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Sales

  • AI and Analytics for Every Business Process
    AI and Analytics for Every Business Process
    David Gibbons, Senior Director, Product Marketing, Salesforce Recorded: Jul 16 2019 30 mins
    AI solutions at Salesforce promise to make companies more productive by augmenting the decisions they make with relevant information. But in practice, how can you deliver algorithmic insights at scale for your business at the moment of action? Join this session to see some real-world examples of data and analytics intelligence in action and hear from our customers to find out how they're optimising their business across industries, including financial services, to drive growth through data and analytics.
  • All About Marketing Automation - What It Is & Why It Works
    All About Marketing Automation - What It Is & Why It Works
    Mike Madden Recorded: Jul 16 2019 56 mins
    As a marketer, you've probably wished you could respond to prospective buyers anywhere and everywhere, at any moment in time, right? With triggered campaigns, you can! Watch Mike Madden, Director of North America Commercial & Customer Demand Generation, as he broke down the powerful use cases for triggered campaigns, from scoring specific actions to prioritizing leads for sales to creating timely emails from website visits!

    You'll learn:

    The definition of a triggered campaign and how they work

    How triggered campaigns can be applied to amplify the marketer's relevance in the moment

    Ways triggered campaigns can be leveraged across the entire buyer's journey
  • Improving Sales Effectiveness: Secrets to Winning Against the Status Quo!
    Improving Sales Effectiveness: Secrets to Winning Against the Status Quo!
    Thomas J. Williams, The Complex Sale Expert Recorded: Jul 12 2019 38 mins
    Sales effectiveness is more than doing the right thing—it’s doing the best thing at the appropriate time and with the right people. In most sales there is a powerful adversary that can mobilize support, prove value and assuage the fear of change—the status quo.

    Sellers have learned through trial and error to never underestimate the power of internal solutions or incumbent suppliers. The status quo can be a strongly entrenched, competitive force with executive supporters. It can have an impressive performance record with documented costs, risks, and benefits. Buyers who like the status quo are NOT receptive to change.

    For most sellers the Status Quo is their most formidable competitor. In this webinar we’ll unlock the secrets to winning against the status quo.


    You will learn:

    •What are the 4 Forms of the Status Quo?
    •When Does the Status Quo Win?
    •When is the Status Quo in Jeopardy?
    •What are the 3 Secrets to Beating the Status Quo?
    •How will these Secrets Help the Seller’s Strategy?
  • Multi-Channel Prospecting: Fishing Where The Fish Are
    Multi-Channel Prospecting: Fishing Where The Fish Are
    Scott Ingram, The Sales Success Stories Expert Recorded: Jul 11 2019 34 mins
    How do the best B2B sales professionals and top SDRs get more meetings more often? They don’t just cold call, write compelling prospecting emails or leverage their social selling skills. They’re doing all of the above and more. You’ll walk away with actionable tools and tactics to improve your own sales prospecting efforts immediately afterwards.

    You will learn:

    1.How to develop your own multi-channel prospecting approach
    2.Find the best ways to reach your best prospects
    3.Learn how to increase your contact and conversion rates
    4.Discover the secrets to getting higher reply rates
  • Engaging Prospects Across Platforms
    Engaging Prospects Across Platforms
    Alice Heiman, The Sales Growth Expert Recorded: Jul 11 2019 19 mins
    Where Are Your Prospects?
    You need to meet your prospects where they are. That might be at a trade show or event, their office, the phone, via email or text, or on social media. Meeting them where they improve the customer experience. So many decision makers are on LinkedIn and other social platforms that salespeople today must be experts at social selling.

    Build Brand Awareness
    You want your company and sales reps to be in the path of your prospects when they need you. That means you need to use all the tools available. But, it’s hard to know where, especially on social media, it’s worth having salespeople spend their time.

    Sales Coaching
    Are your salespeople using the right platforms? Sales development is getting harder, so it’s critical to ensure sales productivity to fill the pipeline. It is possible that your prospects may be using platforms that your sales reps are not currently using for business. So, what do we do?

    You will take away new ideas for:
    Sales and marketing alignment to engage prospects across platforms
    How to coach your sales reps to use multiple platforms effectively
    What will engage your prospects on each platform
  • You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers
    You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers
    Barbara Giamanco, The Strategic Social Selling Expert Recorded: Jul 11 2019 48 mins
    Sales opportunities are often lost in that first prospecting phone call, sales email or social media interaction. Why? Because sellers make it all about them. Engaging in social and digital selling strategies are a waste of time if you don’t engage your prospects with relevance, and at the RIGHT time and with the RIGHT message.

    You will learn:

    1.Multi-channel strategies for engaging buyers on their turf – social, digital, email, phone.
    2.Why HOW you sell is MORE important than what you sell.
    3.A fact-finding process that turns information into business insights prospects care about.
    4.The sales messages buyers DO NOT ignore.
    5.How asking the right questions and listening to the answers moves deals forward.
  • JumpStart Guide for Endpoint Security in AWS
    JumpStart Guide for Endpoint Security in AWS
    David Hazar SANS analyst, SANS Institute | David Aiken, Solutions Architect Manager AWS Marketplace Recorded: Jul 11 2019 56 mins
    When migrating endpoint security controls to protect their cloud workloads, organizations must first consider their own security, operational and business needs. Next, they should assess their requirements against the solutions already in use in-house against the in-cloud security solutions they’re considering. Ultimately, these requirements should help organizations come to a decision on whether to migrate their existing security to the cloud, or use cloud-provided tools to protect their cloud endpoints.

    SANS instructor David Hazar, AWS Solutions Architect Manager David Aiken, and Optiv Cloud Security Practice Leader Joe Vadakkan will release guidelines for determining your cloud endpoint security controls and selecting solutions through the AWS Marketplace.

    Attendees will learn:

    - How cloud design affects endpoint security
    - Needs and capabilities associated with endpoint security platforms in the cloud (such as automation, behavioral detection and blocking, and threat hunting capabilities)
    - Specific focus on cloud-based endpoint detection and response (EDR)
    - Solution guidance and evaluation considerations for endpoint security platforms, including real-world success observations
    - Key questions for potential vendors to determine which endpoint security platform(s) are best-suited for integration and implementation in your AWS environment

    Join this webinar and gain practical knowledge on how to evaluate and select an effective endpoint security platform for the cloud. Don’t miss this opportunity to improve your endpoint security strategy with industry-leading guidance from SANS, Optiv and AWS Marketplace.
  • Neuromarketing - How to be Remembered
    Neuromarketing - How to be Remembered
    Dr Carmen Simon, Cognitive Neuroscientist and Lauren Adam, Head of Marketing, Marketo Recorded: Jul 11 2019 61 mins
    Did you know that 90% of content that you share are forgotten after 2 days? How do you expect your buyers to act on your message if they only remember a tenth of it? How do you even know which tenth they'll remember?

    Join this webinar to hear from Dr Carmen Simon, a Cognitive Neuroscientist, author of Impossible to Ignore: Create Memorable Content to Influence Decisions, and a renowned keynote speaker.

    You will learn:
    - Strategies for transforming yourself and your marketing message into something worth noticing and remembering
    - How people pay attention, remember content, and ultimately act on it
    - How you can turn Neuroscience into Neuromarketing by using insights from how the brain process information and tend to remember it - or, more often - forget it
  • How to Improve Your Sales Close Rate and Stop Wasting Your Time
    How to Improve Your Sales Close Rate and Stop Wasting Your Time
    Julie Hansen, The Sales Presentation Expert Recorded: Jul 10 2019 33 mins
    Average sales close rates hover around 20%. That means 80% of a salesperson’s time is wasted. Sometimes the business goes to a competitor, but many times it goes to “No Decision.” To improve your sales close rate, you need to eliminate those no decisions and work for every competitive advantage – both before and during your presentation or pitch. In this session you’ll learn what specific things YOU can do to improve your sales close rate.
    You will learn:

    1.The Top 3 reasons deals go to “No Decision”
    2.Effective Closing tactics BEFORE your pitch
    3.Effective Closing tactics DURING your pitch
    4.Calls-to-Action that really work
    5.When to walk away from an opportunity
  • Building a High-Performance Sales Organization with Top Talent
    Building a High-Performance Sales Organization with Top Talent
    Jamie Crosbie, CEO/Founder, ProActivate Recorded: Jul 10 2019 42 mins
    Learn how to maximize sales growth and success. Receive a plan on how to protect your #1 asset. And learn how to have a funnel of sales talent that will transform your sales organization.
  • Seven Best Ways to Improve Sales Performance
    Seven Best Ways to Improve Sales Performance
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Jul 10 2019 44 mins
    Learn how to optimize your sales force to generate revenue-producing results even if you are tight on budget or headcount. Based on extensive research and experience, this online event will show you how to best prioritize your marketing and sales activities to improve performance using the fewest (and least expensive) resources. Sharing real-life failure and success stories, presenter Chris Ryan provides step-by-step sales enablement and lead-to-revenue modeling tools to turnaround sales performance.

    Gain action items that work for marketing and sales management, as well as for sales reps and marketing professionals. Topics include branding, prospect selection, sales and buying processes, lead-to-revenue, sales enablement, and marketing and sales alignment. As a bonus, all attendees will receive a free copy of Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.

    By attending this event, you will:
    1.Uncover methods to grow revenue using your existing resources.
    2.Win battles for competitive advantage.
    3.Change hearts and minds in your marketing team to enthusiastically support sales enablement.
    4.Stop revenue leakage fast.
    5.Generate better results with less time and money.
  • CSR Recruiting, Hiring and Retention
    CSR Recruiting, Hiring and Retention
    Andrew Decker, Customer Care Manager, VSP Recorded: Jul 9 2019 37 mins
    Watch this re-released conversation between Andrew Decker, Customer Care Manager for VSP, and David Hadobas, President and CEO of CCNG, as Andrew shares VSP's success story for improving the recruiting, hiring, and retention process of their front line CSRs.
  • Blockchain: A Money-maker for Marketers
    Blockchain: A Money-maker for Marketers
    Lakshminarsimhan Srinivasan, Global Head - Blockchain Services, TCS Recorded: Jul 9 2019 32 mins
    Discover how CMOs can leverage blockchain with other digital technologies to create new value.

    In the Business 4.0 world, organizations need to shift the mindset from resource paucity to resource abundance. Marketing organizations are in a great position to leverage ecosystems and blend life experiences into customer experiences. Blockchain, along with other key technologies, like AI, AR/VR, 5G, makes that possible. Backed by the power of digital technologies, CMOs can reimagine business model to foster disruptive innovation to the benefit of the enterprise and its customers.
  • How to Architect your Cloud Apps for Peak Business Performance
    How to Architect your Cloud Apps for Peak Business Performance
    Robin Norwood, Cloud Coding Instructor and Chris Chapman, Solutions Architect, AWS Marketplace Recorded: Jul 9 2019 34 mins
    In this new webinar, Amazon Web Services (AWS) and global cloud training experts, A Cloud Guru, have collaborated to help you identify and tackle the important challenges IT practitioners face when migrating business apps to the cloud. This training-based session will show you how to benchmark your performance, identify challenging areas, prioritize use cases, and pair them with relevant AWS native services and software seller solutions in AWS Marketplace.

    Attendees will receive:
    - Expert guidance and training on principles for designing a high-performance cloud infrastructure
    - A guide to AWS Well Architected Framework (WAF), and how it's helping IT professionals understand how to build secure, agile, high-performing cloud infrastructures

    - How AWS Marketplace software seller solutions are helping customers today overcome challenges related to improving their IT operations in the cloud

    About the Speakers:
    Robin Norwood is the creator of A Cloud Guru’s Coding for the Cloud series: a hands-on web series dedicated to building software in a modern day, serverless world. He creates engaging, accessible, and highly technical content for technology professionals at the cutting edge of cloud computing. Robin is an AWS Certified Solutions Architect, AWS Certified SysOps Administrator, and AWS Certified Developer.

    Chris Chapman is a Partner Solutions Architect at AWS, covering AWS Marketplace, Service Catalog, and Control Tower. His core mission is helping customers and partners automate AWS infrastructure deployment and provisioning. He is an AWS Certified Solutions Architect, and his skills include cloud computing, data integration and architecture, SaaS computing, and design and software development. Chris has previous experience as a developer, system architect, and big data architect.
  • You’re Not as Digital as You Think: Leveraging Technology-centric Marketing
    You’re Not as Digital as You Think: Leveraging Technology-centric Marketing
    Sunil Karkera, Global Head - TCS Interactive Recorded: Jul 9 2019 32 mins
    Discover how MarTech can empower CMOs to fulfill their digital vision and change the game for the marketing function.

    Technology must do more than enable traditional marketing strategies—it has to create, deliver and measure customer experience, and help CMOs embrace a true digital path for marketing strategy and execution.
  • Marketing & Supply Chain are building Data-driven and Intelligent Enterprises
    Marketing & Supply Chain are building Data-driven and Intelligent Enterprises
    Ponnanna Uthappa, Global Head, Comms & Media Solutions, CBO, TCS Recorded: Jul 9 2019 19 mins
    Discover how marketing and supply chain are leveraging data to achieve higher customer focus.

    Data has rapidly emerged as the foundational element for innovation, business growth and optimization. By forging strong partnerships across business functions, corporate leaders are reimagining customer experience.
  • How Demand Centers are Transforming B2B Marketing through innovation
    How Demand Centers are Transforming B2B Marketing through innovation
    Ponnanna Uthappa, Global Head, Comms & Media Solutions, CBO, TCS Recorded: Jul 9 2019 22 mins
    How can marketing leaders harness the latest digital technologies to drive data monetization and value creation for the enterprise and the ecosystem in which they operate?

    For marketing leaders, the adoption of digital technologies to develop new business models and revenue streams is a tremendous opportunity to shift corporate perceptions of marketing from cost center to growth enabler. Discover how demand centers delivers innovation and impact through their B2B marketing strategies.
  • Blue & Bland: B2B/Enterprise Design (and How to Make It Better)
    Blue & Bland: B2B/Enterprise Design (and How to Make It Better)
    Sunil Karkera, Global Head - TCS Interactive Recorded: Jul 9 2019 33 mins
    Why and how should a B2B enterprise invest resources to become design-centric?

    When you think of companies known for great design – product design, graphic design, or UI/UX design – you tend to think of a handful of consumer-focused giants, like Apple, Google, and Coca-Cola.

    Where are the B2B enterprises in this rarified universe? Why are there no great enterprise companies that set the bar for design today? There are visionary B2B companies that are great at marketing and have the budget to be great at design – but they aren’t memorable.

    Why?

    Explore this question and its logical consequences: Why should a B2B enterprise invest resources to become design-centric? And how do you make design an integral part of your corporate culture and raise the bar?
  • Create Fast, Polished Agreements in Salesforce and Close Deals Faster
    Create Fast, Polished Agreements in Salesforce and Close Deals Faster
    Ryan Hickey, Account Executive, DocuSign Recorded: Jul 9 2019 15 mins
    Salespeople that manually generate agreements waste time and close fewer deals.

    Instead of selling, reps are wasting time re-entering data already in Salesforce, using outdated templates, and copying boilerplate language from other systems. These manual activities slow down deals, kill reps’ productivity, and introduce human errors. Meanwhile, customers are left frustrated, waiting for final, error-free agreements.

    With our new product integration, DocuSign Gen for Salesforce, salespeople can close more deals faster by automatically generating polished, configurable agreements with just a few clicks from Salesforce.

    Join this live webinar to learn how, with the integration of DocuSign Gen, DocuSign eSignature, and Salesforce, you can automate the agreement process before, during and after eSignature, enabling your sales reps to:

    - Create fast, polished agreements
    - Prepare, sign and store agreements all within Salesforce (Powered by Lightning)
    - Generate agreements that can be reviewed and edited
    - Save time by inserting the right content for the right situation
  • CX and the Power of Customer Centric Data
    CX and the Power of Customer Centric Data
    Gerald Murray & Janet Dulsky Recorded: Jul 9 2019 63 mins
    Digital transformation has forever changed the rules of engagement with our audiences. Buyers now expect a seamless and engaging experience throughout their journey, putting the burden on organizations to break down departmental silos and create a seamless, unified customer experience (CX). Whether you end up a winner or not will depend on how you respond to these market shifts and change the way you acquire, use, and steward customer data.

    Join us for a live webinar featuring IDC Research Analyst, Gerry Murray, and Marketo Director of Customer Marketing, Janet Dulsky, as they explore the power of customer centric data and the impact it can have on CX.

    You'll learn:

    The definition of CX and big trends

    CX leadership, roles, and metrics

    The new rules for marketers, including harnessing the power of customer centric data
  • Harnessing Intelligent Automation to Transform Experiences: The M&S Story
    Harnessing Intelligent Automation to Transform Experiences: The M&S Story
    Anantha Sekar, Global Head, Conversational Experiences, TCS | Ian Mahoney, Contact Centre Solution Advisor, TCS Recorded: Jul 9 2019 30 mins
    Hear how Marks & Spencers created great experiences across channels with intelligent automation.

    When an enterprise deals with 15M+ customer interactions annually, how can intelligent automation help transform customer experience? One of UK’s leading retail specialists, M&S is using digital technologies to their advantage, with a cloud-based NLP solution to identify, classify and route customer queries to enable cost savings and automate call handling for 85K+ calls a week. The result: curated, impactful and memorable experiences across channels.
  • Smarter Audience Targeting and Engagement with Machine Learning
    Smarter Audience Targeting and Engagement with Machine Learning
    Dhayalan P, Business Analytics Leader - Retail, CPG, TTH, Govt., TCS Recorded: Jul 9 2019 27 mins
    Discover how Machine Learning can power smarter marketing campaigns.

    The holy grail for any successful retail organization is reaching the right target market in the right way. By leveraging ML-based predictive modeling, a leading North American retailer realized a 32% increase in direct mail campaign responses. That’s intelligent marketing powered by automation and insights.
  • Emerging Technologies & IoT: How AI, AR and Blockchain Are Shaping The Future
    Emerging Technologies & IoT: How AI, AR and Blockchain Are Shaping The Future
    Ed Maguire, Principal Partner, Momenta Partners Recorded: Jul 5 2019 57 mins
    When it comes to innovation, we've arguably seen more technological advancements over the last ten years than at any other point in time. Technology as we know it is changing before our eyes. We see the merging of the digital and physical worlds through technologies such as augmented reality; artificial intelligence enables computers to think faster than humans, and blockchain technology is considered by many to be the greatest technological innovation since the internet.

    More importantly, we're not only seeing new technologies but the convergence and intersection of multiple technologies as they extend and create new capabilities through their collaboration. The era of combinatorial innovation is upon us, and the combined impact of augmented reality, artificial intelligence, blockchain and other technologies on Connected Industry will be unprecedented.

    This webinar provides an opportunity to explore and consider the applications of new technologies as they related to IoT and Connected Industry.

    We'll take a look at:

    - The current status of AI, AR, blockchain and distributed ledger technologies and their role in empowering Connected Industry
    - Benefits and risks of evolution
    - Use cases across multiple industries
    - Future timelines and predictions
  • How to Build a Data Protection Strategy in AWS
    How to Build a Data Protection Strategy in AWS
    Dave Shackleford | SANS analyst, SANS institute; David Aiken | Solutions Architect, AWS Marketplace Recorded: Jul 4 2019 44 mins
    As more organizations store sensitive data in the cloud, and as data protection regulations become more stringent, security personnel should consider developing a strategy to protect their assets in the AWS cloud. However, this poses many important questions, such as: How can I securely migrate data from on-premises storage volumes to AWS services, or from existing AWS services to new AWS services? What controls are needed? And what performance requirements must be met?

    SANS analyst Dave Shackleford explores the controls that are critical to data security and how to scale on-premises data protection strategies to the cloud.

    Attendees will learn:

    - How to use data loss prevention, encryption, access controls, user behavior analytics, and data life cycle controls as integral parts of a data protection strategy
    - Key steps in scaling data protection to the AWS cloud, and which AWS storage and database services can be used to establish data encryption capabilities
    - Ways to minimize common risks from human error with a combination of AWS and third-party services, and how organizations are using both to secure data in AWS

    About the Speakers:
    Dave Shackleford is a SANS analyst, senior instructor, course author, GIAC technical director, and member of the board of directors for the SANS Technology Institute. He is the founder and principal consultant with Voodoo Security, and has consulted with hundreds of organizations in the areas of security, regulatory compliance, and network architecture and engineering.

    David Aiken is a Solutions Architect Manager at AWS covering AWS Marketplace, Service Catalog, Migration Services, and Control Tower. He leads a team of specialist AWS SAs that help customers implement security and governance best practices using native AWS Services and Partner products. He is an AWS Certified Solutions Architect and his skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • 10 tips for maximising your win rates
    10 tips for maximising your win rates
    Jon Williams, Managing Director, Strategic Proposals Recorded: Jul 4 2019 54 mins
    Reasons to Attend:

    •75% of Buyers say that proposals are the critical part of their decision-making process and therefore critical to winning business for many sales teams
    •Majority of clients and prospects are disappointed with the proposals they receive
    •In fact, according to recent research, most buyers think they could write better proposals than their bidders!

    Key Takeaways

    •Understand latest industry thinking
    •Leading insights into buyers
    •10 tips for maximising your win rates by ensuring your proposals are the best
    •Best practice examples


    Written proposals are a key part of winning business for many sales teams. Yet salespeople often find the process for responding to an RFP frustrating – and clients report being disappointed in the tenders they receive. According to Strategic Proposals’ most recent survey, the majority of buyers think they could write better proposals than their bidders!
    Join our July 4th webinar with Jon Williams, the managing director of Strategic Proposals, to gain insight into how leading organisations ensure their proposals are the best. Jon will share the latest industry thinking, best practice examples and his top ten tips for maximising your win rate.
  • 4 Step Process To Handling Any Objection
    4 Step Process To Handling Any Objection
    Lloyd Yip, The Startup Sales Expert Jul 17 2019 3:00 pm UTC 45 mins
    “No’s” are inevitable in sales. But how can you break past these objections and help your prospects understand that your product and service can actually provide value? We will go through a methodical 4 step framework that will help you deconstruct every objection in order to flip it around to ultimately close the deal.

    You will learn:

    1.The exact 4 steps to use for objection handling
    2.Live examples of these 4 steps in action
    3.Examples of objection handling gone wrong (and how to fix them)
  • 4 ways to improve customer retention - for B2B SaaS companies
    4 ways to improve customer retention - for B2B SaaS companies
    Arun Trivedi Jul 17 2019 4:00 pm UTC 45 mins
    According to Gartner, 34% Product Marketers at Technology & Service Providers select retaining clients as one of their most important challenge. Growth continues to be a strategic business priority for CEOs. This webcast presents 4 strategies companies can adopt to improve customer retention & grow the business
  • What's Your Digital Game Plan? A Playbook For Success
    What's Your Digital Game Plan? A Playbook For Success
    Jesse DeMesa, Partner, Momenta Partners Advisory Jul 18 2019 5:00 pm UTC 60 mins
    There is no one-size-fits-all-strategy for implementing digital innovation, but there are best practices and experiences you can leverage to enable your firm's road to change in the 21st century. Momenta Partners has created a playbook gleaned from practitioner's perspectives on how to best navigate digital transformation, and we'll share our insights with you in this webinar. This webinar is for CEOs and leadership teams seeking insights and actionable intelligence by example.

    We will take a look at:

    - The steps of a firm's digital transformation journey
    - The best approaches to beginning your transformation journey
    - Getting your team to embrace digital transformation
    - Building a playbook to help you achieve your transformation goals
    - Best practices for adoption
  • Helping Your Agents Manage the Expansion of Customer Channels
    Helping Your Agents Manage the Expansion of Customer Channels
    Noel Roberts, CTO and VP Marketing, Aria Solutions Jul 18 2019 6:00 pm UTC 60 mins
    On average agents are handling 3-4 channels and Gartner predicts that by 2020 organizations will need to address 12 emerging customer channels. In this webinar, Noel Roberts, CTO from Aria Solutions, will discuss how you can arm your agents with the right tools and processes to provide great customer engagements.
  • What Sales Can Learn From an FBI Special Agent
    What Sales Can Learn From an FBI Special Agent
    Carole Mahoney, The Sales Coach Expert Jul 22 2019 4:00 pm UTC 33 mins
    Join host Carole Mahoney as she talks with Christopher Freeze, an FBI Special Agent in charge of Mississippi, whose has strengthened partnerships with public and private sector agencies, bring attention to the challenges facing law enforcement, and encourage individuals to demonstrate leadership in all aspects of their professional and personal life.

    In this 30 minute interview, Carole talks with Chris about:

    How to build rapport when people aren’t inclined to be open with you and when you don’t have a lot of information to go on, or what to do with the information you do have.
    Why building relationships internally is just as important as building relationships with your buyers.
    What salespeople can learn about resilency from an FBI agent who has had many doors slammed in their face.
    What sales leaders and executives need to understand about how personal trauma can impact their teams.
  • How to Map and Support A Large Account Sales Process
    How to Map and Support A Large Account Sales Process
    Barbara Weaver Smith, The Large Account Sales Expert Jul 24 2019 4:00 pm UTC 45 mins
    Part #7 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.
    In this presentation, we are moving from the 3-part phase on “Structure” into the first of 3 webinars in the “Process” phase, starting with your company’s sales process. Although the so-called “Buyer’s Journey” is of course chronological, I reject the notion that it can be reduced to a linear series of steps in a process. It’s much more cumbersome and convoluted than your CRM typically allows you to believe! This session is about how to manage that process and teach your sales reps how to manage it.
    You will learn:
    1. What kind of large account sales process do you need?
    2. What’s the most important point in your process?
    3. How to move from process steps to account planning.
    4. What technology tools are most helpful?
    5. How to handle a very long sales cycle.
  • AI Myths Debunked Webinar Series: AI at your Service
    AI Myths Debunked Webinar Series: AI at your Service
    Neil Kostecki, Sr. Product Manager, Coveo Jul 24 2019 4:00 pm UTC 44 mins
    There are times when service automation goes all wrong. Instead of enhancing the customer experience, it hinders it. But AI and machine learning have the power to create experiences that keep customers coming back. Join us to break through the myths and learn how to empower customers and agents in the delivery of intelligent support.

    In this webinar, you’ll learn:

    - The relationship between AI, machine learning and service
    - Real-world applications that meet your customers where they are
    - How to focus your investments to reap the biggest ROI
  • How to Develop a Winning Strategy for your Top 5X Account
    How to Develop a Winning Strategy for your Top 5X Account
    Lisa Magnuson, The Landing 7-Figure Deals Expert Jul 24 2019 5:00 pm UTC 45 mins
    Do you know how to build a winning strategy to land your largest prospect? Has the account team mapped out all the strategy points? Do you have short, medium and long term account goals?

    You will learn:

    1.Why account strategy development is a fundamental element required to win 5X deals (i.e. contracts valued at 5X your average deal size).
    2.What are the most important aspects to a winning strategy?
    3.How to determine if you are on the right track and set up for success.
  • How To Help Employees Find Meaning In Work
    How To Help Employees Find Meaning In Work
    Andre Andersen, Motivational Guide and Trainer Jul 25 2019 10:00 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?
  • A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    Caroline Hull, Head of Field Marketing, Esther Kim, Sr. Field Marketing, Shannon Mellen, Field Marketing - Marketo and Adobe Jul 30 2019 9:00 am UTC 38 mins
    You'll learn:

    - Which KPIs to consider when planning your events
    - How to plan different type of events for each stage of the funnel
    - How marketing should align with sales to ensure successful closing events
  • Why membership is the new revenue generating community
    Why membership is the new revenue generating community
    Gordon Glenister, FISM Jul 30 2019 10:00 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
  • Redefining Customer Experience with AI-driven Conversational Service Automation
    Redefining Customer Experience with AI-driven Conversational Service Automation
    Guest speaker Kjell Carlsson, along with Samith Ramachandran and Robert Barlow Jul 31 2019 1:30 pm UTC 60 mins
    By Uniphore and featuring Forrester

    Enterprises are on the brink of a customer experience revolution. AI technologies make it possible to drive customer engagement and superior customer service at hitherto-unseen scale and efficiency. However, many companies are struggling to take advantage of these developments. U.S. companies alone lose more than $75 billion a year due to poor customer experiences and most forego the opportunity to grow customer loyalty and share of wallet. Others risk alienating customers with incomplete solutions that downplay customer conversations.

    In this webinar we will discuss how enterprises are overcoming these challenges using Conversational Service Automation (CSA). With CSA, companies look to harness the best of human and artificial intelligence, to drive both automated conversations with your customers as well as superior calls with human agents, where agents are empowered with better information, next best actions, and automated workflows. We will dive into the elements of CSA and give examples of how enterprises are transforming customer service delivery in their contact centers.

    Topics Include:
    • The opportunity, and challenges, in using AI to drive superior customer experience
    • Understanding Conversational Service Automation in the context of customer service
    • Simultaneously achieving cost efficiencies while improving customer service with AI


    Join guest speaker Kjell Carlsson, Ph.D., Senior Analyst at Forrester, along with Samith Ramachandran, VP and Head of Products & Engineering, Uniphore and Robert Barlow, Director - Corporate Marketing & Communications, Uniphore who will address these topics and discuss how companies are transforming customer service through CSA.
  • AI Myths Debunked Series: AI and How We Buy
    AI Myths Debunked Series: AI and How We Buy
    Simon Langevin Jul 31 2019 5:00 pm UTC 43 mins
    We crave personalized buying experiences. Too much choice stresses us out. In this session, we explore some of the misconceptions about delivering relevance throughout the buying process, and engage with experts to learn how pairing AI-powered site search and recommendations can reduce frustration and increase conversions.

    In this webinar, you’ll learn:
    - The relationship between AI, machine learning and purchase behavior
    - Examples to help shape your personalization strategies
    - How to achieve relevance and buyer personalization at scale
  • Future-Proof Your Sales Career and Beat the Bots!
    Future-Proof Your Sales Career and Beat the Bots!
    Deb Calvert, The People Engagement Expert Jul 31 2019 6:00 pm UTC 45 mins
    As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
    Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.

    You will learn:

    1.How to use the power of personalized value to differentiate yourself.
    2.Make Human-to-Human connections with your buyers.
    3.Use the new ABC: Always Be Considering your client’s needs.
    4.Psychological principles that make you more effective in delivering value.
  • Accelerating Customer Performance via Strategic Customer Assessments
    Accelerating Customer Performance via Strategic Customer Assessments
    Thomas B. Cross Jul 31 2019 8:00 pm UTC 31 mins
    In this 30-minute webinar, we will explore the means for accelerating company performance by increasing performance of their customers using strategic assessments. Here are the Top-10 Topics presented.
    1 - Customer – now and forever will always be about the customer.
    2 - Content - the words, images, ideas, AI abstractions or messages you use to communicate to the customer.
    3 – Channels Media – what mainstream and other media channels are customers using now and will use?
    4 - Channels of Distribution – build “agile” sales channel models adapting to known and emerging markets designed to reduce enterprise sales cycles.
    5 – Connections - the means for networking with other businesses, industry, government and others.
    6 - Communications - the unique organization processes that occur between companies and customers.
    7 - Collaboration - organizational thought leadership for content development and delivery processes.
    8 - Call to Actions – driving behavior without which nothing happens.
    9 - Crisis - chaos, buzz, glitz, hate, squawk, gossip, glam and anything you can imagine being said for or against you.
    10 - Coming Sooner - the race to zero and competition is not just coming soon but sooner.
  • Create Incredible Customer Experiences Using Conversational Marketing
    Create Incredible Customer Experiences Using Conversational Marketing
    Kate Adams, Sr. Director of Demand Generation at Drift, and Tim Ozmina, Sr. Marketing Specialist at Marketo, an Adobe Company Aug 1 2019 9:00 am UTC 46 mins
    You'll learn:

    - How to incorporate chat bots into your overall marketing strategy
    - How, when, and why you should use conversational marketing
    - How to measure your success
  • Sales Hiring for Sustainable Sales Success
    Sales Hiring for Sustainable Sales Success
    Deb Calvert, sales researcher / author / speaker / coach / trainer Aug 1 2019 6:00 pm UTC 45 mins
    Selecting sales talent should be more than gut instinct, predictable interview questions, and "sell me this pen" role plays. If you want to know (for certain!) which candidates are most likely to succeed in your sales environment, your selection process needs:

    + To be based on clear sales competencies
    + To be coordinated with HR for efficiency
    + To use behavioral interviewing question sets
    + To include an interview panel and 2-step process
    + To evaluate candidates with a matrix

    Join this webinar for an overview of selection practices that will give you a competitive edge and ensure that you get the RIGHT talent on your first try. No more revolving doors or newbie ramp up that takes too long!
  • Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Jordan Con, Product Marketing Manager, Marketo, an Adobe Company Aug 6 2019 9:00 am UTC 41 mins
    Marketing analytics is at the top of every marketing team’s priority list. But for many, it can feel overwhelming. Watch Jordan Con, Product Marketing Manager at Marketo, for our webinar, Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data, where he sets the foundation for a solid marketing data and analytics strategy, no matter where you are in your journey.

    You'll learn:

    How, when, and why to use journey and impact analytics
    How to prove and improve impact with attribution data
    What goes into good dashboards and reports
  • UNDERSTANDING THE IMPACT OF SALES & MARKETING MISALIGNMENT
    UNDERSTANDING THE IMPACT OF SALES & MARKETING MISALIGNMENT
    Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb Consulting Dec 5 2019 10:00 pm UTC 60 mins
    Marketing serves two customers. The external customer and the internal customer or sales organization. Alignment with the internal customer is just as important to revenue success. Research has shown that revenues are positively impacted when marketing improves their alignment with sales.

    Join industry leaders to weigh into this highly contested area that affects revenue growth in what will likely be a heated exchange of insights focusing on determining the effects of marketing and sales misalignment.
  • AI Myths Debunked Series: AI and the Nature of Work
    AI Myths Debunked Series: AI and the Nature of Work
    Stephen Rahal, Director, Product Marketing, Coveo Aug 7 2019 4:00 pm UTC 45 mins
    The biggest fear in the advancement of AI is its impact on our work. But we’ll look beyond the most common myths to uncover and understand the supporting role AI and machine learning can play in helping workers grow and perform in their roles, and how relevancy can be injected throughout the employee experience. In this webinar, you’ll learn:

    - The relationship between AI, machine learning and knowledge work
    - Work scenarios that are optimized through the practical use of AI
    - How to digitally-enable your employees and deliver a consumer-like experience
  • A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, Marketo Aug 8 2019 9:00 am UTC 60 mins
    Digital ads are an essential component to any good marketing campaign. Watch Paulo Martins, Head of Digital Marketing at Marketo, and Scott Minor, Marketing Program Manager at Marketo, for their webinar, A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel. They dive into the digital campaigns they run at each stage of the funnel, as well as the KPIs they look at to ensure their focus is in the right place.
  • Intelligent Power Plants powered by Digital Twins
    Intelligent Power Plants powered by Digital Twins
    Ajai Singh, Director – Generation & Utilities, IoT, Americas, TCS. Aug 8 2019 3:00 pm UTC 60 mins
    Gain insights from the ARC Advisory Group on how digital twins can improve performance and achieve RoI for power plants. Discover how the TCS IP2™ solution has enabled industry leaders to fuel intelligent power plants by leveraging digital twins.
  • Fast-Tracking Your Service Transformation with Salesforce Lightning & Coveo
    Fast-Tracking Your Service Transformation with Salesforce Lightning & Coveo
    David James, Product Marketing Director at Coveo & Neil Kostecki, Sr. Product Manager - Salesforce at Coveo Aug 8 2019 4:00 pm UTC 32 mins
    The customer community. The contact center. The self-service support site. The chatbot you’re struggling to implement.

    With so many customer touchpoints, how do you keep pace and transform your service delivery to ensure customers and support agents alike are delivered the most relevant content, in the right context and at the exact moment of need?

    Coveo for Salesforce brings AI-powered search and recommendations directly inside your Service Cloud, Community Cloud, Sales Cloud and Salesforce Platform investments. The best part? Coveo is Lightning ready. So goodbye to custom coding and hello to drag and drop components. Whether you’ve already made the switch, or you’re looking to make the transition to Lightning, we have you covered.

    Join us for a live demo webinar to learn how fast-tracking your service transformation using Lightning and Coveo can:


    - Improve the agent experience inside Service Cloud to make them more productive and proficient
    - Deliver more relevant digital experiences for your customers on your community or website with chatbots and case deflection workflows
    - Gain deeper customer insights with rich analytics and reports to help your support org make better decisions
  • Speech Analytics 101 - Let the Buyer Be Aware
    Speech Analytics 101 - Let the Buyer Be Aware
    Roger Lee, Director Customer Success, Gridspace Aug 8 2019 6:00 pm UTC 60 mins
    There are numerous speech analytics solutions to utilize in your contact center. As you evaluate a speech analytics solution, keep in mind there are similarities, but also distinct differences. During this discussion you will gain a better understanding of:

    1. What you need to know as you research your options, including critical questions to ask to avoid speech analytics failure
    2. How to establish a high-level business case
    3. Proof of value (POV) before you buy

    Join Roger Lee, aka Professor CXi, Customer Success Leader with Gridspace, as he shares valuable insights that will help make you an informed buyer.
  • A Winning Demand Generation Strategy: Tactics to Optimize the Funnel Across the
    A Winning Demand Generation Strategy: Tactics to Optimize the Funnel Across the
    Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, Marketo Aug 13 2019 9:00 am UTC 49 mins
    You'll learn:

    - How to select lead generation programs and evaluate successes
    - How to plan email and nurture programs to move prospects through each stage of the marketing funnel
    - Strategic tactics to create sales-ready leads