Get powerful operations insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on which systems and processes are driving operational efficiency, maximizing value and customer success.
Scott Sachs (ICMI Business Associate); Abby Monaco (NICE Nexidia); Erica Marois (Moderator)Recorded: Feb 20 201958 mins
The word omnichannel has dominated both contact center and marketing conversations for many years now. But according to ICMI research, less than one-third of contact centers in this community consider themselves truly omnichannel. Making the most of existing contact channels, customer data, and analytics can feel daunting. Taking it all to the next level? Even more so.
If you know your contact center needs to evolve, but you're not sure how to take the next step, this is the webinar for you! No matter where you currently are on the path to omnichannel, we'll break down the complexity, dispel common myths, and help you prepare for the future.
During this webinar, you will learn:
- How to apply ICMI’s three-phase approach to moving from multichannel to omnichannel
- What's next for journey mapping and customer analytics
- How omnichannel service is transforming the future of the contact center—and what you need to know to stay ahead of the trends
Join us for an interactive and informative hour, filled with practical tips, and complete with live audience Q&A.
Caryn Kopp, The Chief Door Opener Expert w/special guest, Kent GregoireRecorded: Feb 20 201944 mins
In Part I of this two-part webinar series, you will learn the process for winning sales opportunities at the executive level and the next-generation in opportunity management for sales organizations. We’ll discuss a structured, scalable process for qualifying and most importantly, winning strategic sales opportunities where competitors are strong and customer buying protocols are influenced by formal and informal decision criteria.
The content of this webinar is highly effective when you face:
•Long sales cycles (larger deal size)
•Multiple decision-makers in the buying process
•Executive level decision makers
You will learn how to:
1.Qualify in or out of deals quickly to improve close ratio using 9 criteria
2.Examine formal and informal power and find the relevant executive
3.Improve forecast accuracy
4.Win more profitable business
Be sure to sign up for Part II of What Management Needs to Know About Successfully Selling to the Top to learn the 4 leadership practices that ensure results when selling to executives, on Feb 26 @1pmE.
Barbara Weaver Smith, The Large Account Sales ExpertRecorded: Feb 20 201941 mins
Part II in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
These corporations face all the usual business challenges and needs as well as issues unique to their size and global reach. The leadership team in one subsidiary company may ultimately be subject to the decision-making authority of corporate leaders in another country, from another culture, with different concepts of risk, the speed of decision-making, and what constitutes proof. Corporate culture is influenced by the cultures of all the countries from which leaders originate and where employees reside. Besides culture, large corporations are uniquely complex, unwieldy, influenced by the speed of business, technology dependent, and rule-governed. How will you train your sellers and SMEs to understand and position your company as a superior resource to executives in very large companies?
You will learn:
1. How understanding the unique issues of global corporations can help you better position your company’s value proposition.
2. What is the most important issue facing all global businesses.
3. What resources are available to help you learn about doing business in other countries.
4.How you can decide what to do when your customer is expanding internationally
5.What opportunities you have to be innovative with global customers.
Cyber threats continually evolve, growing more sophisticated and aggressive, regularly overwhelming and bypassing traditional security solutions. With AI-powered software trained on large datasets of cybersecurity, network, and even physical information, cybersecurity solutions are increasingly able to detect and block abnormal behavior, even without a known signature or pattern.
Adding AI into the mix is a major turning point for cybersecurity. It’s growing clear that artificial intelligence and machine learning is the safest, and perhaps the only, path for cybersecurity professionals to really lock down their data and protect the enterprise. These systems offer the fastest, smartest ways to identify and analyze threats in real time -- and find the quickest way to taking them down.
To learn more about how to improve privacy and security, and how new AI-powered security can protect companies and their customers better, don’t miss this VB Live event!
Registration is free.
Attend this webinar and learn:
* How AI is defeating and preventing cyberattacks
* When AI analytics need to be deployed and for what reason
* How to build AI-powered tools that can assure consumers their data is secure
* Real-world AI applications and what they mean for cybersecurity
* Fernando Maymi, Cybersecurity Researcher & Consultant, Moderator
* Jim Ducharme, VP, Identity Products, RSA.
* Eduardo Delgado, AVP, ORM, Cybersecurity, TD
Steven Rosen with David KurlanRecorded: Feb 19 201942 mins
Join sales management expert Steven Rosen and his guest sales expert David Kurlan for an exciting “Fireside Chat.” In this episode, they will share their insights on what sales executives and managers need to do to ensure that they can overcome many common coaching challenges and coach their salespeople to crush their sales numbers.
No PowerPoint, no videos, just open and frank discussion.
Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories that will help you crush your sales numbers.
Are you doing a great job coaching? Are you coaching frequently enough? Steven and Dave will answer these questions and share their insights into why coaching is not working and what you can do to ensure that you can get the impact you desire from coaching.
You will learn:
- What is the current state of sales coaching
- What can you do to improve your coaching effectiveness
- How to ensure that you and your sales managers are coaching
Julie Hansen, The Sales Presentation ExpertRecorded: Feb 14 201949 mins
Hate using a sales script? Afraid you’ll sound phony? You’re not alone. Yet a good sales script, delivered well, can be one of your most powerful selling tools. Fortunately, you can learn how to take those words “off the page” and bring them to life in a natural, conversational way by applying the same techniques actors use in film and television. In this webinar, Actor and Author Julie Hansen reveals simple acting secrets for working with your sales script in an authentic, fresh way that will free you up to have an active, engaging dialogue with your prospect.
You will learn:
1.Scripts vs. “winging it” – what you need to know
2.5 things you absolutely, positively must have down cold
3.How to break down your sales script into “beats” like an actor
4.The difference between “internalizing” and “memorizing” your script
5.How to deliver your script so it never sounds canned!
Will Spendlove, VP Product Marketing & Marcus Wadell, Solutions EngineerRecorded: Feb 14 201950 mins
Automating the creation and distribution of your most commonly used and highest-value documents can help teams across your company achieve greater speed and efficiency, deliver a better customer experience, and improve business operations without additional resources or expense.
Join us to:
1. Discuss the importance of Digital Document Transformation.
2. Hear more use cases for Conga Composer and Conga Collaborate.
3. Start transforming your processes to generate more revenue and create business-critical efficiencies.
Matt Dimond, Consultant at BlueVennRecorded: Feb 14 201930 mins
Despite the widespread popularity of the term Customer Data Platform, multi-channel organizations have, in reality, been attempting to create a Single Customer View ever since the dawn of database marketing.
In this webinar - To CDP or Not to CDP?, we’ll look at five different methods that organizations invest in to unify their data, from working with marketing solution providers or data bureaus to an investment in a “marketer-controlled” Customer Data Platform.
As companies seek to improve cash flow, achieve greater cash visibility, consolidate their bank relationships, increase straight through processing, and reduce bank fees and costs, treasurers are undertaking strategic digital transformations of their financial, IT and business operations. Part of that transformation should include an examination of whether their network connectivity is hampering the process.
In this webcast, OpenText will review its own treasury transformation journey and describe how, by leveraging the capabilities of its Business Network division, it was able to speed up its connectivity to banks and achieve higher STP rates and better cash visibility across its global banking system. We will review the challenges of corporate to bank integration and the solutions that OpenText can provide.
Mark Mixter, Financial Services Solutions Expert, OpenText Corporation
Jonathan A. Burkhead – Director of Global Treasury, OpenText Corporation
Trevor Jones - VP, Finance & Treasurer, OpenText Corporation
Christopher Ryan, The B2B Revenue Growth Expert w/special guest Mladen KresicRecorded: Feb 13 201945 mins
Due to the expanding involvement of multiple people (and functions) in the decision process, sales cycles are getting longer and the entire process is becoming more complex. As a result, customers prefer not to change and to remain with the status quo. This leads to a lot of frustration for sellers and a great loss of productivity.
We will discuss the realities of today’s complex selling environment and how to avoid pitfalls that lengthen the process. You will also hear about how to maintain the value of your offering while keeping your credibility and leverage strong. Most important, we will give you the details of six proven strategies to shorten the sales cycle:
1. Factor in the decision process.
2. Stop excessive and unnecessary reorganizations.
3. Sell solutions that impact business.
4. Manage internal expectations.
5. Don’t overcomplicate it.
6. Avoid unprincipled concessions.
This training event is not based on theory, but rather on the specific strategies and tactics developed by top international negotiation expert Mladen Kresic. Mladen has taught and consulted with many leading corporations to help them close more than $2 Billion in closed deals. Several examples of successful negotiations will be provided.
As a result of attending this event, you will learn how to:
Make it easier for your customers to buy.
Sell solutions that impact the customer’s business
Simplify the process and manage internal expectations.
Avoid unprincipled concessions.
With our partners at ForgeRock, this webinar will explore how retailers can effectively manage their customers’ identities to optimise the online user journey. Gain an understanding of how and what information you are collecting about your customers online and how you can use this to boost customer loyalty and ultimately growth in your online sales.
Andrew Walters, CLM Practice Manager & Lizzy Painter, CLM Marketing ManagerRecorded: Feb 12 201929 mins
Effective contract management has many quantifiable benefits for companies. The return on investment can be remarkable, appearing on many levels across various departments.
At Conga we understand the importance of getting contract management right and we believe that all successful deployments share a common journey.
Join us as we discuss:
1. How to think big but act small - We know CLM can be overwhelming
2. Key Elements of CLM
3. Phased and iterative approach to Implementation (when to phase and a few considerations)
4. The difference between a successful and a failed implementation
5. CLM Maturity and it's affect on contracts
Let us show you how your business can realize it’s full potential by understanding and managing your current and future contracts.
Joe Leo, Director of RPA, John Vacheresse, Director, Application CoE, Loblaw | Tom Gardner, Co-Founder, RobiquityRecorded: Feb 12 201958 mins
Live webinar with Loblaw and Blue Prism internal experts, in partnership with Robiquity
The people, talent and structure behind the Digital Workforce are as important as the technology itself, but when you’re looking for capacity to scale up an RPA program – or even take your first steps – it’s hard. Where do you even start? Do you train up your own staff, or do you go out to the market, where it could take you months to find the people you need, if you can find them at all?
In this episode of our Blue Prism Café, hear from leading Canadian supermarket-chain Loblaw on how they tackled the "human side" of the Digital Workforce in their 1st year, and how building a long-term sustainable training, career growth and upskilling plan was critical to their first set of success and how it's setting them up for serene scalability.
This webinar will be chaired by Blue Prism's own Head of RPA, in conversation with the RPA team at Loblaw, Robiquity, a multi award-winning robotic process automation (RPA) enablement business, as well as Blue Prism's Global Head of Education Services.
Key takeaways will include:
• How to find the right people to start and scale and RPA program
• Building a long-term career and growth plan for your talent
• Lessons learned and best practices
• Joe Leo, Director of RPA, Loblaw
• John Vacheresse, Director, Application CoE, Loblaw
• Tom Gardner, Co-Founder, Robiquity
• Chris Sneddon, Global Head of Education Services, Blue Prism
• Matt Juden-Bloomfield, Head of RPA, Blue Prism
This live webinar will include a live-audience Q&A, so make sure to pre-register and join us on February 12th. If you cannot make it on the day, a recording will be made available online afterwards.
Unforeseen events such as terrorist attacks or sudden shifts in weather, can impact on sales and footfall. In the new digital age, the real question is what are retailers doing with this knowledge? How are retail businesses using data that is now readily available to better understand risk?
We will analyse the impact of non-damage events on retailer's revenue and how the use of data can simplify the process of identifying and predicting risk.
Daniel Yamoah, Pardot Specialist. Denis Hoogweg, Pardot Solution EngineerRecorded: Feb 7 201945 mins
Alignment between Sales and Marketing is potentially the largest opportunity for improving business performance today. When sales and marketing teams unite around a single revenue cycle, they dramatically improve sales productivity, marketing ROI and, most importantly, top-line growth.
Join this Webinar to hear how the Pardot marketing team used Pardot's B2B Marketing Automation platform + Salesforce Engage to put the power of marketing automation in the hands of our sales reps.
During this live webinar you will learn:
How to create marketing-approved sales campaigns that will generate more leads
Close more deals and maximise ROI
Achieve sales and marketing alignment
Harriet Jamieson, Content Manager - BrightTALK and Rich Graves, Director of Product ManagementRecorded: Feb 7 201945 mins
Discover what's trending in the IT Service Management community on BrightTALK and how you can leverage these insights to drive growth for your company. Learn which topics and technologies are currently top of mind for IT Service Management professionals.
Irwin Lazar, VP and Service Director, Nemertes Research; Todd Carothers, EVP of Sales, Marketing and Product, CounterPathRecorded: Feb 6 201944 mins
The collaboration needs of small businesses have similarities, but often many differences, compared to those of larger organizations. Small businesses require the flexibility to support distributed and mobile workers, and to rapidly respond to customer opportunities and needs. To succeed, small businesses must employ a broad set of collaborative technologies enabling internal and customer communications, regardless of device and location. In this informative webinar we’ll provide insight into the collaborative needs of small businesses and how solutions including team collaboration and unified communications provides competitive advantages by improving agility, decision-making, and customer and employee engagement.
This webinar will cover:
- Collaboration in the small business
- Emerging technologies for customer and employee engagement
- Characteristics of a successful collaboration and communications strategy
Mike Kunkle, The Sales Transformation ExpertRecorded: Feb 5 201938 mins
Ongoing sales research repeatedly tells us that modern buyers want something different from sales reps than they’re getting today. Yet, for the most part, sellers continue to do the same old things they’ve always done. This does not bode well for 2019.
Are you tired of how many of your sales team’s deals end in “No Decision?”
Does it concern you how many of your sales reps don’t make quota?
Are you ready to do something about it?
In this webinar on The Sales Experts Channel, sales enablement expert Mike Kunkle will share a Buyer-Oriented Selling System that will help you:
1.Shift your sellers’ mindset to think like a buyer
2.“Flip the script” to operate outside-in, from your buyers’ perspective
3.Operate in ways that build trust, rather than sounding like a stereotypical salesperson
4.Increase competitive differentiation as well as improve win-rates and quota attainment
5.Sell differently to get different results
The end of the fiscal year is always a mad rush of activity as department heads hurry to push through projects, spend remaining budget, and finalize contracts before the year closes. Sales, procurement, and legal teams usually feel the brunt of the pressure, as they battle timewasting manual processes and piles of paperwork to squeeze in priority projects and revenue opportunities in under the wire.
Join Conga and Statera for a discussion about contract management pain points and best practices to remedy those pitfalls and put you on a path to efficiency for 2019.
In this session you’ll learn:
-Common pain points and pitfalls when it comes to contract management
-Best practices for the buying process and implementation
-Demo: MSA and NDA tips & tricks
BRC, DP World London GatewayRecorded: Feb 5 201946 mins
Every day billions of pounds worth of goods flows through the United Kingdom on time-critical journeys to distant places around the world. With Brexit looming and uncertainty still on the future scope of trade arrangements between the UK and EU, one thing is clear; technology will play a much bigger role in customs and logistics in the coming decades.
Better integrating new technology into the supply chain will limit the time getting goods in and out of ports and other border entry and exit points and will provide a solution to some of the challenges around higher consumer demand for food and non-food products.
This webinar, with our partners at DP World, will set out the new ways in which technology can help companies transiting goods from the EU and other countries and how to deal with the regulatory and customs challenges that exiting the EU will present from March.
Deb Calvert w/special guest, Jennifer Gluckow, author of Sales in a New York MinuteRecorded: Feb 4 201945 mins
Deb is hosting special guest Jennifer Gluckow to talk about her new book “Sales in a New York Minute.”
You've heard the term ''...in a New York minute,'' and you have your own ideas of what it means. Jennifer Gluckow defines it as ''fast, clear, direct, and successful.'' That's the way of New York, and it's the way sales are made (or lost) in New York City, and everywhere else on the planet.
Jennifer's concepts and strategies for selling follow the timeless New York City line, ''If you can make it there you can make it anywhere,'' transitioned to, ''If you can make the sale there, you can make the sale anywhere.''
212 is a sales nuance - it's the boiling point, the tipping point, and the emotional point. It's the NYC area code, and it's the number of mastery ideas and strategies in Jennifer's book that will bring salespeople success. Whether you're a sales newbie or a sales master, Jennifer's 212 New York minutes will bring your sales and your customers to the buying point.
From attracting customers online and face-to-face, to helping secure lifelong relationships, referrals and reorders, by building trust over time, minute by minute; to ensuring profitable sales and customer loyalty, you will learn 212 strategies that when put into practice, will make your sales and success soar.
Deb Calvert w/special guest, Jeffrey Gitomer, The King of SalesRecorded: Feb 4 201945 mins
Deb is hosting special guest Jeffrey Gitomer because…
After 50 years of successfully making sales all over the world.
After delivering more than 2,500 customized speeches to the world's biggest companies.
After establishing an unrivaled social platform with millions of views and followers.
After leading the marketplace with Sell or Die podcast.
After delivering more than 350 sold-out public seminars to audiences all over the globe.
After writing 13 best-selling books including The Sales Bible and The Little Red Book of Selling...
Jeffrey Gitomer has finally written the SALES MANIFESTO. A book that sets the standard, and lays bare what it will take for salespeople to succeed now, and for the next decade.
The MANIFESTO identifies in simple language the 5.5 parts of the new sale, and builds easy-to-learn and easy-to-implement models for each component:
1. Value Attraction (creating social messages that make the reader want more)
2. THEM Preparation (planning strategy, getting ready, and executing)
3. Value Engagement (attraction PLUS value)
4. Connection and Completion (perceived value beyond price in both 'how to connect' and 'connect to make a sale')
5. Building profitable long-term relationships (loyal, value driven customers)
5.5 Building a permanent referable first-class reputation (both online and community based)
This book is not just the answer - it's a no bull book of ANSWERS and ACTIONS that will put you on top of your sales world and keep you there.
Lily Varon, Analyst, Forrester & Michael Beamer, President, GotransverseRecorded: Jan 31 201940 mins
Over the course of the last couple of years, we have seen the number of companies adopting usage and consumption-based business models continue to grow. As more firms incorporate digital products and services into their product portfolios, will usage- and consumption-based business models become their preferred models? We commissioned Forrester Consulting to conduct a study to get some answers to that question and more.
Join our guest, Forrester analyst, Lily Varon, and Gotransverse President, Michael Beamer, as they review the findings of the commissioned study conducted by Forrester, Capitalize on Your Digital Transformation with Usage-Based Models. Forrester surveyed 170 Director+ decision-makers responsible for billing platforms and heard from a wide-range of subject matter experts on the current state of usage and consumption-based pricing. They got deep in the weeds to uncover the motivations, benefits, and the challenges of implementing a usage-based business models.
Webinar attendees will get a deep dive into the study and answers to their most pressing questions like:
1. How satisfied are organizations that the business model used is the right model for your business?
2. What are company's plans for adopting a consumption- or usage-based model?
3. What challenges are organizations facing/have faced in adopting a usage- or consumption-based billing models?
4. What are the top potential benefits organizations are seeing from adopting a usage- or consumption-based model?
Seth Earley, CEO, Earley Information Science & Enid Martinez, Senior Director of Engineering and Automation, ADPFeb 21 20196:00 pmUTC60 mins
ADP shares their successes in harnessing AI to drive engagement and information sharing with customers.
The age of customer-driven, Artificial Intelligence (AI)-powered enterprises is here, and B2B/B2C companies are beginning to harness its value. Yet, while many companies are considering AI initiatives, few are provided with a clear roadmap and best practices to evaluate, develop, implement, and measure the impact of their efforts.
Join Seth Earley, Founder and CEO, Earley Information Science and special guest Enid Martinez, Senior Director of Engineering and Automation, ADP, for "Why AI? A Case Study with ADP."
Topics they will cover include:
**The business drivers considered when evaluating AI for ADP
**Best practices in building the initial project plan
**Tips to overcome roadblocks and pitfalls to avoid
**Lessons learned when implementing a large-scale AI initiative
Amy Franko, The Strategic Sales ExpertFeb 21 20196:00 pmUTC45 mins
The new sales economy has made the standard definition of “satisfaction” obsolete. To attract and grow the best customers today, we need to cultivate loyalty. This requires sellers and sales leaders who are ambassadors. Loyal clients are 3X more likely to continue buying from you; you can expand your reach at higher margins. Amy’s session reveals strategies to improve overall client loyalty and boost your sales success.
You will learn:
1. What it means to sell like an ambassador
2.Key value elements that are most important to our prospects and customers
3.The differences between tables stakes (satisfaction) and differentiators (loyalty)
4.Loyalty strategies you can apply with prospects and existing clients
Volmar Pereira | Diretor de Arquitetura Digital na everis BrasilFeb 21 20197:00 pmUTC60 mins
Os sistemas mainframe existentes construídos ao longo dos anos encapsularam enormes lógicas e dados de negócios fundamentais para a transformação digital. No entanto, apresentam características que podem dificultar as iniciativas digitais. Neste webinar, vamos discutir a descomposição desses sistemas em uma arquitetura de microsserviços como uma abordagem de melhores práticas.
Yana Lapitskaya - Managing Director, Yay!Starter Marketing; James Mclaughlin - Regional Account Manager, IntroFeb 26 201910:00 amUTC60 mins
Artificial intelligence has been around for a while and is already shaping the digital marketing – even if you haven’t noticed it. Every time you work with Google Ads – you are feeding in the data that informs Google’s AI enabling them to serve you with keyword suggestions, additional ad options and much more. Imagine this happening around the clock on a global scale! No wonder Google knows everything.
Neuroscience has uncovered the decision-making process happening in our brain that advertisers knew very little about.
Making advertisers understand how system 1 and system 2 brain works as well as their differences is like giving a video camera to someone used to drawing primitive pictures to capture and interpret the reality… It is changing the game forever – the TV, print and digital advertising will never be the same again! We are perhaps witnessing the biggest revolution in marketing since the launch of social media advertising.
Blockchain is the newest kid on the block, and we are yet to see it manifesting itself in marketing but even now we can say it will go far beyond the cryptocurrency world, tokenizing and decentralizing the digital economy further.
What does it all mean for you and your company?
Sign up to our webinar ‘The Future of Marketing Emerging from Technology of Today: 3 things to watch closely’ to learn more about Artificial Intelligence, Neuroscience and Blockchain shaping the new marketing reality.
Ken Lamb, Senior Product Marketing Manager and Uli Wallscheid, Product Manager, Micro FocusFeb 26 20194:00 pmUTC60 mins
Join us for an exciting and informative look at the latest releases of Data Protector.
Data Protector 2018.11 (10.20) and 2019.02 (10.30) continue to deliver on advanced reporting with enhancements and new capabilities. The releases also offer scheduler, security and industry-leading platform integration enhancements. In the webcast you will hear about these, and see a live demo of all the new features including:
Integrated reporting enhancements including:
• Manager-of-Manager consolidation
• Configuration, Session timeframes, Chargeback, Custom reports and more
• Scheduler and Security enhancements
• Improved installation and upgrade process
Platforms and Integration:
• Modernized NetApp ZDB
• Support for Data Domain with VM Power-On and Live Migration
• MySQL 8, PostgreSQL 10 and Oracle 18c
• H3C CAS
Lisa Magnuson, The Landing 7-Figure Deals ExpertFeb 26 20195:00 pmUTC45 mins
How about a 20% or more boost in your sales effectiveness? If you want to improve the quality and efficiency of your customer meetings and boost close ratios, then this webinar is for you. You can accelerate your sales development by mastering how to plan for every sales call.
You will learn:
1.What is a pre-call planning?
2.Why is pre-call planning one of the most effective sales tools to increase sales effectiveness?
3.What are the five keys to successfully plan for every sales meeting?
4.What results can you expect from pre-call planning?
Caryn Kopp, The Chief Door Opener ExpertFeb 26 20196:00 pmUTC45 mins
In Part II of this two-part webinar series, you will learn the 4 leadership practices that ensure results when selling to executives. We’ll discuss “must-do’s” for increasing the number and quality of executive level prospect meetings, making it inevitable for sellers to get optimal outcomes from pitches, reasons why some sellers and managers fall short of expectations (and what to do about it) as well as ways to protect your company’s most valuable asset – your pipeline.
The content of this webinar is highly effective when you face:
•Long sales cycles (larger deal size)
•Multiple decision-makers in the buying process
•Executive level decision makers
You will learn how to:
1.Implement a formula for landing more high-quality prospect appointments
2.Know what sellers must include in their pitches to get the best results
3.Pinpoint the real “why” behind the gap in sales staff delivery (so you solve the right problem)
4.Initiate policies which ensure a continuous, predictable healthy pipeline
Bonus content: Which “hidden” metrics tell you you’re getting it right
Andy Lawrence, Executive Director of Research; Chris Brown, CTO; Rhonda Ascierto, VP ResearchFeb 27 20195:00 pmUTC60 mins
In this quarterly update webinar on February 27th, Uptime Institute Intelligence and technology executives discuss developments in the field of mission-critical digital infrastructure. Among the topics are hyperscale expansion, AWS’s Outpost, information security, and some big recent outages.
Emily Bristow, Customer Success Director, Blue Prism | Neil McEwan, Customer Excellence, Blue PrismFeb 28 20194:00 pmUTC75 mins
Process Discovery has often been highlighted by our customers as one of their leading challenges in scaling their RPA capability. This process can be a time-intensive and inaccurate yet keeping automation pipelines full is imperative to achieving maximum ROI and efficiencies for RPA investments. What do you do with your Digital Workforce if they don’t have any work?
Our panellists are excited to introduce Blue Prism's new Process Discovery tool—a web-based tool available to all Blue Prism customers that simplifies the task of analyzing and qualifying processes for automation readiness, ease of automation and potential business value.
This Process Discovery tool takes the guesswork out of process discovery and clearly displays each process on a dashboard quadrant ranking each in terms of most automation-ready to least, overlaid with their relative benefit opportunity. The result is an objective, consistent, and reliable way of discovering automation-ready processes.
Our expert panellists will show you how easy process discovery can be and you’ll leave with an understanding of how your business can repeatedly and sustainably deploy RPA with strategic insight regarding potential ease-of-automation, hours-returned-to-the-business and potential savings.
In this webinar, hosted by Blue Prism process discovery experts, you will:
• Learn and get insights from Blue Prism customers leading process discovery
• Understand the potential value of automating any process by answering a few simple questions
• Get actionable best practices into supporting the scalability of your process analysis
• Discover Blue Prism’s latest tool, available to all Blue Prism customers
This live webinar will include a live-audience Q&A, so make sure to pre-register and join us on February 28th. If you cannot make it on the day, a recording will be made available online afterwards.
Jamie Merrick, Director of Industry Strategies & Insights. Guy Elliott, SVP& Industry Lead for Retail EMEA & APACMar 5 20193:00 pmUTC55 mins
Today’s consumer expectations are upending the industry’s approach to retail, and brands must evolve quickly to avoid irrelevance. To help you navigate this shifting landscape, SapientRazorfish and Salesforce have joined forces to reveal new patterns in shopping behavior and new opportunities for retailers like you. This study is based on the activity of more than 300 million online shoppers, 6,000 consumer survey responses from shoppers in six countries, and dozens of interviews with retail experts.
Lloyd Yip, The Startup Sales ExpertMar 5 20194:00 pmUTC45 mins
An Ideal Client Profile (ICP) is a detailed description of the clients who would benefit most from your product/service. These clients are more likely to buy in to your vision, advocate for you, and ultimately stay a long term profitable client.
Knowing your ICP means it’ll be easier to bring in more high value business that STAYS and ADVOCATES for you. As well, because you truly understand your market and their pain points, it is easier for you to improve the product/service in a way which keeps your clients happy.
On the flipside, not knowing your ICP would mean:
-It’s more difficult to find clients who want to buy
-It’s harder to retain clients long-term
-You’re more likely to bring on poor-fit clients who drain your resources
-It’s confusing as to which marketing channels to use
-It’s more challenging to improve the product/service to be in line with your clientele
You will learn:
1.How to analyze your existing client base to understand which clients fit your ICP
2.How to also uncover who are the clients who are BAD fits, so you can avoid them
3.How you can maximize your sales and marketing efficiency once you have a fully built ICP
4.How to ultimately leverage your ICP to improve sales and revenue
5.BONUS: How to discover your ICP even if you have very few clients to look back at
Melissa Madian, The Sales Experience ExpertMar 6 20194:00 pmUTC45 mins
Your sales people are often the first people with whom a prospective customer interacts. Are you equipping Sales with what they need to have an engaging, relevant conversation while also providing an experience that makes the customer say, ‘Wow, that salesperson really got me!”? This session will cover how to design a sales experience that is geared towards building customers for life.
You will learn:
1.Why the Sales experience is so critical to the customer lifecycle.
2.How to design a Sales experience that meets the needs of revenue-generation while creating a fantastic customer experience.
3.How to empower your Sales teams so they are customer-centric.
Tim Cummins, IACCM President and Jason Gabbard, Head of AI, CongaMar 6 20196:00 pmUTC54 mins
Contract management is an area that is ripe for innovation and digital transformation. Often contracting processes are bureaucratic, burdensome, and a major source of delays. Yet new technological solutions are emerging quickly, affording the opportunity for AI to manage much of the process, while freeing up people—contract management staff—to focus on more strategic tasks.
Are you prepared for the pace of change?
Join us live to hear from IACCM President Tim Cummins and Conga Head of AI Jason Gabbard while they chat about:
-The essential documents and contracts to automate.
-Driving compliance across departments and increasing collaboration.
-Boosting efficiency by reducing errors with key AI technology and Machine Learning.
Volker Zeinar - B Braun, Grant Hodgkins - Smith & Nephew,Jenny James - Innovit,Mar 6 20196:00 pmUTC60 mins
Seven years ago when the Federal Drug Administration (FDA) announced its Unique Device Identification (UDI) regulations, there were no off-the-shelf solutions for submitting regulatory data to the Global UDI Database (GUDID).
Now these options exist, so how will this influence your approach to Medical Device Regulations (MDR)? How would you do things differently for MDR and UDI, specifically European Databank on Medical Devices (EUDAMED)? Our panel of experts will weigh‑in on:
- How this is a key priority for global medical device manufacturers.
- Whether this is it just the structured master data or more?
- What about forms and documents like: post-market vigilance and surveillance, clinical investigations and performance studies, actor registration, notified bodies & certificates?…
Michael Griego, The Enterprise Sales Effectiveness ExpertMar 7 20196:00 pmUTC45 mins
Are you a Sales Closer? Do you know what it really takes to close deals in today’s environment? This session will cut through all the noise about closing deals with clear, doable, professional sales best-practices. Let’s revamp how we sell. No excuses!
You will learn:
1. What Closing is and what it isn’t
2. How Super Star Salespeople really Close
3.3 Key Disciplines for Effective Closing
Thomas French, Industry Consultant, SASMar 7 201911:00 pmUTC30 mins
Join Thomas French, Industry Consultant, SAS for a live Q&A interview at RSA Conference 2019 to learn more about the key trends in digital identity and authentication, specifically in the Financial Services industry.
Discussion topics will include:
- Tends in payments fraud
- Ways this data is being monetized today
- Emerging cybersecurity and fraud trends that have resulted from the adoption of faster payments
- How financial institutions manage their risk postures with increasing security and fraud challenges
- How the concept of digital identity is changing in financial institutions
George Gakuru, Head of Digital Workforce, Fujitsu America | Gokul Solai, CEO, NovatioMar 12 20194:00 pmUTC75 mins
Constantly at the forefront of innovation, Fujitsu holds the most AI patents in the world. One of the largest IT service providers globally – with customers in over 100 countries – they are focused on operational excellence, internally and externally. They’ve used RPA to provide a consistent quality of service, while improving delivery, security and resource flexibility.
This episode of our Blue Prism Café will showcase how Fujitsu have embraced and leveraged their Digital Workforce since adopting Blue Prism RPA in 2016 and how it has driven results through their internal optimisation program, breaking down silos and delivering incredible productivity along the way. The Café will also get an insight into how Fujitsu and their partners Novatio see connected-RPA deployment evolving their internal processes and partner eco-systems, and how it can dovetail with AI technologies in 2019 and beyond.
• Fujitsu’s journey through adoption and implementation of RPA
• How their cloud-based Digital Workforce powers their multiple automation resources.
• An in-depth look at how RPA enable Fujitsu to optimise their Network Operations Centre, delivering incredible ROI.
• What’s next for Fujitsu and Novatio in the Connected RPA world.
• George Gakuru, Head of Digital Workforce, Fujitsu America
• Gokul Solai, CEO, Novatio
• Xina Seaton, VP Customer Experience, Blue Prism
This live webinar will include a Q&A with the audience: make sure you pre-register and join us live on March the 12th 2019. This session will be recorded and available on-demand on this website.
Scott Abel, Tonie Flores, M.K. Palmore, and Keyaan WilliamsMar 12 20195:00 pmUTC60 mins
All systems have weaknesses – places where a determined attacker has the potential to breach security and either disrupt your organization or steal your data. Defending your organization and its digital assets starts with understanding your vulnerabilities. Therefore, cybersecurity planning must begin with a solid understanding of the places where your systems, processes, and staff are vulnerable to attack.
The single weakest part of any system is the people who use it. People are vulnerable to a wide range of exploits, including social engineering attacks such as phishing, which attempt to fool people into revealing passwords or other sensitive information, to insider threats, where employees take advantage of their position to breach security. Phishing remains the number one intrusion vector for threat actors.
Cyberattacks can come from software, hardware, and people. Business professionals must defend against attacks from all of these sources. Although it may seem out of your control, you are not helpless against cyberattacks. There are things you can do to help protect your digital assets.
Join Scott Abel, The Content Wrangler, for a discussion about cybersecurity with Toni Flores, editor of “The Language of Cybersecurity," M.K. Palmore, Senior Federal Law Enforcement Executive for the FBI, and cyberdefense specialist, Keyaan Williams of Cyber Leadership and Strategy Solutions, LLC. We’ll discuss the current state of cyber warfare and help you understand a variety of vulnerabilities, exploits, defenses and controls.
Tom Treanor, Global Head of Marketing Arm Treasure DataMar 13 20195:00 pmUTC45 mins
You may have heard of a Customer Data Platform (or CDP) but really not understand what that means or what functionality to expect. Join us for this webinar to learn about CDPs from how they help you manage your customer data, to how they’re architected, what use cases they serve, and what to look out for when selecting a CDP vendor.
Lisa Magnuson, The Landing 7-Figure Deals ExpertMar 14 20194:00 pmUTC45 mins
If you want to improve the customer experience and their receptivity to your messages, then you need to know about Win Themes™. Accelerate your sales by staying in the conversation sweet spot thereby moving the prospect through the sales cycle without stalls.
You will learn:
1. What are Win Themes™?
2. Why are Win Themes™ so powerful for customer interactions?
Colleen Stanley, The Emotional Intelligence For Sales ExpertMar 18 20195:00 pmUTC45 mins
In today's hyper-competitive markets, sales people are under a lot of pressure. A sales person must not only sell a solution to a client, they must partner with the client to create the solution. This requires the ability to build trust with prospects and customers quickly. This level of partnership, co-creation, is not possible without the ability to engage people on both a rational and emotional level. Emotional intelligence is the competitive tool for sales people.
Colleen Stanley shares thought provoking and practical tips for incorporating emotional intelligence skills into your sales process. Learn how soft skills produce hard sales results.
Understand the art and neuroscience of influence, sales and sales leadership.
Discover why salespeople—and sales managers---default to fight or flight responses during difficult conversations.
Learn the power of emotional self-awareness, the mega soft skill. Know thyself before you can know others.
Discover how and why empathy builds trust and relationships. Leverage the power of truly ‘walking a mile’ in another person’s shoes.
Gain insights on the importance of delayed gratification in building powerful selling skills and sales teams.
Deb Calvert w/special guest Drew StevensMar 19 20193:00 pmUTC45 mins
Are you struggling with sales success? Are you meeting your sales closure goals? Or, are you simply seeking better and more efficient methods to close sales quickly? Selling is a 3000-year-old profession that requires one ideal to achieve success – simplicity! Sometimes it is not what you are doing but what you are avoiding so that you achieve and exceed quota. In this fascinating, interactive and enjoyable presentation you will be engaged with the art of simplicity and basics so that you achieve more, bypass competition and excel personally and professionally in all you do!
In this interview you will learn:
1.How to achieve differentiation from other sales professionals
2.Compare and contrast electronic and traditional methods to break out from competition
3.Analyze and develop better methods to reaching the economic buyer
4.Understand the importance of a process and remaining true
The competition is coming. By 2020, eighty percent of SaaS players will move to a subscription-based model, which means your success strategies have to evolve — and that includes the all-important fundamental: how your subscriptions are structured.
Your subscription pricing and plan structure have a profound impact on subscriber acquisition and retention, and once you nail the formula, you'll see revenue increase. Do you choose an annual or monthly plan? Offer a trial or discounts?
This is where a test plan is critical. Combined with benchmark data, you can test and iterate your way to the right pricing and plan structure. And when important decisions are backed by comprehensive benchmark data, you’re far more likely to see an increase in adoption and revenue.
Join this VB Live event to discover essential SaaS benchmarks and best practices to maximize revenue, improve acquisition, and spur adoption.
Registration is free!
Attendees will learn:
Important SaaS benchmarks by industry segment
*How to structure your SaaS subscription plans and pricing to maximize revenue and retention
*How successful SaaS companies use a test, learn and iterate framework to optimize revenue
*The key metrics — and reports — to monitor for success and maximum LTV
*The results of an in-depth case study on SaaS testing and pricing
*Panelist: Emma Clark, Chief of Staff, Recurly
*Moderator/Analyst: Sean Joyce, Recurring Revenue Technologies, Navint
Katie Jameson - Head of EMEA Marketing at Act-On SoftwareMar 28 201910:00 amUTC60 mins
CRM systems transform sales through organization; marketing automation completes the picture by generating leads and managing lead engagement.
While marketing automation and CRM have different capabilities, when used together this dynamic duo forms a powerful sales and marketing tool.
In this webinar, led by Katie Jameson, Head of Marketing at Act-On Software, you'll learn:
1. What is a lead to revenue process?
2. How to enable a lead to revenue process with the right technology
3. How marketing automation and CRM systems compliment each other
4. How to get the best out of both platforms.
Katie will also share with you some top tips on how to get the most out of your marketing automation and successfully integrating it within your tech stack.
Katie is the Head of EMEA Marketing at Act-On Software, one of the fastest growing tech companies in North America. A marketing automation native, for the past ten years she has implemented, integrated and executed programmes on a variety of marketing automation platforms at industry leading companies such as Symantec, Paywizard and ResponseTap and now Act-On.
Katie's hands-on experience gives her the ability to cut through the jargon and speak candidly about marketing automation, demonstrating the absolute power it can bring to the sales and marketing organisation.