - how to manage safe system access for digital workers

    - why performance monitoring is a security best practice

    - an overview of Blue Prism security features

    - how to keep security controls up to date

    Blue Prism has always made security a key component of its connected-RPA technology. Offering the most complete, enterprise-level security, Blue Prism’s centralized, data-center-hosted approach ensures that its IT-governed, business-run platform is the most reliable and secure. Encryption ensures data is protected, with additional encryption options easily deployable. Blue Prism provides the most secure collaboration platform for human and Digital Workers to safely deliver real digital transformation.

    Speakers:
    - James Man, Product Consultant, Blue Prism
    - Bimal Sebastian, Product Consultant, Blue Prism
  • Predictive Operations in Oil & Gas
    Predictive Operations in Oil & Gas
    Crick Waters, SVP Customer Success and Sheetal Birla, Director Marketing Recorded: Feb 27 2020 32 mins
    The Oil & Gas industry remains complex with centralized organizations, aging assets, high operational costs and frequent production disruption. Some of these problems, if predicted in advance, can be avoided such as unplanned downtime, unscheduled maintenance, safety and quality issues.

    By using Falkonry’s Operational AI software, companies can deploy Predictive Operations at Scale with lower Total Cost of Ownership and shorter Time to Value.

    Join us for this 30 minute webinar discussing:

    - Multiple ways Falkonry’s Predictive Operations predict events BEFORE they impact business
    - How Falkonry can help Oil & Gas companies with production efficiency, quality and safety issues from Upstream to Midstream and Downstream
    - Use cases of Oil & Gas companies using Falkonry to successfully realize significant ROI through Predictive Operations
  • Helping Sales Find Focus with Automation
    Helping Sales Find Focus with Automation
    Meaghan Carey, Chief Revenue Officer Recorded: Feb 26 2020 44 mins
    Join Meaghan Carey, Chief Revenue Officer at Glisser, as she walks through 5 use cases of automation's impact on Sales. Learn how to better leverage the tools you have to let your Sales team focus on the bottom line.

    Explore 5 Automation Use Cases helping put Sales back on track:
    - Data Enrichment Tools
    - Lead Generation & Hand Off Process
    - Lead Scoring Build Out
    - Performance Tracking
    - Content Sharing & Activity Tracking
  • Food Manufacturers: 5 Tips to Find the Best Staffing Partner for You
    Food Manufacturers: 5 Tips to Find the Best Staffing Partner for You
    Kelly Holcomb Recorded: Feb 26 2020 26 mins
    A great staffing partnership can help your food manufacturing or production business get ahead of the competition, but a bad one can sink your productivity and keep you behind your goals. Finding the right staffing firm doesn’t have to be difficult—you just need to know what to look for. How do you know if your staffing partner is aligned with your priorities like compliance, worker retention, or safety?

    View our webinar, “Food Manufacturers: 5 Tips to Find the Best Staffing Partner for You,” to learn how to spot the staffing firm that’s right for you.
  • Blue Prism RPA Platform Demo | The Building Blocks of Automation
    Blue Prism RPA Platform Demo | The Building Blocks of Automation
    Daniel Welcel, Solution Engineer and Lisa Hackbarth, Global Marketing Recorded: Feb 26 2020 49 mins
    Join us for a 45-minute, interactive live demo. We’ll show you how Blue Prism’s connected-RPA platform works and answer your questions live.

    With the advent of Robotic Process Automation (RPA), today, humans and Digital Workers are working side by side.

    But how does it actually work?

    If you’re ready to see Blue Prism’s Intelligent Automation in action, join us for our next 45-minute demo where we’ll showcase the simplicity and security of the leading RPA platform on the market.

    In this foundational look at what it takes to implement Blue Prism connected-RPA, you will:
    • Experience the integral role that the human worker plays in our evolving workforce
    • Take a tour of the Blue Prism Process and Object Studio where you’ll teach your Digital Workers what to do and how to do it
    • Learn how to incorporate our pre-built, out-of-the-box processes without the need for coding, and get your Digital Workforce up and running quickly
    • See examples of processes that Digital Workers can help to automate
    • Learn how to manage your Digital Workers to achieve maximum productivity using the included Control Room, Work Queues, and Scheduler
    • Get a detailed look at Blue Prism’s security, access control, and audit log features that reduce automation audit risk

    Ready to unleash the human potential at your organization by freeing up your team to do the valuable, skilled work they were hired to do? Register to view the demo to take the next step on your digital transformation journey and get ready to see what’s possible.
  • Top 5 Customer Data Platform use cases for multi-channel retailers
    Top 5 Customer Data Platform use cases for multi-channel retailers
    Jim Kelly, Principal Consultant at BlueVenn Recorded: Feb 26 2020 51 mins
    Multi-channel retail organizations struggle to truly understand their customers and the buyer journey, due to consumers touching as many as seven or more online or offline channels on their path to purchase. This creates a myriad of use cases and business requirements for technology purchases that need to be answered to enable the retailer to maximize revenue across the entire customer journey.

    By ingesting, cleansing and unifying first, second and third party data sources Customer Data Platforms can piece together all the touchpoints to create a full view and then enable the activation of data to maximize personalization and attribution requirements.

    In this webinar we’ll explore the top 5 use cases from hundreds of multi-channel retail organizations to help you to uncover yours, and to help you make better choices when investing in database marketing solutions.
  • Blue Prism RPA Platform Demo | Intelligent Automation (Ex: Customer Onboarding)
    Blue Prism RPA Platform Demo | Intelligent Automation (Ex: Customer Onboarding)
    Jason Cullabine, Solutions Engineer & Lisa Hackbarth, Global Marketing Recorded: Feb 26 2020 48 mins
    Join us for a 45-minute, interactive live demo. We’ll show you how Blue Prism’s connected-RPA platform works and answer your questions live.

    With the advent of Robotic Process Automation (RPA), today, humans and Digital Workers are working side by side.

    But how does it actually work?

    If you’re ready to see Blue Prism’s Intelligent Automation in action, join us for our next 45-minute demo where we’ll showcase the simplicity and security of the leading RPA platform on the market.

    In this foundational look at what it takes to implement Blue Prism connected-RPA, you will:
    • Experience the integral role that the human worker plays in our evolving workforce
    • Take a tour of the Blue Prism Process and Object Studio where you’ll teach your Digital Workers what to do and how to do it
    • Learn how to incorporate our pre-built, out-of-the-box processes without the need for coding, and get your Digital Workforce up and running quickly
    • See examples of processes that Digital Workers can help to automate
    • Learn how to manage your Digital Workers to achieve maximum productivity using the included Control Room, Work Queues, and Scheduler
    • Get a detailed look at Blue Prism’s security, access control, and audit log features that reduce automation audit risk

    Ready to unleash the human potential at your organization by freeing up your team to do the valuable, skilled work they were hired to do? Register to view the demo to take the next step on your digital transformation journey and get ready to see what’s possible.
  • The CMO Guide to Personalization Trends: SoDA & Sitecore
    The CMO Guide to Personalization Trends: SoDA & Sitecore
    Paige O'Neill, CMO, Sitecore; Tom Beck, Executive Director, SoDA Recorded: Feb 25 2020 63 mins
    The biggest barrier to effective personalization isn’t a lack of data; it’s overconfidence. How do we know? We recently asked more than 350 CMOs and senior marketing executives how their brand personalizes customer experiences, and their answers were fascinating.

    Join Sitecore CMO Paige O’Neill and SoDA Executive Director Tom Beck as they dive into the findings of the research to reveal:

    • Why senior marketers may not be as good at personalization as they think
    • The biggest priorities for marketing departments
    • Top findings of the research — including investment plans, adoption, priorities, and key challenges
    • Actionable insights to move forward
    • Concrete examples of the trends among CMOs across global markets, and more
  • Focus on Banking Processes: Improve Revenue, Costs and Compliance
    Focus on Banking Processes: Improve Revenue, Costs and Compliance
    Sandy Kemsley Recorded: Feb 25 2020 51 mins
    Today’s retail banks face more challenges than ever before: in addition to competing with each other, they are competing with fintech startups that provide alternatives to traditional banking products and methods. The concerns in the executive suite continue to focus on revenue, costs and compliance, but those top-level goals are more than just numbers. Revenue is tied closely to customer satisfaction and wallet share, with today’s customers expecting personalized banking products and modern omnichannel experiences.
  • The State of ServiceNow: Acorio's 2nd Annual Insight & Vision Report
    The State of ServiceNow: Acorio's 2nd Annual Insight & Vision Report
    Ellen Daley, Meghan Lockwood, Sarah Carley, Josh Scott Recorded: Feb 25 2020 62 mins
    During today’s presentation we’re going to cover three major themes;
    - How (and why) Digital Transformation and ESM have hit wide-scale adoption
    - The gap between ServiceNow’s value and organizational reality
    - And, the human factor in big future trends including AI and machine learning.

    So – what all of this means for you is that at the end of today’s presentation you’ll not only have a bunch of hard numbers in your back pocket but also the greater context for how ServiceNow is changing and what it means for you in 2020.
  • Driving post-trade efficiencies
    Driving post-trade efficiencies
    Experts from The Realization Group, EuroCCP, and BT Radianz Recorded: Feb 25 2020 27 mins
    Although the post-trade ecosystem is seen as the ‘plumbing’ of financial services, mainly hidden but crucial, its role in ensuring the industry’s health made it key to global post-crisis regulatory reforms. Firms have now had to deal with over a decade of rapid regulatory changes and the huge operational costs these incur. At the same time, they’ve also been coming to terms with the realities of shrinking margins and the need to both increase efficiencies and work towards a more sustainable business model across the board.

    In this webinar, our experts discuss the key challenges facing the industry specifically focusing on data, regulation and technology and how firms are responding to these pressures and investing in technology to help drive their post-trade transformation.
  • What is a trade deal? Breaking down the UK-EU negotiations in 2020
    What is a trade deal? Breaking down the UK-EU negotiations in 2020
    William Bain, BRC Recorded: Feb 25 2020 49 mins
    In March, the UK and EU will commence the negotiations (apparently to be concluded by the end of the year) on the future UK-EU relationship after EU exit, including the key issues of cross-border trading terms affecting retailers. Our forthcoming webinar will explore some of the basic issues you will need to know by the end of this year, such as:
    • The WTO system and key agreements, eg. on SPS and TBT.
    • What is a regional trade agreement?
    • Negotiating tariffs between preferential trading partners.
    • Rules of Origin.
    • Typical chapters & outline of an EU trade agreement.
    • What are MFN clauses?
    • The Political Declaration and UK/EU mandates.
  • The CMO Guide to Personalization Trends: SoDA & Sitecore
    The CMO Guide to Personalization Trends: SoDA & Sitecore
    Paige O'Neill, CMO, Sitecore; Tom Beck, Executive Director, SoDA Recorded: Feb 25 2020 63 mins
    The biggest barrier to effective personalization isn’t a lack of data; it’s overconfidence. How do we know? We recently asked more than 350 CMOs and senior marketing executives how their brand personalizes customer experiences, and their answers were fascinating.

    Join Sitecore CMO Paige O’Neill and SoDA Executive Director Tom Beck as they dive into the findings of the research to reveal:

    • Why senior marketers may not be as good at personalization as they think
    • The biggest priorities for marketing departments
    • Top findings of the research — including investment plans, adoption, priorities, and key challenges
    • Actionable insights to move forward
    • Concrete examples of the trends among CMOs across global markets, and more
  • The CMO Guide to Personalization Trends: SoDA & Sitecore
    The CMO Guide to Personalization Trends: SoDA & Sitecore
    Paige O'Neill, CMO, Sitecore; Tom Beck, Executive Director, SoDA Recorded: Feb 25 2020 63 mins
    The biggest barrier to effective personalization isn’t a lack of data; it’s overconfidence. How do we know? We recently asked more than 350 CMOs and senior marketing executives how their brand personalizes customer experiences, and their answers were fascinating.

    Join Sitecore CMO Paige O’Neill and SoDA Executive Director Tom Beck as they dive into the findings of the research to reveal:

    • Why senior marketers may not be as good at personalization as they think
    • The biggest priorities for marketing departments
    • Top findings of the research — including investment plans, adoption, priorities, and key challenges
    • Actionable insights to move forward
    • Concrete examples of the trends among CMOs across global markets, and more
  • Measuring Account-Based Advertising Results
    Measuring Account-Based Advertising Results
    Rod Fuentes, VP of Product, Integrate Advertising and Co-Founder of ListenLoop and Neil Glass, GM & VP of Integrate Advertisi Recorded: Feb 24 2020 27 mins
    Future-focused B2B marketers aren’t solely relying on traditional lead gen methods to fill pipeline and generate revenue – they’re implementing ABM strategies to create long-term success. Join us to hear from Rod Fuentes, VP of Product, Integrate Advertising and Co-Founder of ListenLoop and Neil Glass, GM & VP of Integrate Advertising to learn how you can view and measure results from your account-based digital advertising strategies and increase ROI.

    Join this webinar to learn about:

    -Data-Backed Story Telling Methods
    -Leading and Lagging Indicators of Success
    -ABM strategy success timeline – strategies for the long play
  • The Automation Journey Towards Compliance Adherence and Quality
    The Automation Journey Towards Compliance Adherence and Quality
    Warren Ledingham, GM Kryon Recorded: Feb 24 2020 37 mins
    It is estimated that 45% of workforce tasks can be automated, saving an estimated $2 trillion in global workforce costs. Software robots are easy to configure and do not require extensive IT knowledge.

    For internal audit, RPA presents both opportunity and responsibility. By helping the organization understand and control RPA risks and identifying opportunities to embrace RPA within their own organization, internal audit can position themselves as trusted advisors. It can also help internal audit increase productivity, expand its risk coverage and help address the ongoing compliance burden by doing more with less.
  • Signavio Live Series: Sustainable Change with Deloitte
    Signavio Live Series: Sustainable Change with Deloitte
    Sanjiv Nathwani, Principal Recorded: Feb 21 2020 49 mins
    As the desire for digital transformation grows, and customer expectations continue to rapidly evolve, firms are being pushed toward a need for change. Discover how Deloitte uses Signavio to help its clients keep pace.
  • Salesforce Best Practices for Marketers
    Salesforce Best Practices for Marketers
    Courtney Kehl and Stacy O'Leary Recorded: Feb 20 2020 32 mins
    The role of a Marketer is to generate interest and create a pipeline to pass on to the sales team. Most marketers are familiar with tools like HubSpot or Marketo, but these tools often fall short in capturing the entire prospect and client lifecycle from interest to closed-won.

    Salesforce is a CRM (Customer Relationship Manager) that acts as the swiss army knife of your tech stack. Marketing is just one part of a company’s overall tech stack, and without an integrated CRM, your growing pipeline will quickly become stagnant. A well-established Salesforce Org is the key to monitoring the qualification process, managing prospect/customer communication, and capturing up-to-date data and reporting.

    In this webinar, Stacy O’Leary from Quickly Consulting will discuss best practices for implementing Salesforce within your marketing tech stack.

    What You Will Learn:
    -What Salesforce is and why Marketers need it
    -How Salesforce integrates with other platforms in your tech stack
    -Salesforce terminology and best practices for Marketers
    -How to maintain data quality and integrity in your Salesforce Org
  • Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
    Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
    Kristie Jones, The SaaS_Startup Expert Recorded: Feb 20 2020 39 mins
    Keeping deals flowing through the pipeline is critical for Sales Reps to hit quota and for companies to realize revenue goals. However, preventing deals from stalling out and prospects from disappearing isn’t easy. Forty-six percent of sales reps missed their quota in 2018. 

    Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely. 

    In order for sales representatives to effectively land deals, they need to know how to hold prospects accountable. Establishing urgency and being persistent is key, but it’s also important for representatives to know when to walk away from a deal that’s going nowhere.

    In this presentation, Kristie Jones, Founder and Principal of Sales Acceleration Group, shares her tactics for taking back control, creating specific timelines, and communicating clear expectations to prospects to ensure they know exactly what their role in the sales process is.

    You will learn:

    How to create an upfront contract with prospects that establishes how your sales process works
    How to teach prospects that you’re going to hold them accountable
    Why it’s necessary to give prospects homework and a deadline
    How to establish consequences for a prospect’s bad behavior
    What are the signs that it’s time to walk away from a deal that’s not progressing
  • How Tech Companies are Leveraging AI to Create Sustainable Pipeline
    How Tech Companies are Leveraging AI to Create Sustainable Pipeline
    Chad Burmeister, The AI for Sales Expert Recorded: Feb 20 2020 30 mins
    The “automation revolution” has arrived and companies in all industries are turning to artificial intelligence to automate repetitive tasks in the sales process. In this session, Chad Burmeister, the AI for Sales Expert, will host Rob Wood, an early adopter of AI for Sales, to learn how ClicData leverages artificial intelligence to create sustainable pipeline.

    You will learn:

    How ClicData leverages AI for Social Sales that helped him reach out to thousands of potential resellers.
  • It's Time for a Buyer-Centric Selling System!
    It's Time for a Buyer-Centric Selling System!
    Mike Kunkle, The Sales Transformation Expert Recorded: Feb 19 2020 45 mins
    Have you seen the recent B2B buying research? Study after study report that buyers:
    - don’t trust salespeople
    - don’t believe they understand them or their businesses
    - do more and more of their own research
    - aren't getting the insights they want from sellers
    - are growing weary of stereotypical seller behavior.

    More than ever before, buyers don’t want to feel “sold to.” Yet, sellers still have quotas and a job to do. It’s a conundrum, for sure.

    Fortunately, there is a path forward. It’s time to shift to a buyer-centric selling system that prepares reps to deal with modern buyers to “help them buy” and earn their respect and trust, while still being able to meet company quotas and succeed in sales.

    The remaining challenge is how to get your sales force moving in this direction and selling in a new buyer-centric way. That’s no small feat, either.

    After outlining why it's time to change and what buyer-centric selling really means, Mike will share how to lead the (r)evolution with your sales force, to change behaviors and achieve mastery with this new methodology.

    You will learn:

    1.Why it’s absolutely imperative to make the shift to a buyer-centric selling system now!
    2.What a buyer-centric selling system really means.
    3.How to guide your sales force through the shift
  • Breaking RPA’s Glass Ceiling - The Future of Automation
    Breaking RPA’s Glass Ceiling - The Future of Automation
    Daniel Peled, VP Global Advisories and Digital Transformation Kryon Feb 28 2020 3:00 am UTC 17 mins
    RPA is one of the most innovative global industries driving operational transformation today, delivering unprecedented levels of speed, personalization, agility and cost-efficiency. However, RPA projects are often held back by scalability issues.

    Join us to for insider's insight on:
    ● What are the reasons for this?
    ● How can it be prevented?
    ● What is the RPA revolution?
    ● How will AI impact RPA?
  • Score Meetings with Prospects in One Call
    Score Meetings with Prospects in One Call
    Joanne Black, The Referral Selling Expert Feb 28 2020 9:00 pm UTC 45 mins
    Referrals are your ticket to the C-Suite—to any decision maker, for that matter. The biggest challenge sales managers face is lead generation: getting a consistent stream of qualified leads and reaching ideal prospects quickly. Referral selling solves these prospecting problems and more. Referrals are the fastest revenue-driver with no marketing costs, a 50%+ close rate, and pre-qualified leads in the pipeline.

    Yet, 95 percent of companies haven't adopted a systematic, disciplined, referral program with metrics, skills, and accountability for results—even though generating referral leads is their most productive outbound prospecting strategy. Sales reps don’t need to jump through hoops to get meetings. They always get a meeting, because they receive introductions from their prospects’ trusted colleagues.

    Whether you make cold calls now or not, leverage the power of your referral network and hit your sales numbers without hitting the phones. Your business development will never be the same. It's the one-call referral meeting!

    You will learn:

    1.Why referrals are gold—and yet almost no one is investing in their development
    2.The biggest reason you’re not getting the referral business you think you’re entitled to
    3.3 referral traps to avoid
    4.How to jump-start referral selling today
  • Sell High-Value Professional Services with this Strategic Selling Framework
    Sell High-Value Professional Services with this Strategic Selling Framework
    Amy Franko, The Strategic Sales Expert Mar 2 2020 9:00 pm UTC 45 mins
    In professional services, earning higher value engagements is the fast path to growing your book of business.
    But most firms don’t have a consistent methodology that focuses on how to sell these types of engagements.

    This talk will help you change that. Amy Franko’s Strategic Selling Framework is a 4-part methodology designed for those who sell expertise or complex solutions. She works with organizations in professional services, technology, and insurance to help them accelerate sales growth.

    With the Strategic Selling Framework, you’ll create higher quality opportunities in your pipeline, work with top clients, and ultimately create more growth in your firm and book of business.


    You will learn:

    1.The Strategic Selling Framework to identify and close high-value engagements: Intelligence, Relationships, Propose, Commit
    2.Strategies to easily apply this framework and become that trusted advisor to your prospects and clients.
  • Revealed: The Secret to More Leads and Higher Sales Revenue through LinkedIn
    Revealed: The Secret to More Leads and Higher Sales Revenue through LinkedIn
    Peter Strohkorb Mar 2 2020 9:30 pm UTC 53 mins
    If you are in a Sales role, do NOT miss this webinar on how to leverage your existing LinkedIn account in a very sophisticated way to generate more and better-qualified sales leads on LinkedIn.
    BUT THERE IS A TWIST:

    This is NOT about you spending endless hours on LEARNING how to do it yourself.

    No, I will show you how you can have a constant stream of high-quality leads and personal engagement with your ideal prospects WITHOUT YOU having to do much work at all!

    So, if you are in Sales, don't miss "Revealed: The Secret to More Leads and Higher Sales Revenue through LinkedIn"

    Don't delay. Secure your booking now!
  • Solving the Content Crisis
    Solving the Content Crisis
    Stephanie Stahl, General Manager, Content Marketing Institute; Tim Pashuysen, CSO, Sitecore Content Hub Mar 3 2020 2:00 am UTC 47 mins
    Between content marketing and omnichannel strategies, operational challenges in marketing revolve around content production. The scale, pace, and ambition of providing content to an abundance of channels becomes the bottleneck for delivering customer experiences. This is The Content Crisis.

    As we look ahead, channels will continue to be more decentralized, making content even less manageable. So, what can be done? Brands need to manage their content planning and organization tools with their delivery and optimization tools - enabling ownership of the entire content life cycle.

    Join us in this webinar and learn:

    • What really keeps CMOs awake at night?
    • How to clarify your content process?
    • How to leverage technology to support the entire content life cycle?
  • Solving the Content Crisis
    Solving the Content Crisis
    Stephanie Stahl, General Manager, Content Marketing Institute; Tim Pashuysen, CSO, Sitecore Content Hub Mar 3 2020 1:00 pm UTC 47 mins
    Between content marketing and omnichannel strategies, operational challenges in marketing revolve around content production. The scale, pace, and ambition of providing content to an abundance of channels becomes the bottleneck for delivering customer experiences. This is The Content Crisis.

    As we look ahead, channels will continue to be more decentralized, making content even less manageable. So, what can be done? Brands need to manage their content planning and organization tools with their delivery and optimization tools - enabling ownership of the entire content life cycle.

    Join us in this webinar and learn:

    • What really keeps CMOs awake at night?
    • How to clarify your content process?
    • How to leverage technology to support the entire content life cycle?
  • IoT: 3 obstacles to a successful implementation
    IoT: 3 obstacles to a successful implementation
    Marc Flanagan, EMEA Director, Edge & IoT Solutions, Dell; Baz Khuti, CEO, QIO; and Brian Lappin & Andy Rowland from BT Mar 3 2020 3:00 pm UTC 34 mins
    Many organisations are looking to implement the Internet of Things (IoT), with industry 4.0 being the main driving force. In order to do this successfully, there are three significant obstacles to overcome – implementing the right Edge, securing your project, and delivering a zero touch approach.

    At BT, we are already working with large global enterprises and our partners to meet those challenges head-on.

    Join Marc Flanagan, EMEA Director, Edge & IoT Solutions, Dell; Baz Khuti, Co-founder and CEO, QiO; and Brian Lappin & Andy Rowland from BT to find out how.
  • Practical Strategies to Help New Sales Leaders Effectively Succeed
    Practical Strategies to Help New Sales Leaders Effectively Succeed
    Phil Gerbyshak, The Inside Sales Expert Mar 3 2020 4:00 pm UTC 45 mins
    Many new sales leaders struggle needlessly for the first 100 days or longer because they have no experience leading a team, no resources to support them, and nobody in their organization to talk to.

    Have you been promoted from the ranks and now you’re leading a sales team without any training or backup? Struggling to know if what you’re doing is working, or if you’re just doing busy work for the sake of doing it? Curious of the things that can get you leading your team as quickly - and efficiently - as possible?

    Join Inside Sales Expert Phil Gerbyshak and Management and Leadership Expert Naphtali Hoff for 45 minutes of insights from two who’ve been there, done that and have the scars to prove it.

    You will learn:

    1. Leadership: From ‘me’ to ‘we’ - mindset and practical
    2. How to get your team to sell more - Motivation and tactical
    3. Building (or reimagining) relationships with team members
    4. Daily activities for new leaders
    5. Setting effective goals for yourself - and your team
  • How To Avoid The Common Cold Email Mistakes That Ruin Sales Relationships
    How To Avoid The Common Cold Email Mistakes That Ruin Sales Relationships
    Liz Wendling, The Complex Sale Expert Mar 3 2020 5:00 pm UTC 45 mins
    Get the cure for common cold e-mail mistakes. In this new webinar, Liz Wendling helps you to leverage the tools of technology and understand how to craft powerful and impactful e-mails. When done well, cold-call e-mails work. When done poorly, your messages will likely be deleted with disappointing frequency. The structure and language of your e-mails will either pique interest or generate resistance.
    Takeaways:
    • Learn the words and phrases that inspire people to read and respond to your messages.
    • Identify a cold e-mail approach that works for you and distinguishes your business. One size does not fit all.
    • Understand the top 5 social selling mistakes that cause your e-mails to be deleted and what to do instead.
  • Solving the Content Crisis
    Solving the Content Crisis
    Stephanie Stahl, General Manager, Content Marketing Institute; Tim Pashuysen, CSO, Sitecore Content Hub Mar 3 2020 6:00 pm UTC 47 mins
    Between content marketing and omnichannel strategies, operational challenges in marketing revolve around content production. The scale, pace, and ambition of providing content to an abundance of channels becomes the bottleneck for delivering customer experiences. This is The Content Crisis.

    As we look ahead, channels will continue to be more decentralized, making content even less manageable. So, what can be done? Brands need to manage their content planning and organization tools with their delivery and optimization tools - enabling ownership of the entire content life cycle.

    Join us in this webinar and learn:

    • What really keeps CMOs awake at night?
    • How to clarify your content process?
    • How to leverage technology to support the entire content life cycle?
  • Using Intent Data to Fuel your Sales Automation Program
    Using Intent Data to Fuel your Sales Automation Program
    Shawn Elledge, The Lead Generation Expert Mar 3 2020 7:00 pm UTC 45 mins
    Join us for an educational webinar on how to use intent data to identify companies and contacts consuming content related to your products and series on the internet. Relevancy is the fuel behind any successful sales automation program and intent data is the key to finding prospects actually interested in what you have to offer.

    Speakers include Charles Crnoevich, Head of Partnerships at Bombora and Shawn Elledge, CEO of Sales Lead Automation and the founder of the Lead Generation Institute.

    You will learn:

    How Intent Data works
    How to identify companies consuming content related to your products and services
    How to target ideal prospects at those companies using sales automation platforms
    How to prepare your data for your sales automation campaigns
    What subject lines and body copy are generating the most responses
  • Three Proven Techniques to Overcome Sales Call Reluctance
    Three Proven Techniques to Overcome Sales Call Reluctance
    Connie Kadansky, The Sales Mindset Expert Mar 4 2020 4:00 pm UTC 45 mins
    70% of the sale is engagement and discovering the needs of the prospect. When you get in front of a prospect if the timing is right, you are almost there if you discipline your process and do not allow yourself to sabotage the conversation. What’s it going to take to learn how to listen yourself into a sale versus talking yourself out of one?

    Sales Call Reluctance is the emotional hesitation to prospect and promote. It not only shows up in initiating contact with potential buyers, it shows up during a sales conversation when you are in front of your ideal prospect. Do you ever freeze on a sales call? Do you wait too long to state the price of your products or services? Do you wait too long to ask for payment? Do you spend excessive time explaining product features and specifications? Do you give a discount based on a perceived objection? If so, this virtual training is for you.

    You will learn:

    1.How the different types of Sales Call Reluctance show up on the sales call.
    2.How to psychologically prepare for your sales call.
    3.A formula to discover what is important to your prospect and much more.
  • What’s New in Micro Focus RPA 2020.02
    What’s New in Micro Focus RPA 2020.02
    Daniel Crisan and Dave Easter, RPA Product Management, Micro Focus Mar 5 2020 3:00 pm UTC 45 mins
    The latest release of Micro Focus RPA is here. RPA automates entire business processes by combining UI and API automation steps with an easy-to-use design interface and central robot orchestration. Join our 45-minute webinar for a screening of all that’s new.

    Here’s a snapshot of what you’ll see:
    • Run-time security with Privileged Access Manager (PAM)
    • Textual authoring with advanced Python operations
    • The highly informative, metrics-packed ROI dashboard
    • Live use case demo showcasing new features in action

    Liberate human brainpower and ignite enterprise productivity. Your robo workers have arrived.
  • Emerging Threats in Your Call Center- Chatbots, Synthetic Voice and Leaky IVRs
    Emerging Threats in Your Call Center- Chatbots, Synthetic Voice and Leaky IVRs
    Elie Khoury, Principal Research Scientist and Manager, Ph.D Mar 5 2020 4:00 pm UTC 20 mins
    AI presents exciting but uncharted territory. And as AI forges its way into organizations’ voice interface, like any disruptive technology, benefits for your organization exist alongside new opportunities for criminals to use this technology against you and your customer:.

    This webinar will explore potential pitfalls to your voice channels such as :

    - Synthetic voice -- the arrival of synthetic voice introduces a whole new realm of fraud possibilities and ethical debates
    - Chatbots and the new hacks fraudsters use to attack this channel
    - The leaky IVR and the newest brute force attack trends you may be overlooking
  • Designing and Leveraging Win Themes™ in 2020
    Designing and Leveraging Win Themes™ in 2020
    Lisa Magnuson, The Landing 7-Figure Deals Expert Mar 5 2020 4:00 pm UTC 45 mins
    If you want to improve your prospect’s receptivity to your messages, then you need to know about Win Themes™. Win Themes™ accelerate your sales productivity by zeroing in on conversation sweet spots.

    Webinar participants will learn:
    1.Why are Win Themes™ so powerful for prospect and customer interactions?
    2.When can you to use Win Themes™ to gain maximum impact.
    3.What results can you expect from Win Themes™?

    Who should attend this webinar:
    -Enterprise sales people who want to improve the quality of their prospect interactions.
    -Sales VP’s and Sales Managers who want to learn how Win Themes™ will have an immediate and dramatic impact on prospect receptivity.
  • The Path to Personalization: Learn how to get moving along the path quickly
    The Path to Personalization: Learn how to get moving along the path quickly
    Sean Rusinko, Industry Business Lead – Retail & Hospitality, Sitecore Mar 10 2020 2:00 am UTC 39 mins
    We know that personalization is a capability that most marketers aspire to deliver, but research shows that very few actually do.

    To help you get on board the Path to Personalization, we’ve created a jam-packed session that will cover:

    Steps to launching a future-proof personalization strategy that’s data-driven, generates brand loyalty, increases conversions, and is ready for any new device that emerges on the market.

    Companies who are doing it right—and how they’re doing it.

    The team you need, and much more!
  • The Path to Personalization: Learn how to get moving along the path quickly
    The Path to Personalization: Learn how to get moving along the path quickly
    Sean Rusinko, Industry Business Lead – Retail & Hospitality, Sitecore Mar 10 2020 1:00 pm UTC 39 mins
    We know that personalization is a capability that most marketers aspire to deliver, but research shows that very few actually do.

    To help you get on board the Path to Personalization, we’ve created a jam-packed session that will cover:

    Steps to launching a future-proof personalization strategy that’s data-driven, generates brand loyalty, increases conversions, and is ready for any new device that emerges on the market.

    Companies who are doing it right—and how they’re doing it.

    The team you need, and much more!
  • Kickstarting Your Digital Transformation with Full-Cycle Automation
    Kickstarting Your Digital Transformation with Full-Cycle Automation
    Julie Shafiki, CMO at Kryon Mar 10 2020 3:00 pm UTC 30 mins
    In today’s ultra-competitive global economy, businesses across every vertical are riding the automation wave to cut costs, boost revenues, increase employee satisfaction and provide a superior customer experience. But to truly take advantage of these incredible opportunities, RPA alone is no longer enough. That’s why we at Kryon created our unique Full-Cycle Automation Suite, combining Process Discovery™, RPA and analytics in a single, unified platform.

    Join us to learn:
    • How Process Discovery™ quickly identifies which processes are perfect for automation
    • Why full-cycle automation is the key to successful RPA adoption
    • Success Stories: How our customers gain real business value with Kryon’s Full-Cycle Automation Suite
  • Unlocking Possibility and Creating Value: TD Bank Group
    Unlocking Possibility and Creating Value: TD Bank Group
    John Capozzolo Senior Vice President - Canadian Personal Banking Delivery Excellence, TD Group Mar 10 2020 4:00 pm UTC 29 mins
    TD Bank Group is way ahead of the curve with their digital transformation and automation is playing key role. Learn how you too can unlock value by leveraging automation to deliver experiences and solutions to your colleagues and customers.
    TD is the recipient of the Value Driver Excellence in Enterprise RPA Award 2018.
  • The Path to Personalization: Learn how to get moving along the path quickly
    The Path to Personalization: Learn how to get moving along the path quickly
    Sean Rusinko, Industry Business Lead – Retail & Hospitality, Sitecore Mar 10 2020 5:00 pm UTC 39 mins
    We know that personalization is a capability that most marketers aspire to deliver, but research shows that very few actually do.

    To help you get on board the Path to Personalization, we’ve created a jam-packed session that will cover:

    Steps to launching a future-proof personalization strategy that’s data-driven, generates brand loyalty, increases conversions, and is ready for any new device that emerges on the market.

    Companies who are doing it right—and how they’re doing it.

    The team you need, and much more!
  • Create a Simple, Effective Animated GIF in Minutes
    Create a Simple, Effective Animated GIF in Minutes
    Patricia D'Ambrosio, Pearson Education Mar 10 2020 5:00 pm UTC 60 mins
    Delivering and updating content can be time-consuming and expensive. According to recent research, users increasingly rely on animation for information. And, the demand for animation is miring many companies in a video swamp.

    But there's a fast, free, and effective alternative that improves ROI and delivers within minutes instead of hours or weeks.

    Join Scott Abel, The Content Wrangler, and his special guest, Pat D'Ambrosio of Pearson Education, for this free, one-hour webinar. Learn why users are demanding animated GIFs. Pat will show you how you can create custom GIFs fairly easily. You will also learn how to develop a template, and Pat will show you a few time-saving tips.

    Takeaways:

    1) Learn about the research
    2) Learn about a new and free program, and
    3) Pick up tips that will dramatically reduce the costs of providing animation in your content.
  • Artificial Intelligence, It’s Not Just for Lead Generation
    Artificial Intelligence, It’s Not Just for Lead Generation
    Chad Burmeister, The AI for Sales Expert Mar 10 2020 5:00 pm UTC 29 mins
    Learn how AI for Sales is changing the game for companies who choose to harness the power of big data to dominate their market

    You will learn:

    1. What are the top 3 ways companies are using AI for Sales in the last 12 months
    2. Where is the best ROI in AI for Sales?
    3. Where should I start?
  • Blue Prism RPA Platform Demo | The Building Blocks of Automation
    Blue Prism RPA Platform Demo | The Building Blocks of Automation
    Allison Dowling,Solution Engineer and Lisa Hackbarth,Global Marketing Mar 11 2020 3:00 pm UTC 60 mins
    Join us for a 45-minute, interactive live demo. We’ll show you how Blue Prism’s connected-RPA platform works and answer your questions live.

    With the advent of Robotic Process Automation (RPA), today, humans and Digital Workers are working side by side.

    But how does it actually work?

    If you’re ready to see Blue Prism’s Intelligent Automation in action, join us for our next 45-minute demo where we’ll showcase the simplicity and security of the leading RPA platform on the market.

    In this foundational look at what it takes to implement Blue Prism connected-RPA, you will:
    • Experience the integral role that the human worker plays in our evolving workforce
    • Take a tour of the Blue Prism Process and Object Studio where you’ll teach your Digital Workers what to do and how to do it
    • Learn how to incorporate our pre-built, out-of-the-box processes without the need for coding, and get your Digital Workforce up and running quickly
    • See examples of processes that Digital Workers can help to automate
    • Learn how to manage your Digital Workers to achieve maximum productivity using the included Control Room, Work Queues, and Scheduler
    • Get a detailed look at Blue Prism’s security, access control, and audit log features that reduce automation audit risk

    Ready to unleash the human potential at your organization by freeing up your team to do the valuable, skilled work they were hired to do? Register to view the demo to take the next step on your digital transformation journey and get ready to see what’s possible.
  • Creating Marketing and Sales Alignment with a Customer Data Platform
    Creating Marketing and Sales Alignment with a Customer Data Platform
    Anthony Botibol, VP Marketing at BlueVenn Mar 11 2020 3:00 pm UTC 60 mins
    When you generate 4 prospects that fundamentally look the same (the same job function, same company size and industry) how do you prioritize who to put your sales efforts into? In this session, Anthony Botibol, VP Marketing at leading and award-winning CDP vendor BlueVenn, will show how a CDP can derive real business value by helping to ensure that your sales and marketing teams focus on prospects that have the biggest chance to spend big and how to ensure you don’t waste time on “tyre kickers”. Anthony will showcase the example of a simple model that B2B organizations can utilise through the power of a CDP, and how one organization achieved a 30% increase in profits by simply changing the data that feeds their marketing campaigns.
  • DITA Benefits: Building Capabilities
    DITA Benefits: Building Capabilities
    Patrick Bosek, Dawn Stevens & Scott Abel Mar 11 2020 4:00 pm UTC 45 mins
    Join Scott Abel, The Content Wrangler, for a discussion with technical communication content experts, Patrick Bosek (Jorsek/easyDITA), and Dawn Stevens (Comtech Services, Inc.) about the findings from the 2020 DITA Satisfaction Survey. Patrick, Dawn, and Scott will discuss the benefits — including the development of valuable capabilities — realized by technical documentation shops that leverage the Darwin Information Typing Architecture.

    A copy of the DITA Satisfaction Report will be provided to all registrants.