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Recruiting

  • Best Practices and Benchmarks for Recruiting Email Outreach
    Best Practices and Benchmarks for Recruiting Email Outreach
    Steve Bartel Recorded: Oct 16 2019 51 mins
    Capturing the attention of passive talent has become critical for talent acquisition teams. Because of this, sourcers and recruiters are under tremendous pressure to refine and perfect their outreach strategies since only the most compelling emails will be opened, read, clicked through, and responded to.

    Join us for a webinar where we present data-backed best practices, benchmarks, and recommendations for improving response rates for recruiting email outreach.

    Key takeaways include:
    1) The optimal number of stages to strike a balance between connecting with talent and preserving employer brand
    2) How to use personalization-at-scale to get the strongest reply rates
    3) Best time of day to send email outreach
    4) What top talent most wants to hear in your message copy

    ...and much more.
  • How to crush your sales quota
    How to crush your sales quota
    Keith Rosen: CEO of Profit Builders Dec 5 2019 2:00 pm UTC 60 mins
    Reasons to Attend:

    Sales training doesn’t develop sales champions. Managers do. If you want to make your people more successful and have them live their fullest potential today, first make your managers and salespeople best in class coaches – the critical and missing skill of top sales leaders.

    Join Keith Rosen, global authority on sales and leadership and award-winning author of Coaching Salespeople into Sales Champions and Sales Leadership to discover how you can become a more effective leader by developing the habit of coaching to boost sales and productivity, develop sales champions, retain top talent and most important; builds trust.

    Key Takeaways

    During this interview, you will learn how to:

    • Ask more questions, give less advice, and build the trust and accountability to rely on people to do their job

    •Reduce your workload and save over 20 hours every week on unproductive, wasteful activities

    •Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos

    •Improve forecast accuracy, achieve business objectives, boost sales faster, as well as a winning and retaining more customers

    •Create buy-in around strategic change and improve daily performance metrics

    •Assess company readiness and ensure implementation of a successful, sustainable coaching initiative to create a healthy, happy workplace and extraordinary sales leaders

    •Turnaround underperforms fast, and identify the critical conversations managers engage in. (Leveraging CRM, account, pipeline, performance, deal reviews, etc.)
  • 6 Keys to Successful Workplace Cultures
    6 Keys to Successful Workplace Cultures
    Kevin Ames, Director of the O.C. Tanner Institute Recorded: Oct 8 2019 54 mins
    The most successful organizations have workplace cultures where employees can thrive. Global research shows that there are 6 keys to great workplace cultures, and companies that excel in these 6 areas are:

    • 4X more likely to have highly engaged employees

    • 4X more likely to have employees that are NPS (Net Promoter Score) Promoters

    • 11X less likely to have experienced layoffs

    • 74% more likely to have increased revenue

    Join Kevin Ames, Director of the O.C. Tanner Institute, as he reveals the 6 keys to unlocking amazing workplace cultures. Kevin will show the latest research around each of the keys and share examples of how the world’s top companies leverage them.

    Join us to learn:

    • The 6 keys to workplace culture

    • How to create an environment where people thrive at work

    • How to build successful leaders who inspire and connect employees

    • Best practices on building successful workplace cultures from some of the world’s top companies
  • Motivating Millennials
    Motivating Millennials
    Nazma Qurban, Chief Revenue Officer, Cognism Nov 28 2019 2:00 pm UTC 60 mins
    In 2017, millennials comprised 35% of the UK workforce. By 2020, they are projected to represent an astounding 50% of the total global workforce.

    They bring wants and needs which differ greatly to previous generations, and hold more bargaining power than ever before in the labour marketplace.

    With that in mind, companies and business leaders need to be made aware of how to harness that power in their favour. Nazma Qurban, Chief Revenue Officer at Cognism, has built a high-performing sales team that is made up of 98% millennials.

    In this inspiring and insightful webinar, Nazma will demonstrate how to motivate millennials – by being a mentor, not a manager.

    Key Takeaways

    •Why understanding millennials is key to your business’s future success
    •Identifying misconceptions about this generation and demonstrating why they are incorrect
    •How millennials have been integral to Cognism’s growth and success
    •How to create an honest, transparent and inclusive working culture that millennials thrive in
  • Execute Contracts Quickly and Correctly Every Time- Worldpay Case Study
    Execute Contracts Quickly and Correctly Every Time- Worldpay Case Study
    Daniel Keswick, Account Executive, DocuSign / Beatrice Shelley, HR Project Manager, Worldpay Recorded: Oct 2 2019 30 mins
    Paper processes are slowing down your business. Manually routing agreements, rekeying information, and trying to track down contracts that may or may not have been signed – sound familiar?

    This webinar explores a modern and fully digital solution, purpose-built System of Agreement platform.

    From talent acquisition to contract closing, learn how every phase of the agreement lifecycle can be digitised to save you time and money.

    - Reduce turnaround time; 80% of agreements are completed in less than 24 hours
    - Save £25 per agreement
    - Eliminate errors altogether

    We’ll be joined by Beatrice Shelley, HR Project Manager at Worldpay who will discuss how DocuSign is helping to hire and onboard the best talent quicker.

    Whether you’re new to e-signature or looking to embed DocuSign deeper into your department, join us for the live webinar and start accelerating your business.
  • Paternity Leave, Families and the Government’s Good Work Plan
    Paternity Leave, Families and the Government’s Good Work Plan
    James Marsh,HRr; Jennifer Liston-Smith, MFC; Debbi Jackson, BEIS; Carolanne Minashi, UBS Recorded: Sep 26 2019 62 mins
    There has been an explosion of interest in extended paternity leave recently, further propelled to national news headlines by Theresa May’s focus on this topic during her last days in post as Prime Minister. No doubt your employees are asking about your stance on paternity leave vs shared parental leave and the Government is now asking for opinions as part of a wider consultation on proposals to support families.

    Government consultations on transparency regarding flexible working and Parental Leave and pay close on 11th October and 29th November.

    In this timely webinar in partnership with My Family Care / Bright Horizons we’ll give you the inside track on the topics, how best to respond as well as how to communicate your position as an employer externally and internally while the consultation is ongoing. Crucially, what are the immediate and future implications for employers for attracting and retaining talent?

    We’re delighted to be joined by Debbi Jackson - Assistant Director - Family Related Leave and Pay at Department for Business, Energy and Industrial Strategy (BEIS), who’ll be providing an overview of the consultations. Carolanne Minashi, Global Head of Diversity & Inclusion at UBS, will be sharing her thoughts and in depth experience from an employer’s POV.

    To complete the panel, Jennifer Liston-Smith, Head of Thought Leadership at My Family Care / Bright Horizons, will be contributing her broad experience of working with award-winning employers as a sought-after consultant on family-friendly best practice.
  • Accelerate Your Sales Cycles with DocuSign for Salesforce
    Accelerate Your Sales Cycles with DocuSign for Salesforce
    Eve Alexander, Snr Dir. Product Marketing, DocuSign Recorded: Sep 25 2019 37 mins
    Your sales process relies on agreements. When the way you prepare, sign, act on and manage those agreements is manual, paper-based, or not fully integrated with Salesforce, the costs to your business are high. If you’ve already digitized signatures with DocuSign for Salesforce, and are looking for the next phase of acceleration, this session is for you. Learn how our growing set of solutions purpose-built for Salesforce can empower B2B sales teams to accelerate revenue, deliver better customer experiences and free up time for selling, with a particular focus on the power of SpringCM contract management + Salesforce CPQ.
  • The Non-Executive CV: Where are You Going Wrong?
    The Non-Executive CV: Where are You Going Wrong?
    Brendan Gurrie, In Touch CV Expert Recorded: Sep 25 2019 46 mins
    First impressions count, and your CV is often your first opportunity to make an impact with a prospective employer.

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

    Language, formatting and branding are all crucial elements of appealing to the NED recruiter, and in this webinar you will learn the do's and don'ts of crafting a compelling CV to kickstart your transition to a portfolio career.
  • Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota
    Lack of Pipeline: The Number 1 Reason You Are Not Hitting Quota
    ISM Fellow, Steve Burton Dec 19 2019 11:00 am UTC 30 mins
    Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).

    I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
  • S6 01 - Creating space for complete inclusion
    S6 01 - Creating space for complete inclusion
    Julia Streets Recorded: Sep 18 2019 31 mins
    Pips Bunce, Head of Global Markets, Technology, Core Engineering Strategic Programmes at Credit Suisse and Ed Thompson, founder and CEO of Uptimize explore neurodiversity and LGBTQI inclusion. As 20% of Generation Z identify as LGBTQI and organisations are beginning to gain greater understanding of neurodiversity across different sectors, they discuss how corporations can foster an environment in the workplace where all forms of diversity are at the core of inclusion.
  • Scaling Your Environmental Impact with DocuSign
    Scaling Your Environmental Impact with DocuSign
    Amy Skeeters-Behrens, Exec. Director DocuSign Impact Recorded: Sep 18 2019 34 mins
    Saving paper means saving trees. Discover your organization’s environmental impact stats as a result of using DocuSign eSignature and find out how you compare to various benchmarks. Hear how sustainability leaders are using DocuSign to scale their impact and why paper reduction is a critical component of their environmental programs.
  • Trash the Spam: Email Practices to Nurture Passive Candidates
    Trash the Spam: Email Practices to Nurture Passive Candidates
    Steve Bartel Recorded: Sep 12 2019 62 mins
    The landscape of talent acquisition is shifting. Posting jobs and waiting for inbound application is just one of many ways to attract candidates. More and more, teams are focused on capturing the attention of passive talent. This session will share ideas for making your emails more likely to resonate with prospects and encourage responses. Join us to learn best practices for getting the most out of your prospective candidate sourcing emails.

    You'll learn about:
    - The optimal number of email stages
    - How to use personalization to get the best reply rates
    - The best time-of-day to send your outreach emails
    - Top tips from TA pros at some of the most innovative companies

    ...and much more.
  • Hourly Worker Retention: The Key Driver Companies Overlook
    Hourly Worker Retention: The Key Driver Companies Overlook
    Frank Pereira, managing partner at Coleman Consulting Group & Steve O'Brian, VP of marketing at Shiftboard Recorded: Sep 10 2019 33 mins
    In today’s tight labor market, organizations with hourly workers are experiencing unprecedented challenges sourcing enough labor to operate their businesses. To ensure a healthy talent pool, they are focusing on strategies to improve worker retention.

    Join Steve O'Brian, VP of marketing at Shiftboard, and Frank Pereira, managing partner of Coleman Consulting Group, as they discuss research-based insights and best practices derived from their extensive experience working with industry-leading organizations on one commonly overlooked factor that most impacts employee turnover: the work schedule.

    In this webinar you will learn:

    · Drivers of hourly worker turnover
    · The impact of work schedules on job satisfaction
    · Factors of the work schedules that matter most to hourly workers
    · What employers can do to improve retention
  • Add value to your practice with the MBTI® Step II™ Assessment
    Add value to your practice with the MBTI® Step II™ Assessment
    Leanne Harris, Lead Consultant Recorded: Sep 10 2019 61 mins
    In a world filled with MBTI® knockoffs dispensing a combination of four personality-related letters it can be challenging to differentiate. As MBTI practitioners, you know you offer more, so much more value than just a 4-letter type.
    In this webcast Leanne Harris, Lead Consultant at The Myers-Briggs Company, discusses how you can go deeper with the MBTI Step II assessment, what sets it apart, and consequently the benefits for you and those you serve.
    You will learn how to leverage the Step II assessment to add value when working with individuals and teams.
  • How to Develop Young Talent and Bridge the Skills Gap
    How to Develop Young Talent and Bridge the Skills Gap
    Julie Olson and Lauren Price of Talent Path, David Bloom of Sterling Recorded: Sep 5 2019 55 mins
    Young people just graduating from college need relevant entry-level jobs, and employers are hungry for talent, but a skills gap stands between them. How can your business tap into this talent pool without risk, and provide young talent with an escape from the employment catch-22 “you need experience to get experience”? Join us on Thursday, July 25th as David Bloom, General Manager of the SMB and Gig teams at Sterling, talks with Julie Olson, Head of Talent Path, and Lauren Price, a recent college graduate, about the skills new graduates need—and how to bridge the divide.

    Speakers:
    Julie Olson is head of Talent Path, a leading provider of last-mile education for early career talent. Talent Path is a division of Genuent, one of the nation’s leading technology staffing and solutions firms. Julie was a 2018 winner of the Staffing Industry Analysts’ 40 Under 40 Awards, recognizing industry trailblazers.

    Lauren Price is a Business Analyst Consultant from Talent Path Houston’s most recent track. She is skilled in data visualization, project implementation, and process improvements with experience in the manufacturing and semi-conductor industry. As an ex-collegiate athlete, communication and teamwork are a couple of Lauren’s best attributes. She is excited to begin consulting and is currently in the interviewing phase.

    David Bloom is General Manager of the SMB and Gig teams at Sterling, a global leader in employment background screening solutions. David was included in Entrepreneur Magazine's Brilliant 100 and on Business Insider’s list of 100 most interesting people in the NYC tech scene.
  • Business Opportunity: Realise your true potential
    Business Opportunity: Realise your true potential
    Nick Tubb, Head of Partner Recruitment & Chris Aston, Marketing Director, Auditel Recorded: Sep 4 2019 63 mins
    Join us for our upcoming webinar, ‘Business Opportunity: Realise your true potential’ hosted by Nick Tubb, Head of Partner recruitment & Chris Aston, Marketing Director, Auditel.
    Auditel is currently expanding its network of franchised consultants and is looking for business professionals who want to develop a new consulting career or add additional services and income streams to their current portfolio.

    This informative, free 60 minute webinar will explore the changes and trends in procurement and supply-chain management. It will then highlight the opportunity to become an Auditel customer advisor, detailing the benefits of the role, training you will receive and income potential.

    The full agenda for the session is detailed below:

    - How the 4th Industrial revolution is changing the face of procurement and supply-chain-management.
    - Overview of Auditel’s Procurement and Business Transformation solutions.
    - Benefits of being an Auditel franchisee and supporting business owners as a trusted advisor.
    - Training support and coaching provided.
    - Investment required and income potential.
    - Next steps
  • How to Prepare for the Non-Executive Interview
    How to Prepare for the Non-Executive Interview
    Richard Davies, In Touch Executive Coach Recorded: Aug 29 2019 46 mins
    During this complimentary webinar, In Touch coach Richard Davies will explore the ways you can ensure your preparations are absolutely watertight and that you can enter any interview with confidence and conviction. The common mistakes made by those looking to transition will be outlined and Richard will show you how to translate your previous experience and professional skill set in to interview success, through a range of practical steps and advice.


    Richard has 5 years of experience in executive coaching and is accredited by the International Coaching Federation. Prior to coaching, Richard was Head of Learning and Development for Shell, in which time he sat on the panel for hundreds of interviews.


    Following his informative presentation, there will be an interactive Q&A session.
  • Team Culture in the Age of Gig: How to Build a Happy Workforce, Near and Far
    Team Culture in the Age of Gig: How to Build a Happy Workforce, Near and Far
    Amy A. Anger, Independent Worker Advocate and Principal of Atrip Consulting Recorded: Aug 28 2019 42 mins
    How do you know if you have a culture that is attractive to talent...all talent (gig and remote workers, project-based contractors and full-time employees)? There are ways to create a work environment where every employee feels connected to your company's mission and to each other, regardless of where and how they work.

    Tune in to learn how to optimize your workforce and specific actions you can take that will keep employees inspired and committed to the corporate vision, with our next guest, Amy A. Anger, former Chief Culture Officer at Kelly Services, Independent Worker Advocate and Principal of Atrip Consulting.

    Presenter Bio: Amy Anger has always believed that adaptability is her most valuable trait. Whether as an in-house lawyer, life-long learner, daughter, wife, or mother, in anything and everything she has ever done, she needed to adapt. In her final corporate role she focused on the freelance economy and the business need to create fluid workforce models. That work ignited her passion for coaching and helping people and companies adapt to our more fluid and mobile lives.
  • Combining  #3brainselling with Neuroscience to accelerate growth
    Combining #3brainselling with Neuroscience to accelerate growth
    Mark Erskine: ISM Fellow Recorded: Aug 27 2019 51 mins
    Reasons to Attend:

    Understanding brain development since caveman times provides the key to influencing others especially given the massive advances in neuroscience over recent years which has taken the art of persuasion beyond psychology into brain chemistry. The Reptilian brain, the Limbic system and the Neo Cortex can be likened to your “Gut”, “Heart” and “Head” brain. These three brains transmit data constantly to each other when we make decisions but if we want sales success we must first understand our own preferences by using behavioural profiling and then diagnose which of these dominates the customers brain to stimulate sales, increase conversion ratios and shorten sales cycles.

    Key Takeaways

    •Understand how the human brain has developed and how to use this in sales
    •Discovering your own behavioural brain preferences is the critical first step to managing your selling style
    •Learn what techniques stimulate which part of the brain and how to leverage them
    •Understand why selling has to stimulate each part of the brain to ensure success
    •Learn why so many training methodologies and programmes are too one dimensional to succeed.
  • Best Practices and Benchmarks for Recruiting Email Outreach
    Best Practices and Benchmarks for Recruiting Email Outreach
    Steve Bartel Recorded: Aug 15 2019 52 mins
    Capturing the attention of passive talent has become critical for talent acquisition teams. Because of this, sourcers and recruiters are under tremendous pressure to refine and perfect their outreach strategies since only the most compelling emails will be opened, read, clicked through, and responded to.

    Join us for a webinar where we present data-backed best practices, benchmarks, and recommendations for improving response rates for recruiting email outreach.

    Key takeaways include:
    1) The optimal number of stages to strike a balance between connecting with talent and preserving employer brand
    2) How to use personalization-at-scale to get the strongest reply rates
    3) Best time of day to send email outreach
    4) What top talent most wants to hear in your message copy

    ...and much more.
  • Leading HR Processes in the Digital Era
    Leading HR Processes in the Digital Era
    Michael Erisman, VP Global Human Resources, DocuSign / Laura Clontz, Senior Manager Business Systems at Procore Recorded: Aug 14 2019 50 mins
    The need for HR to go digital is becoming more urgent as candidates and employees expect the same fast, paperless experiences they have as consumers.

    View this on-demand webinar to gain invaluable insights from Michael Erisman, VP Global Human Resources at DocuSign and Laura Clontz, Senior Manager Business Systems at Procore, who will discuss:

    - How to shift your approach to drive digital transformation in your HR organization
    - Top pain points in core HR processes and how these contribute to inefficient operations and poor experiences
    - How Procore is changing the way they hire and onboard employees using a suite of digital solutions including DocuSign, Workday and Greenhouse
  • Where’s Waldo: Finding top talent in the crowd
    Where’s Waldo: Finding top talent in the crowd
    Lori Kleiman, SHRM-SCP, SPHR Recorded: Aug 8 2019 33 mins
    Recruiting has to be more than just filling a vacant position – and retaining top talent is all about making the right selection to begin with. Managers need to look at the scope of the role – and how that may have changed since the last person held the position. What do they really need in the future…and how can succession planning be impacted by hiring just the right person. Candidates look for jobs in a new way, and the tools available to managers to screen candidates should be utilized. Technology can be a huge time saver in communicating with and evaluating candidates. Tools in background evaluation and personality assessment will be reviewed to help managers determine which are appropriate to bring into their recruiting process. We will provide participants with recommendations to determine starting salary and the proper preparation of the offer letter. Finally, our discussion will conclude with the tools to identify top talent and ensure they are aligned with the long-term success of your organization.

    Learning Objectives:

    ·Options for filling the candidate pipeline
    ·Creating an interview experience that gets the information you need
    ·Embracing technology while still creating a personal connection
    ·Development in background and credit check compliance
    ·Full cycle recruiting goes beyond the offer letter
  • How can you use data on people to improve business performance?
    How can you use data on people to improve business performance?
    James Marsh,HRreview; Simon Haines, CEO, Simply Oct 17 2019 10:00 am UTC 60 mins
    In today’s increasingly competitive and disruptive world, organisations are demanding more from HR - they want not just the data, but the insights, recommendations and activity that will actively support the strategy and drive the business forward.

    …But how can you use people data to improve performance? How can ‘people’ be measured, and how can this data be turned into meaningful insights you can actually use to make better strategic HR decisions in future?

    Join us to find out how you can better understand the relationship between your people and the value they deliver to your organisation. Looking together at real examples and key learnings from other organisations who are already leveraging this opportunity; we aim to inspire, empower and arm you with the knowledge you need to truly enhance your analytics capabilities and ultimately ‘maximise human value’ in your organisation.
  • Inside Sales – Inhouse vs. Outsourced
    Inside Sales – Inhouse vs. Outsourced
    Owen Richards. Managing Director. Air Marketing Group Oct 22 2019 10:00 am UTC 60 mins
    Reasons to Attend:

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

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

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

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

    Key Takeaways

    •The benefits if both outsourcing your sales and lead gen
    •How to choose the right outsourced sales partner – What to look for
    •The benefits of building your own inside sales team
    •How to setup and in-house Inside sales team successfully
    •The investment level required for both models
    •How to measure your investment and return
    •Running a combined in-house/outsourced model
  • Transform Your HR Experience with DocuSign for Workday
    Transform Your HR Experience with DocuSign for Workday
    Connie Wu, BD Director / Kate Basset, Product Management / Mandy Klin, HRIT Manager Oct 23 2019 8:30 am UTC 33 mins
    The world of HR today is changing. The talent pool is becoming more global and tech-savvy, and candidates expect a superior online and mobile experience. HR organizations are looking to improve onboarding, increase employee satisfaction and focus HR staff away from paperwork.

    DocuSign and Workday have partnered to create a platform that transforms HR. By eliminating manual, paper-based processes companies saving up to $46 per document and reducing turnaround time by 85%; all while increasing compliance and boosting candidate and employee satisfaction.

    Watch this on-demand webinar to learn why Workday chose to partner with DocuSign, and how the integration works and is driving value for US Acute Care solutions, including:

    • 95% automation with very little manual intervention
    • 85% reduction in turnaround time
    • Significantly reduction in time spent by attorneys
    • All in just 4-6 weeks
  • How to generate B2B leads with international digital marketing
    How to generate B2B leads with international digital marketing
    Xabier Izaguirre, Head of Planning, Oban International Oct 24 2019 10:00 am UTC 45 mins
    Reasons to Attend:

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

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

    Key Takeaways

    •Ways to understand your audience better and prioritise countries
    •Techniques to generate content ideas to attract more prospects to your site
    •Whether capturing date is always better
    •Best practice in data capture
    •How to use paid media to drive users to your site
  • Career Pathing Is Your Best Employee Retention Strategy
    Career Pathing Is Your Best Employee Retention Strategy
    James Marsh, HRreview; Brent Colescott, SumTotal Systems Oct 24 2019 1:00 pm UTC 60 mins
    Five generations now work alongside each other. Accommodating the different expectations and demands from each group is no small task.

    As the demographics shift and millennials and Gen Z together begin to outnumber the other groups, it is increasingly evident that companies need to restructure their learning opportunities to better align to this disparate group. The themes that we will discuss are;

    -The shape of the new career path
    -Self-directed career pathing
    -Define your organisational needs and areas of future growth
    -Digital tools to support your process
    -How to measure organizational progress
  • Understanding how new sales trends are changing the way we work
    Understanding how new sales trends are changing the way we work
    Kerry Nutley. Strategy Director – HCM Oracle Nov 5 2019 11:00 am UTC 60 mins
    Reasons to Attend:

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

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

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


    Key Takeaways

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

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

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

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

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

    Key Takeaways

    Register now and learn:
    -How to rapidly disqualify leads.
    -Tips for getting to the right contact faster.
    -Where to focus your time for maximum results.
  • Yes you do have a crystal ball
    Yes you do have a crystal ball
    Lori Kleiman, SPHR SHRM-SCP Nov 6 2019 10:00 pm UTC 60 mins
    Enterprise growth requires executive leadership involvement when it comes to changing the culture, focus, or services an organization offers. To be successful, the growth strategy must focus on many things at once, including people. Every aspect of the organization has to work together, and here’s where HR’s role is crucial. Whether it’s a new product, or a shift in competitive focus, HR is intrinsic to helping the company stay competitive.

    HR’s role in driving the success of the organization includes a number of factors. HR must ensure the administrative function of the organization are handled, but must focus attention on the important role of sharing the culture and vision of the organization. Internal and external relationships will help shape the HR function, as well as your career.

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

    Learning Objectives:

    ·Presenting your initiatives in way that the leadership team will listen
    ·Make connections to become the leader your organization needs
    ·How to align the HR goals with organizational strategy
    ·Evaluation of strategic planning as it impacts your function
    ·Tools that will help you show added value to your organization
  • 21st Century Work+Family: Where do we go from here?
    21st Century Work+Family: Where do we go from here?
    James Marsh,HRr; Jennifer Liston-Smith, MFC; Nov 7 2019 11:00 am UTC 90 mins
    Technology, demographics, cultural, social and generational changes mean that why and how we work has changed almost beyond recognition in the last decade. There’s now a five generational workplace, fewer of us to do the work, increased care responsibilities and a fundamental shift in how younger generations want to work and how they value the components of work, life and family.

    The pace of that change continues unabated and it demands that we all start thinking in a different way when it comes to the way we work and live, especially when it comes to ‘managing the balance’.

    In this lively, future-gazing webinar, James Marsh will be discussing the trends, challenges and possible solutions with leading global employers and thought leaders. In amongst that panel, Jennifer Liston-Smith, Head of Thought Leadership at Bright Horizons Work+Family Solutions brings her deep insight and experience of working with leading employers to shape programmes to engage and retain talented parents and carers.
  • Why membership is the new revenue generating community
    Why membership is the new revenue generating community
    Gordon Glenister, FISM Nov 12 2019 11:00 am UTC 60 mins
    Reasons to Attend:
    If you want to find a way to create a great sales funnel and community to develop long-lasting relationships, provide a regular revenue stream and opportunities to up and cross-sell then this is the webinar for you. Many of the major brands like Netflix, Amazon Prime, and Linkedin all have very successful membership models, find out how it can work for your business


    Key Takeaways

    •Are you membership ready – the different types to consider
    •How to create a membership programme
    •Understanding the importance of member engagement
    •Why they join, why they leave
  • What’s missing in your sales and marketing mix?
    What’s missing in your sales and marketing mix?
    Simon Murthwaite / Sales Director/ Air Marketing Group Nov 19 2019 11:00 am UTC 60 mins
    Reasons to Attend:

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

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

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

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

    Well, that’s what we’ll explore.

    Key Takeaways

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

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

    But that’s just nonsense.

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

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

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

    Key Takeaways

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

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

    Imagine if you knew the formula for outbound success.

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

    Key Takeaways

    •Areas of AI in Sales & Marketing
    •Impact of AI in Sales & Marketing
    •Benchmark with conversion rates
  • Engagement 2020
    Engagement 2020
    James Marsh, HRr: Richard Doherty, Workday Nov 28 2019 11:00 am UTC 60 mins
    How can businesses rise to the challenge of engaging an ever-more diverse and disparate workforce?

    The last 20 years have been a time of enormous change for many workplaces, with evolving cultural pressures, legal frameworks and working practices. These changes to our working environments, with the help of technology, are accelerating. So how does a business navigate these challenges and still keep their workforce engaged, happy and productive?

    In this webinar we will take a look at the key building blocks for creating and maintaining an environment of engagement for all employees, including:

    • Employee experience

    • Organisational Agility

    • The use of technology / AI

    • The benefits of a data driven approach

    • The importance of diversity

    Register now to reserve your place.
  • How To Help Employees Find Meaning In Work
    How To Help Employees Find Meaning In Work
    Andre Andersen, Motivational Guide and Trainer Dec 3 2019 11:00 am UTC 45 mins
    Reasons to Attend:

    Leading yourself or others, it doesn’t matter. At the end of each day, we are all looking for meaning and purpose for what and why we get out of bed every morning.

    It's an important aspect that impacts our daily lives.

    As a business and leader, you play an instrumental role in helping your employees finding purpose, and it should start with your business being 'purpose-driven' instead on 'product/solution' driven.

    Many employees feel that they are just working for a paycheck and aren’t contributing to the greater good of society.

    Without a sense of purpose, it’s difficult for employees to connect with their work and their company. Working with a sense of purpose boosts employee motivation, productivity, morale, and overall job satisfaction.

    Key Takeaways

    - What is purpose or meaning?
    - How do I find it?
    - How can I help others to find it?
    - Why should I care?
  • Essential sales skills needed to succeed in the construction industry
    Essential sales skills needed to succeed in the construction industry
    Stella Dixon: Training Manager, Aggregate Industries Dec 9 2019 11:00 am UTC 30 mins
    Key Takeaways:

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

    Reasons to attend

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

    So, how are B2B companies going to boost buyer engagement and retention to meet the tough sales targets? Join our webinar on 17 September to gain insights into the results of our recent salesforce survey, including:

    •Sales Enablement - how companies are planning to embrace it
    •Sales Training - what are the pitfalls and the plans for change
    •Digital transformation - what are the plans now and in the future

    You will also learn why companies like Rockfon, Fujifilm and Cox Automotive have invested in Showpad sales enablement technology to boost buyer engagement, retention and growth.

    Don't miss the must-attend webinar for sales and marketing professionals!
  • Family-Friendly Business Practice on a Global Scale?
    Family-Friendly Business Practice on a Global Scale?
    James Marsh,HRr; Jennifer Liston-Smith, MFC; Feb 6 2020 2:00 pm UTC 90 mins
    Increasingly employers want a joined-up global approach to supporting employees in combining work and family. Driven by the competition for talent, greater transparency on gender pay gaps and new gender-neutral expectations around parental leave, we need to ‘think globally and act locally’ working with differing cultural considerations, circumstances and expectations.

    In this lively and practical webinar, James Marsh will be discussing emerging global family-friendly trends and solutions with leading global employers and Jennifer Liston-Smith, Head of Thought Leadership at Bright Horizons Work+Family Solutions. We’ll place particular emphasis on what the UK can learn from, and offer to, other global regions.

    Since Bright Horizons acquired My Family Care in February this year, the combined business serves around 1,500 client organisations globally, bringing deep insights into best practice on policy and on provision from workplace nurseries and backup care to coaching for parents and carers, training for line managers and online resources such as the Parental Leave Toolkit.