The sales community on BrightTALK brings together thousands of engaged sales professionals. Learn about careers in IT sales and marketing, sales techniques and selling strategies. Join the discussion by participating in on-demand and live sales webinars and summits with leaders in the sales industry.
In order to truly understand and control the buyer's journey, sales and marketing teams must align their strategies.
Join this panel discussion to learn why integrating your sales and marketing strategies will help you win new customers. Matt Heinz President of Heinz Marketing will moderate with guests Donny Kemick, CEO of protocol 80, Derek Wyszynski, Cheif Sales Hacker at ZynBit and Nancy Bleeke, President of Sales Pro Insider.
Join us live to post your questions for the panel discussion and to hear from 4 points of view on everything related to sales and marketing alignment.
A one-size-fits all value proposition fits no one. Learn how to take your value proposition and tailor it from the buyer’s point-of-view. With multiple people involved in a typically B-to-B purchase decision, personalizing by executive can help get you on the short list and ultimately win the deal.
If you're looking for AI to achieve predictive sales, think again! What you need is a buyer-aligned sales strategy executed skillfully and with discipline. HOW you sell is what matters! If you can bridge the gap between strategy and execution, you will create a predictive revenue engine and a sales team that differentiates you in a world where most offerings look the same.
Is it possible to improve the predictability of sales? Actually, yes! As a sales rep or sales manager, there are keys to building a reliable pipeline and closing viable opportunities. This session will provide a strategic and practical game plan for predictive sales.
A bonus gift from speaker and world-class trainer, Michael Griego, will be offered to each attendee.
Is your customer analytical, amiable, expressive or a driver? Personality styles influence how your customer processes information and makes decisions. Adapting your presentation to your customer’s style is critical to avoid buyer disconnect, prolonging the sales cycles, or losing the deal. In this session you’ll learn some simple, yet effective presentation strategies for successfully communicating your ideas and recommendations to different types of customers.
We are in an economy that has been termed VUCA (Volatile, Uncertain, Complex and Ambiguous) and within this environment the potential exists for stress to build, pressure to burst and performance to be impacted! Discover how to build and increase your relevance, resilience and resourcefulness. Understand how your own brain, in an optimal state, impacts your behavior and therefore your results.
Whether you are a company with 10 or 100,000 employees, when it comes to meeting with customers there's just one professional representing the great work of the whole. Learn how to bring your company's best to these critical interactions by creating a 'WOW' experience, and leverage innovative approaches to break through the noise.
Join ClearSlide's Co-Founder and Chief Strategy Officer, Jim Benton, as he outlines the trends currently seen in the sales enablement and engagement space. Learn best-in-class approaches and researched tactics to create truly amazing sales experiences.
You'll gain actionable insights into:
-The evolution of sales experiences, from hope to visibility to actual impact
-Data-backed logic on how to create a 'WOW' Discovery Experience
-Leadership guidance into enablement tactics to improve seller productivity
After many acquisitions, Total Safety needed to standardize and consolidate processes and their business offerings. Melissa Bennett led the transformation of Total Safety’s sales processes focusing on the alignment of sales technology, process and sales leadership. Hear how she selected the tools, which tools she wanted to work together, what preparations were made before implementing CPQ, how she kept the implementation on-track, how she managed sales team expectations and adoption, and the remarkable business benefits she delivered. Anyone contemplating a CPQ project or an enterprise transformation project can gain valuable insights from a person who has “been there, and done that”.
About the Speakers:
Bill Butler, Director of Solutions Marketing, CallidusCloud is a veteran technology sales and marketing leader. He has focused on creating value with highly technical products including embedded computing hardware, BIOS software, IoT, inertial navigation sensors, algorithm IP and enterprise SaaS software. Born in Canada, he’s lived and worked in South Korea as well as the NY, Chicago and now San Francisco Bay areas.
Melissa Bennett is the Director of Business Continuity and Salesforce.com at Total Safety, the premier global provider of integrated safety services and solutions for hazardous environments. She is responsible for streamlining and re-aligning the processes that touch the Lead to Order sales cycle. Melissa has worked to transform Total Safety's sales processes--focusing on the alignment of sales technology, process, and leadership. Melissa has expertise in process change, forecasting, pricing, proposal management, CPQ, and CRM. She earned an MBA from Rice University as well as degrees in marketing and communications from Boston College. She was the lead transformation agent for the implementation of the CallidusCloud CPQ and Commissions tools at Total Safety.
After working in the entertainment industry for over 13 years as a former American Idol contestant, he is now an inspirational speaker. He has used outbound marketing strategies in order to earn speaking opportunities to proactively grow his speaking business.
Although the benefits for inbound marketing strategies are well-documented, it is difficult to implement without an established brand for your company. This is where outbound marketing strategies can help you start the first conversations to build relationships with potential clients. Finding the right niche for a new business can require significant amount of trial and error. Therefore, reaching out to more prospects to generate leads is a sound strategy. Also, outbound marketing is necessary to build rapport with new decision makers. However, in order to be successful with outbound marketing, it is critical to have the right sales cadence and the right amount of human touch.
According to the latest CSO Insights research, effective sales onboarding services can improve quota attainment by 21.3% with noticeable impact on sales performance in the fiscal year.
There are a number of ways that organisations can reach full productivity for new sales hires, but it all starts with a well programmed, measurable and dynamic onboarding curriculum that meets the individual development needs. But it doesn’t stop there.
On this webinar, you will discover how to:
· Establish a baseline understanding of sales rep capabilities and detect early warning signals
· Implement a data-driven coaching model to remove guesswork in coaching and support reps in reaching and staying at peak productivity
· Drive a continuous sales enablement program that aligns onboarding to the customer journey
Delivering an outstanding Customer Experience while maintaining or reducing costs is a dichotomy – On the one hand you’re under pressure to improve both self-service and contact center efficiency, and on the other hand you have a mandate to improve the customer experience across a number of metrics such as NPS and more. These goals are seemingly at odds and makes your role as a CX practitioner all the more difficult.
Join this webinar to explore the CX challenges organizations are facing today and how to most effectively accelerate your CX initiatives. The discussion will cover three primary topic areas that are hot in the industry: (1) How to improve self-service utilizing Visual IVR, Natural Language and chatbots, (2) Techniques for improving contact center efficiency while removing the digital to voice disconnect, and (3) How to optimize your back office processes with Robotic Process Automation.
This is an interactive session and participants are encouraged to submit questions.
La signature électronique, véritable brique de la transformation digitale des entreprises, aide les fonctions commerciales à conclure des affaires plus rapidement partout dans le monde.
En offrant une meilleure visibilité sur le statut des différents contrats et en vous permettant d'une part de collecter des informations, afin de supprimer la nécessité de ressaisir les données, et d'autre part d'envoyer des rappels, la signature électronique vous permet de vous concentrer sur la vente plutôt que sur le suivi des signatures de vos contrats.
La solution DocuSign s'intègre en toute simplicité à vos outils d'aide à la vente, comme Salesforce.com, Microsoft Dynamics CRM et NetSuite pour n'en citer que quelques-uns.
Découvrez comment faire signer des documents de manière électronique, à distance ou en face à face, en quelques clics sur un pc ou une tablette et simplifiez vos processus.
Fini l'impression, la signature manuelle, le scan ou l'envoi par la poste : vous économisez 33€ par document à signer.
Forget the war for talent, with the right know-how it’s always possible to find the right people. What you’re really fighting for now is attention. Do you deserve it? Does your company?
Watch this on-demand webinar to hear from Social Recruiting Expert Katrina Collier to:
- See how technology can open the door to your company and how it impacts hiring.
- See real examples and discover simple (and free) changes that improve your social recruiting efforts immediately.
- Discover how easily you can use employee-generated content to attract great people.
Traditional linear demos are a thing of the past. New research shows that starting with the end in mind is the key to a successful demo with today’s busy buyers. Learn how to Flip Your Demo and increase your win rate!
La signature électronique n'est que le début de la digitalisation. En simplifiant, sécurisant et en rendant 100% numérique n'importe quel processus de validation ou d'approbation, vous irez de l'avant !
Faire signer des documents de manière électronique, à distance via une invitation par email, en quelques clics sur un site web ou en face à face sur une tablette, simplifie l’ensemble des processus de gestion.
Fini l'impression, la signature manuelle, le scan ou l'envoi par la poste : vous réduisez vos coûts de 40% et devenez le véritable héros digital de votre entreprise.
Nous vous présenterons les nombreux bénéfices de la signature électronique, pour vos processus internes comme externes :
- Raccourcir les cycles de vente,
- Conclure davantage d'affaires,
- Mieux gérer ses fournisseurs,
- Embaucher plus vite…
De nombreuses entreprises françaises ont déjà transformé leurs processus métier en dématérialisant leur parcours de signature de, par exemple, leurs contrats de ventes, leurs contrats fournisseurs, RH, leurs processus de validations internes. Sautez le pas !
Is your engineering team wasting time building a solution to sell your product, rather than actually building your product?
Can your customers search your solutions, educate themselves on value, launch cloud trials, request POCs and purchase directly from you?
In this webinar you will learn:
* How multi-tier marketplaces help ISVs, MSPs and resellers expand their markets and streamline operations
* Best practices for building your white-label marketplace
* How your white-label marketplace translates into profit
* Why multi-cloud commerce is the way of the future
In addition, we will deliver a live demo of setting up and running a cloud marketplace and take questions from the webinar audience.
More than forecasting, automation, or performance, the big opportunity for AI in sales is in addressing productivity. In this session, learn how sales leaders can move beyond reliance on CRM data and KPI’s to measure sales progress. You’ll find out how other intangible factors that affect sales results such as team mood, product knowledge, work ethic or closing ability can be measured too.
Microsoft is leading the market by providing chat bot and conversational agent solutions powered by the latest in Cognitive Services, Machine Learning, Artificial Intelligence, and Dynamics 365. Join this webinar to see how the latest advances in cognitive technologies are being applied across the full lifecycle of the claims process, how machine learning, voice recognition and image processing can be applied to assist a policy holder during a stressful loss event and how gathering important loss data and communicating with customers can be made more effective and efficient
Forrester research shows that CX-driven organizations grow revenue much faster than direct competitors with lower quality CX. What this means is that fixing broken experiences and making some transactional improvements is not enough. Join Noel Roberts (CTO) and Jamie Coutts (VP, Client Relationships) from Aria Solutions as they lead this interactive webinar discussing the six essential competencies businesses must establish and optimize to deliver the right CX time after time.
Sometimes the messaging delivered by Marketing doesn’t have enough punch when used in the field by sales people trying to get the attention of a prospect. Content creation and sales conversations are different! Learn 5 ways to strengthen sales messaging and stay consistent with your offering’s core message and engage the buyer.
Every business has documents that require signatures in order to be executed. For many companies, this remains a manual process that takes place either via email or on paper. But there is a better way.
Watch this webinar to hear from DocuSign and M-Files on how integrating information management and digital signature technology ensures a faster and more convenient process for signing agreements.
You will also learn how to:
- Accelerate the collection of digital signatures, information and data within documents, such as contracts and agreements
- Automate the document approval process so that anyone can transact anytime, anywhere, on any device
- Increase security and lower cost by integrating information management with digital signature technology
Referrals are great in concept, but how do you build a consistent pipeline from them? Sales and marketing professionals will want to tune in to this roundtable interview with referral coaching and selling expert Mike Garrison, President of Garrison Sales Consulting and Larry Angeli, CRO for Amplifinity who uses referral selling with his sales team and advises clients on approach.
These experts will be asked:
>How do you identify good referral sources?
>What is the value proposition for them to refer?
>How should you approach and recruit them?
>How can marketing help sales to do this?
>How can you ensure a steady flow of referrals?
Apteco MD, James Alty reviews a range of analytical techniques and looks at how they are used to personalise and automate customer journeys. Learn about integrating big data with R and how to analyse transactions spread over time to find the common patterns of behaviour amongst customers.
Smart sales organizations capitalize on every available opportunities to improve sales talent management. One often under recognized contributor is sales operations. Sales ops departments contribute mightily to salesperson effectiveness, job satisfaction, and sense of engagement.
Watch this webinar, "Sales Operations' Impact on Sales Talent Management," to learn how sales ops can help maintain and retain top sales talent in an organization through better training, coaching, and processes. You will also hear how DocuSign helps internal sales teams onboard faster.
In a recent ClearSlide and the Sales Enablement Society 2018 Emerging Trends Survey, we found that 75% of sales cycle next actions and forecasts are based primarily on gut-feel. That kind of data is what causes over 90% of sales leaders to lack confidence in their sales activity data (Forrester).
Join ClearSlide's VP of Marketing, Michael Schultz, as he outlines the results of the survey and the practical steps you can take to bridge the gaps between sales enablement activities and sales outcomes. You will learn how using buyer engagement and sales activity data guides sellers to the next best action and provides insights into the reality of the forecast health.
You will also learn how to:
-Ensure effective coaching and training of your sellers
-Marry engagement data to forecast outcomes
-Easily put the best content and tools in the hands of your sellers
As customer service professionals, we sit in the midst of the most important paradigm shift within the industry today – the Digital Transformation. This shift has brought more focus on and relevance of the business potential of contact centers than ever before. In this session, we’ll take a look at why Digital Transformation matters, what it means, and how organizations are successfully redefining their contact centers for extended reach and impact. No longer can we hide behind old technological limitations that may have prevented responsive, personal interactions. Today customers are demanding great experiences and are driving change. Either we give them the TLC they are looking for…. or our competitors do it for us.
Are you truly making a positive difference in your workday, every day? Sales operations teams know very well what they do, but struggle to explain it to others. The best way to be effective as a sales operations team is to proactively identify the upcoming challenges in sales and put the fires out before they surface. You need to have access to critical insights.
Easy enough-right? Not really, there is always a challenge in balancing the resources between short-term tactical demand and longer term strategic initiatives.
Join guest speaker, Dana Therrien, Research Director of Sales Ops Strategies from Sirius Decisions and Christine Dorrion, VP of Global Sales and Channel Operations at CallidusCloud as they provide a deep dive into the challenges sales operations teams face every day by:
-Breaking down the tactical and strategic responsibilities of modern sales operations
-Advising you on how to categorize and invest in resources properly
-Providing a model that explains what sales operations actually does
Do you struggle managing your cloud spend? Are you ever surprised by your cloud bills at the end of the month? Do customer billing inquiries send you into a cold sweat?
In this webinar you will learn how to:
- Track your cloud spend, across multiple cloud platforms, any time
- Quickly generate accurate, easy-to-read bills across public, private and hybrid clouds
- Optimize margins with flexible payment models and customer-specific pricebooks
- Manage a unified view of your costs and usage for specific customers or categories
In addition, we will deliver a live demo of setting up and using cloud billing and budget tools and dashboards. We will also answer live questions from the webinar audience.
Voice mail is a reality of sales, yet few deal with it properly. This session looks at practical proven way to get messages returned, I get 30% - 50% returned in 72 hours. We’ll look at how to use voice mail as a tactical tool for increasing conversion and pipeline opportunities.
You can’t sell anyone anything. So, stop trying! After owning some hard truths, we’ll explore 3 key elements of successful sales – ideal client, discovery, open mind. We’ll wrap up with exploring processes for prospecting, sales meetings, and monitoring. Attendees will have a better understanding of how to succeed without selling
Please join CallidusCloud on Tuesday, December 5, 2017 at 2:00 PM (EST), for a 60-minute webinar co-hosted by EITF Member Tony Sondhi. Tony Sondhi is an author, instructor, and one of the preeminent experts in the fields of revenue recognition and financial reporting risks. He and David Williams, Sr. Revenue Manager for CallidusCloud, will discuss backlog disclosure requirements and critical issues you need to consider to successfully implement the new revenue standard ASC 606.
ASC 606 requires substantive new disclosures about performance obligations. Companies must disclose qualitative and quantitative information about the amount of the transaction price allocated to the remaining performance obligations, including when those remaining amounts will be recognized as revenue.
To help you understand these requirements this webinar will illustrate the requirements using public company disclosures and provide insights into data, documentation, and system needs including:
* Backlog disclosure requirements – ASC 606
* Implementation challenges, system needs and key implications of the issues raised in ASC 606.
* What early adopters and other companies have told us through their SAB 74 disclosures 2016 10K, 1Q, 2Q and 3Q, 2017 SEC filings
Attendees of this webinar will be eligible for 1 NASBA approved CPE credit at no cost. (Pending minimum requirements met by attendee.)
Traditional views of the role of the supply chain function include one that slashes logistics costs and relentlessly optimizes inventory – but how can supply chain management drive top line revenue growth? Join Dr. Stephen Timme and Gene Tyndall on December 6 to explore the business & financial benefits of transforming your supply chain into a profitable growth engine and to discover the potential paths to get there.
For high performing sales teams, there is continuous measurement on email open rates, engagement, and response rates. How do you ensure a sales conversation keeps moving along?
Join cold email expert and Salesfolk CEO, Heather R Morgan, to learn how you can effectively leverage email at every stage of the sales cycle with leading sales engagement platform, Clearslide. Here are some of the sales email best practices that will be covered in this actionable webinar:
-How to employ email personalization techniques intelligently and at scale
-How to maximize the readability of your email and significantly increase your odds of getting a response
-How to leverage sales automation technology to shorten your sales cycle
We’ll also be sharing some examples of real email templates to show you what to do and what to avoid in your own email outreach.
More about the presenter:
Heather R Morgan is a former economist, and founder of SalesFolk. SalesFolk has helped more than 550 B2B companies scale their outbound sales efforts and set more appointments through leveraging persuasive copywriting, data science, and game theory. Heather also has a column with Inc Magazine and Forbes, and has also had her work featured on NBC, Entrepreneur.com, Harvard Business Review, Salesforce, Hubspot, InsideSales.com, and many others sources.
Bpm'online invites you to a free webinar “The future of customer engagement: accelerate transformation” with Paul Greenberg, one of the most influential CRM industry experts, as a guest speaker.
According to a recent study, 84% of businesses claim that Customer Engagement will overtake productivity as the primary driver of growth.
Bpm’online has invited Paul Greenberg, one of the most influential CRM industry experts, to share his vision on the future of customer engagement and how intelligent technology will help organizations more effectively fulfill expectations of digital-savvy customers.
REGISTER FOR THE WEBINAR AND LEARN:
●Best practices in building a customer-focused digital organization.
●How to align all business processes around your customer to drive customer loyalty.
●How understanding customers' needs, expectations, and behaviors helps close the gaps in performance, personalization, and trust.
●Future outlook on customer engagement success.
●Technologies to enable faster transformation across various business units.
Featured Guest Speaker: PAUL GREENBERG, Managing Principal of The 56 Group, LLC
Co-presenter: MATT THARP, Chief Evangelist at bpm’online
Don't miss out on hearing Paul Greenberg sharing his expertise on how to take Customer Engagement to the next level!
The reality of today’s sales world is that close rates are declining. It’s become even harder to bring home a sale during the most critical and often tricky quote-to-close process. And businesses that use manual document processes heighten the risk of sales falling through. In the last stage of a sale, you need a connected workflow that helps you get from quote to close in hours or days, not weeks.
Join us to learn how Adobe Sign & Microsoft Dynamics speeds up sales cycles and reduces frustrating delays in the contract approval process, enabling sales teams to close business faster.
In this webinar, learn how Adobe Sign & Microsoft Dynamics:
• Accelerates sales success across the entire sales lifecycle, from prospects to renewals.
• Delivers winning signing experiences, that close deals faster, reduces risks and increases retention.
• Simplifies approvals and increases visibility into the contract cycle.
• Mitigates risk – minimizing costly legal & business risks.
• Can easily integrate and work for your organisation.
Join us for a deep dive into 3 top trends in the contact center. Each trend will be explored on its own and then brought together at the end in a picture of what is actually happening in contact centers today.
Chatbots seem synonymous with artificial intelligence and are certainly sparking the imagination. We will explore the reach of AI in the contact center, both obvious and subtle.
OmniChannel success is in the eye of the beholder. From a customer experience perspective, it requires more than channel choices. Learn about the implications for your center.
Cloud is the favorite child today, but does it make sense for your organization? Learn some of the questions you need to ask to determine your best deployment strategy (cloud, premise, hybrid).
Very few teams have an easy time calling the number, let alone actually hitting it…or beating it. In fact, CSO Insights and Accenture report that nearly 60% of forecasted deals never close.
Many teams struggle to execute during the critical opportunity-to-close process, including forecasting, which is far more than just rolling up a number -- It’s an integrated effort that involves all sales team members and leaders effectively managing their pipeline and confidently projecting where they're going to land.
Listen in to a dynamic discussion among two top VPs of Sales of fast growing organizations, laying out their secrets to success and how they drive forecast accuracy and the sales process rigor required to scale and hit their revenue goals quarter after quarter. Spoiler: it's got everything to do with deal visibility and engagement data.
By watching, you’ll gain actionable insights, including:
-How to drive visibility into the true health of the pipeline
-How to change the conversation and drive accountability
-The fundamentals of accurate forecasting
Are you frustrated with your sales results, even though you have put a lot of time, money and effort, your heart and soul into growing your revenue? Looking to grow your sales, quickly and effectively, but also prevent buyer’s remorse and keep your clients loyal?
This webinar will help you identify new ways (that you can start using right away!) to find, engage, win and keep new clients.
Here's what you will discover:
1.FIND: How to find new clients who are in the market today
2.ENGAGE: How to connect with them instantly and engage into a dialogue
3.WIN: How to remove any resistance and win new clients
4.KEEP: How to prevent buyer’s remorse and keep your clients loyal
Sales Managers manage sales... So who leads salespeople? Sadly, in many sales organizations, the answer is no one. But when a Sales Manager focuses on leading and developing and ennobling sellers, there is a profound impact on employee engagement, retention, sales productivity, customer satisfaction and both top line and bottom line results.