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Sales

  • 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 Recorded: Dec 9 2019 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
  • 2020 Outlook – Making AI Conversational Analytics Work for You
    2020 Outlook – Making AI Conversational Analytics Work for You
    Brett Paulson, Head of Sales & Marketing; and Roger Lee, Director Customer Success, Gridspace Recorded: Dec 5 2019 55 mins
    Digital transformation and all its glory – the continued quest to improve customer service, customer experience and employee experience remains a priority. Since AI/machine learning continues to be a strategic investment and remains a hot discussion topic, you will learn how specifically AI conversational analytics will impact your organization in the areas of people, process, and technology.

    Join Brett Paulson and Roger Lee, aka Professor CXi, for an engaging, informative, and action-oriented session.
  • Make Web Experiences Personal: Use AI to Inject Relevance into Every Interaction
    Make Web Experiences Personal: Use AI to Inject Relevance into Every Interaction
    Simon Langevin, Product Manager, Coveo Recorded: Dec 5 2019 35 mins
    Manually personalizing your digital experience for every website visitor is near impossible. Having your team track, update, and deliver the most relevant content, the moment it’s needed, is just not feasible. This approach can lead to inconsistent and unreliable experiences for customers, places unnecessary burdens on marketing and web teams, and significantly increases cost of operation. Smarter, automated, and more scalable technologies are necessary to both satisfy today’s relevance-seeking customers and stay ahead of competition.

    This webinar reveals best practices on how to inject relevance and personalization into your website experience. We’ll demonstrate how companies are using AI-powered search and recommendations to leverage the intent and information behind every touch point of the web journey to drive contextual and personalized experiences that:

    -Increase conversion rates by providing relevant search results
    -Increase website engagement through proactive recommendations
    -Drive higher customer lifetime value
    -Empower your marketing team with insights on your visitors’ content consumption and trends


    You’ll also get a peek at AI-powered strategies that pacesetter companies are using to deliver relevance at every touchpoint.
  • How to crush your sales quota
    How to crush your sales quota
    Keith Rosen: CEO of Profit Builders Recorded: Dec 5 2019 52 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.)
  • Creating the Sales Culture that Makes Sense for Your Team
    Creating the Sales Culture that Makes Sense for Your Team
    Deb Calvert, sales researcher, trainer, coach, author, and speaker Recorded: Dec 3 2019 46 mins
    Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?

    We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).
  • Insight Engines: The Science Behind Magical Experiences
    Insight Engines: The Science Behind Magical Experiences
    Laurent Simoneau, Coveo President & CTO Recorded: Dec 3 2019 49 mins
    An inside look at the 2019 Gartner Magic Quadrant for Insight Engines

    AI can empower companies to tailor every experience to an audience of one. And an organization’s ability to harness that potential to reshape the digital experiences it creates will determine whether you succeed or merely wither away in an AI-take-all economy.

    Join the Co-Founder, President and CTO of Coveo, Laurent Simoneau, as he shares his observations and predictions on trends shaping the Insight Engines market. You’ll also learn why Coveo has been recognized as a leader, and furthest on the “completeness of vision” axis by Gartner in the newly released 2019 Magic Quadrant for the category.

    From how we buy to how we work, Laurent will dive deeper into trends shaping AI-powered experiences:

    - What's driving the need for an Insight Engine across industries
    - How to tailor your digital experiences for an audience of one
    - The trends guiding our investments in 2020 and beyond
  • 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 Recorded: Dec 3 2019 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
  • How to Boost your 2020 Sales Pipeline with LinkedIn Lead Generation
    How to Boost your 2020 Sales Pipeline with LinkedIn Lead Generation
    Rod Sloane Recorded: Dec 3 2019 37 mins
    Join Rod Sloane for this webinar to see and hear all the latest tips and tactics to grow your B2B opportunities from LinkedIn in 2020. Let's get started.

    This webinar will show you how to create and write a 2020 Lead Generation Plan that will generate more conversations that lead to sales opportunities. Great for SaaS companies
  • 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 Recorded: Dec 2 2019 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.
  • Cognism: Motivating Millennials
    Cognism: Motivating Millennials
    Nazma Qurban, Chief Revenue Officer, Cognism Recorded: Nov 28 2019 39 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
  • Cognism: The Science of B2B Sales
    Cognism: The Science of B2B Sales
    James Isilay, CEO & Founder, Cognism Recorded: Nov 28 2019 44 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
  • How Adobe Sign strengthens your customer experience
    How Adobe Sign strengthens your customer experience
    Steve Walker, Solutions Consultant, Adobe Recorded: Nov 28 2019 47 mins
    Join us in our virtual, animated studio for this video webinar to learn how Adobe Sign helps you streamline the whole customer experience from end to end. It helps you achieve the following:

    • Simplified, quicker enrolment processes that are entirely digital
    • Lower abandonment rates from digital forms and e-signing built right into your web experiences
    • Increased speed and efficiency, so you can create, update, and process forms without IT help.
    • Form-filling processes customers can start on one device and finish on any other.

    There will be live Q&A session at the end of the webinar.
  • Cognism: Employee Spotlight: Sales Director - Jonathon Ilett
    Cognism: Employee Spotlight: Sales Director - Jonathon Ilett
    Cognism Recorded: Nov 27 2019 6 mins
    Cognism's Sales Director, Jonathon Ilett discusses all things about what it is like being a Sales Director!

    Questions Asked:

    1. Can you explain what a sales director does?
    2. What was your journey into this role?
    3. What are your biggest challenges?
    4. What are 3 main skills you have gained as a sales director?
    5. What advice would you give to someone who is looking to become a sales director?
    6. What is the best things about being a Sales Director?



    Follow us!
    Linkedin: https://www.linkedin.com/company/cogn...
    Instagram: https://www.instagram.com/cognism/
    Twitter: https://twitter.com/Cognism
    Facebook: https://www.facebook.com/cognism/
  • Cognism: Sales Development Representative (SDR) - Saif Khan
    Cognism: Sales Development Representative (SDR) - Saif Khan
    Cognism Recorded: Nov 27 2019 4 mins
    In this video, Saif Khan, Cognism's top SDR of Q3 discusses his thoughts on being an SDR.

    Questions asked:

    1. Can you describe your role in 3 words?

    2. What made you want to go into a career in sales?

    3. Where do you see your role progressing to?

    4. What is something that you struggled with as an SDR and how you solved it?

    5. What is one of the highlights of being an SDR?

    6. What are your top tips for a great cold call?

    7. What is the biggest objection you get and how do you overcome it?
  • Cognism: Graduate Case Study Lead Generation in the Recruitment Industry
    Cognism: Graduate Case Study Lead Generation in the Recruitment Industry
    Cognism Recorded: Nov 27 2019 4 mins
    Discover how Graduate Fasttrack, one of the growing recruitment companies in London, uses Cognism's Revenue AI technology to accelerate their B2B Lead generation processes and earn new clients.

    Find out how Cognism can help you grow your business:
    https://cognism.com

    About Cognism:

    Cognism is a sales acceleration platform, using patented AI technology, to provide B2B sales teams with a blend of real-time company, people and event data to streamline prospecting, find and deliver new revenue.
  • Cognism: Sales Development Representative (SDR) - Ben Ward
    Cognism: Sales Development Representative (SDR) - Ben Ward
    Cognism Recorded: Nov 27 2019 3 mins
    Welcome to our first employee spotlight!

    Introducing, Ben Ward, one of our Sales Development Representatives!

    In this video we will be asking Ben these questions:
    What were your main challenges this week?

    - What has been your highlight of the week?
    - What is your favourite part about working with Cognism?
    - What is your favourite thing about being an SDR?
    - What is the hardest thing about being an SDR?
    - What would be your top tip for anyone looking to start a career in sales?
    - Did you have a great call this week? If so, what made it great?

    Follow us!
    Linkedin: https://www.linkedin.com/company/cogn...
    Instagram: https://www.instagram.com/cognism/
    Twitter: https://twitter.com/Cognism
    Facebook: https://www.facebook.com/cognism/
  • Cognism: How Graduate Fasttrack uses Revenue AI to drive B2B Lead Generation
    Cognism: How Graduate Fasttrack uses Revenue AI to drive B2B Lead Generation
    Cognism Recorded: Nov 27 2019 3 mins
    Discover how Graduate Fasttrack, one of the growing recruitment companies in London, uses Cognism's Revenue AI technology to accelerate their B2B Lead Generation processes and earn new clients.

    Find out how Cognism can help you grow your business:
    https://cognism.com

    About Cognism:

    Cognism is a sales acceleration platform, using patented AI technology, to provide B2B sales teams with a blend of real-time company, people and event data to streamline prospecting, find and deliver new revenue.
  • VanillaSoft: Improving Cold-Calling
    VanillaSoft: Improving Cold-Calling
    VanillaSoft Recorded: Nov 27 2019 27 mins
    In this episode of INSIDE Inside Sales, Darryl is joined by the incredibly insightful Richard Conde from InsideSalesGeek.com and The University of Houston - Downtown.

    Subscribe to INSIDE Inside Sales: http://bit.ly/subscribe-iis

    Darryl and Richard discuss the importance of knowing ways to adapt and connect to your prospects the way they want to be connected. Sales reps do drastically better when they communicate better! Learn how to fix your approach and communicate more effectively, only on this episode of INSIDE Inside Sales!

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • VanillaSoft: The 4 Ways Buyers Are Evaluating You
    VanillaSoft: The 4 Ways Buyers Are Evaluating You
    VanillaSoft Recorded: Nov 27 2019 30 mins
    In this episode of INSIDE Inside Sales, Darryl speaks with Karen Dunne-Squire, the brilliant Creator and Managing Director of Elation Experts.

    Subscribe to INSIDE Inside Sales: https://bit.ly/subscribe-iis

    Darryl and Karen discuss the 4 ways that buyers evaluate you and provide terrific tools that will help ensure you make a positive impression. Learn how you’re going to be evaluated by your prospects, and make it easier for you to make that sale! It’s all right here on this important episode of INSIDE Inside Sales!
  • VanillaSoft: Reimagining Video
    VanillaSoft: Reimagining Video
    VanillaSoft Recorded: Nov 27 2019 29 mins
    Striving to take your video content to the next level? Darryl Praill talks the gear, the mindset, the quality, and the consistency that allowed him and his marketing team to take their video productions to the next level.

    Recorded at Ottawa Product Camp 2019

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • VanillaSoft: Steve Burton & Benjamin Dennehy on a Lack of Sales Training
    VanillaSoft: Steve Burton & Benjamin Dennehy on a Lack of Sales Training
    VanillaSoft Recorded: Nov 27 2019 6 mins
    Darryl talks with Steve Burton of The Point Company and the UK's Most Hated Sales Trainer, Benjamin Dennehy, about their thoughts on the lack of sales training given to reps sent to trade shows. Benjamin also shares his findings from a recent experiment which points to a lack of initiative by reps on the trade show floor.

    Follow Steve: https://www.linkedin.com/in/ukstopsal...
    Follow Benjamin: https://www.linkedin.com/in/benjamind...

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • VanillaSoft: Practical Strategies to Increase Outbound Sales Opps
    VanillaSoft: Practical Strategies to Increase Outbound Sales Opps
    VanillaSoft Recorded: Nov 27 2019 76 mins
    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • VanillaSoft: The Day Marketing Held Sales Accountable
    VanillaSoft: The Day Marketing Held Sales Accountable
    VanillaSoft Recorded: Nov 27 2019 40 mins
    What if every Marketer could hold Sales responsible for following up on every lead they give them? No more ignoring leads. No more disparaging lead quality. No more excuses. Learn how one company managed to hold Sales accountable, and what happened as a result.

    Recorded at the 2019 B2B Marketing Exchange.

    Follow Darryl: https://www.linkedin.com/in/darrylpra...

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • VanillaSoft: Social Selling on LinkedIn What Every Sales Rep Needs to Know
    VanillaSoft: Social Selling on LinkedIn What Every Sales Rep Needs to Know
    VanillaSoft Recorded: Nov 27 2019 58 mins
    A lot of people are making a lot of mistakes on LinkedIn and it is impacting their success. We've got the one and only Mario Martinez Jr. of Vengreso joining us to help push the power of social selling.

    Subscribe to INSIDE Inside Sales: https://bit.ly/subscribe-iis

    Darryl and Julia talk about ways to connect to your prospects on a more human level. They also share effective tips such as researching to find a common bond, simply staying in touch, and recognizing events your prospects experience. It’s all right here on this episode of INSIDE Inside Sales!

    Subscribe: https://www.youtube.com/user/vanillas...

    Get your free-trial of VanillaSoft: https://www.vanillasoft.com/product/f...

    Follow VanillaSoft:
    Facebook: https://www.facebook.com/vanillasoft
    LinkedIn: https://www.linkedin.com/company/vani...
    Twitter: https://twitter.com/vanillasoft

    Maximize your deal flow and automate your sales cadence with the VanillaSoft sales engagement platform. VanillaSoft keeps your sales team busy and focused on engaging your leads and growing revenue.
  • Zoho: CRM Basics: Understanding Your Sales Process
    Zoho: CRM Basics: Understanding Your Sales Process
    Zoho Recorded: Nov 27 2019 22 mins
    Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must.
  • 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 Dec 10 2019 2:00 pm 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
  • How Adobe Document Cloud can help you achieve a paperless office
    How Adobe Document Cloud can help you achieve a paperless office
    Steve Walker, Solutions Consultant, Adobe Dec 11 2019 11:00 am UTC 45 mins
    Join us in our virtual, animated studio for this video webinar to discover how Adobe Document Cloud can help you unlock the power of digital document workflows. You’ll learn how to do the following:

    • Obtain accountability and tracking capabilities for every document
    • Give your teams the power to deliver paperless experiences to customers on any device
    • Create forms in Adobe Acrobat and Microsoft Office
    • Automate the storage of documents in Microsoft SharePoint
    • Build intelligent document workflows using Adobe Sign and Microsoft Flow
    • Ensure better security, collaboration, and organisation within your company.

    There will be live Q&A session at the end of the webinar.
  • How a LinkedIn Strategy will Accelerate Revenue.
    How a LinkedIn Strategy will Accelerate Revenue.
    Sam Momani, CEO of Global Technology Sales Solutions Dec 11 2019 7:00 pm UTC 60 mins
    Join us as we outline in detail how a holistic LinkedIn strategy will drive revenue acceleration throughout your organization. This event is ideal for sales producers, strategists and marketing executives, and managers.
  • How To Help Employees Find Meaning In Work
    How To Help Employees Find Meaning In Work
    Andre Andersen, Motivational Guide and Trainer Dec 12 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?
  • How Small Marketing Teams Can Deliver Big Results
    How Small Marketing Teams Can Deliver Big Results
    Daniel Yamoah, Marketing Automation Lead, Pardot UK Dec 12 2019 2:00 pm UTC 38 mins
    Working with limited marketing resources? Size isn’t everything. With the right approach, a small, savvy team can deliver the kind of marketing ROI that many larger Marketing departments can only dream of.

    Register for our webinar and learn strategies and tools for optimising your marketing efforts and driving growth. We'll share best practices and let you in on the secrets to the most successful tactics to boost your pipeline.
  • A Winning Demand Gen Strategy: Optimizing the Funnel Across the Buyer's Journey
    A Winning Demand Gen Strategy: Optimizing the Funnel Across the Buyer's Journey
    Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, Marketo Dec 12 2019 2:00 pm 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
  • 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 Dec 12 2019 5:00 pm UTC 57 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
  • Selling with Style – An Effective Way to Overcome Communication Style Bias
    Selling with Style – An Effective Way to Overcome Communication Style Bias
    Paul Watts, The Consultative Selling Expert Dec 12 2019 9:00 pm UTC 45 mins
    One of the most common barriers to sales success is communication style bias, and yet it is one of the least well known. In this webinar we will discuss the four primary social styles and how you can communicate more effectively with each, significantly improving your chances of sales success and shortening the sales cycle.

    You will learn:

    1.The different social styles (communication styles)
    2.How to recognize the ‘social style’ (communication style) of the person in front of you
    3.How to adjust your own style to improve your communication with that person
  • B2B Marketing that Sales Teams Love
    B2B Marketing that Sales Teams Love
    Merinda Peppard, B2B Marketing Director EMEA Dec 17 2019 10:00 am UTC 49 mins
    B2B marketers are continuously facing challenges with today’s marketing landscape. According to Econsultancy, marketers on average are using 21 or more digital marketing products. Without one source of truth, B2B marketers are unable to provide personalised interactions, leverage artificial intelligence, and gain actionable insights needed for sales teams to close more deals. However, with the right solution in place, marketing and sales can align to focus on the same goals and drive more revenue for their business.

    Join us as we share tips and best practices for finding more leads, closing more deals, and maximising marketing ROI by connecting sales and marketing to grow your business faster.

    Learn how to:

    Find and nurture more leads with smart digital advertising and powerful marketing automation.
    Close more deals by aligning sales and marketing
    Maximise ROI with intelligent campaign insights
  • How to Handle Sales Objections
    How to Handle Sales Objections
    ISM Fellow: Paul Blair Dec 17 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
  • How to Build an Unstoppable Revenue Machine for 2020
    How to Build an Unstoppable Revenue Machine for 2020
    Christopher Ryan, The B2B Revenue Growth Expert Dec 17 2019 6:00 pm UTC 45 mins
    2020 is fast approaching and there are effective actions you can take to ensure a better upcoming revenue year. In this presentation, revenue growth expert Christopher Ryan shares proven strategies and best practices for building a foundation for marketing and sales success. Specifically, seven revenue dynamics will be covered, including how to assess where you are at on the revenue growth path. Addressing any one of these dynamics can improve your revenue results, optimizing all seven can catapult your results, and give you great competitive advantage.

    Ryan will discuss the lead-to-revenue (L2R) model which consists of all the processes, tools, and people involved in each stage of the buyer’s journey, from initial awareness to close of the business. This L2R model may need a tune-up or an overhaul and the theme of this event is that what got you here may not get you there. To have a better year, we need to take a close look at our existing marketing and sales processes, and then work to improve where necessary to build a foundation for future success. Examples will be shared of companies that have taken these revenue growth steps and achieved great success.

    You will learn how to:
    1. Quickly determine your place on the revenue growth curve.
    2. Evaluate the level of alignment between your marketing and sales organizations.
    3. Test and improve your branding and positioning relative to the competition.
    4. Discover and plug any sources of revenue leakage.
    5. Build a framework that supports consistent revenue growth.
  • How to Secure App Pipelines in AWS
    How to Secure App Pipelines in AWS
    Dave Shackleford | SANS analyst, SANS institute; David Aiken | Solutions Architect, AWS Marketplace Dec 18 2019 1:00 pm UTC 56 mins
    Applications have evolved into containers and microservices deployed in fully automated and distributed environments across data centers and in AWS. This webinar focuses on the security of the continuous integration and continuous deployment (CI/CD) pipeline and security automation. In this prerecorded webcast, SANS senior instructor Dave Shackleford and AWS Solutions Architect David Aiken discuss how to improve and automate security across the entire CI/CD pipeline and runtime environment.

    Specifically, attendees will learn:
    - App security concepts specific to cloud environments, including management of secrets, security of APIs, serverless applications and security, and privilege management
    - The stages of a cloud-oriented development pipeline and how security can tie into the CI/CD pipeline
    - How to mitigate disruptions caused by perimeter-based and legacy security tools that don't fit into CI/CD practices
    - Solutions for securing your app pipeline in your AWS environment

    *********************

    Speaker Bios
    Dave Shackleford, a SANS analyst, instructor, course author, GIAC technical director and member of the board of directors for the SANS Technology Institute, is the founder and principal consultant with Voodoo Security. He has consulted with hundreds of organizations in the areas of security, regulatory compliance, and network architecture and engineering. A VMware vExpert, Dave has extensive experience designing and configuring secure virtualized infrastructures. He previously worked as chief security officer for Configuresoft and CTO for the Center for Internet Security.

    David Aiken is a Solutions Architect Manager at AWS Marketplace and is an AWS Certified Solutions Architect. He leads a team of specialist SA’s that help customers implement security and governance best practices. His skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • Maximize Success by Building a Peak Performance Sales Team
    Maximize Success by Building a Peak Performance Sales Team
    Jamie Crosbie, The Top Sales Talent Expert Dec 18 2019 6:00 pm UTC 45 mins
    Do you know what the missing piece is to grow and sustain peak sales performance among your sales team? Most Sales Leaders spend the majority of their team development time focusing on teaching or improving sales skills BUT 80% of sales success is based on mindset and ONLY 20% of sales success is based sales skills set. If only 20% of the success quotient is based on skill set - why are we solely focused in that area? We must learn what we can do as Sales Leaders to build a peak performance mindset sales organization so we can achieve maximum sales results!

    You will learn:

    1. Learn to change the trajectory of the success of your sales team by at least 38%
    2. Determine how to maximize each sales team member to their full potential
    3. Teach your team to engage in a growth mindset which will propel sales results
    4. Learn the key qualities to evaluate to hire team members with a peak performance mindset
  • Data Strategies Designed to Improve Your Lead Generation Efforts
    Data Strategies Designed to Improve Your Lead Generation Efforts
    Jason Hubbard, VP of Growth, SalesIntel & Shawn Elledge, Founder of the Lead Generation Institute Dec 18 2019 7:00 pm UTC 60 mins
    Please join us for an educational webinar on how to use advanced data strategies to improve your lead generation efforts.

    Research studies suggest it takes 6-13 touches to generate a sales qualified lead. So the role data plays in any sales or marketing strategy is critical. Data impacts your targeting options, personalization capabilities, and the number of channels you can touch your prospects which impacts your cadences and overall effectiveness in generating SQL’s. The better the data, the better the results, period.

    Shawn Elledge will share a case study where he decided to focus on data quality vs. quantity and how the campaign open rates nearly tripled and response rates jumped 1200% generating over 8 million in opportunities on 30 days.

    Joining Shawn will be Jason Hubbard, Vp of Growth at SalesIntel.

    You will learn:

    Advanced database strategies
    Data preparation for lead generation
    Data appending options
    Data workflows and processes
    Data collection methods
    What to look for in a data provider
  • Next-Gen Financial Services: exploring the potential of AI and voice
    Next-Gen Financial Services: exploring the potential of AI and voice
    Technova Dec 19 2019 10:00 am UTC 59 mins
    Adopting new technology to better deliver for customers

    Increasing customer expectations, the constant threat of disruption and on-going regulatory requirements has ensured digital transformation remains high on the agenda for financial services firms. AI is already playing a role in refining customer interactions, with RPA and robo-advice at the fore, but with voice next on the horizon, it is vital that firms stay ahead of the innovation curve.

    Achieving outstanding customer experiences, increasing revenue per customer and overcoming common hurdles to adoption.

    Hear how financial services organisations are harnessing the power of AI and voice across the sector.
  • 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?
  • Sales Management - Fireside Chat: How Sales Leaders Can Jump Start The Year
    Sales Management - Fireside Chat: How Sales Leaders Can Jump Start The Year
    Steven Rosen Dec 19 2019 6:00 pm UTC 40 mins
    Sales Management Experts Steven Rosen and Mike Weinberg discuss “How Sales Leaders Can Jump Start The Year”.

    What are the 3 things a sales leader should be doing to ensure they can Jumpstart their year?

    - What are you finding are the biggest obstacles that sales leaders face to consistently exceed quota?
    - What can they do to overcome each of these obstacles?
    - What are the top 1% of sales leaders doing to drive sales performance?
  • Create A Culture of Business Acumen for Large Account Sellers
    Create A Culture of Business Acumen for Large Account Sellers
    Barbara Weaver Smith, The Large Account Sales Expert Dec 20 2019 4:00 pm UTC 45 mins
    Part #12 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.
    The most successful large account sellers have a kind of secret sauce that’s very hard to come by. In fact, it undergirds almost everything I’ve discussed throughout this series. I’m calling it “business acumen” or “business sense.” It’s a general awareness of how companies make money, what’s going on in the commercial world, how their products and services work in many different environments and industries, what’s new and what’s on the horizon in many different fields. This webinar is about how you can foster that kind of attitude and curiosity in the sales culture of your company.
    You will learn:
    1. How to grow a sales team of specialists and generalists
    2. Lead your team in “looking around.”
    3. How to involve your company leaders in a business acumen culture.
    4. Sales training activities to develop insightful large account sales execs.
    5. Series summary
  • How to Perform a Security Investigation in AWS
    How to Perform a Security Investigation in AWS
    Kyle Dickinson, SANS Institue | David Aiken, AWS Marketplace Solutions Architect Dec 30 2019 1:00 pm UTC 53 mins
    Do you have a plan in place describing how to conduct an effective investigation in AWS? What security controls, techniques, and data sources can you leverage when investigating and containing an incident in the cloud? Learn how to leverage different technologies to determine the source and timeline of the event, and the systems targeted to define a reliable starting point from which to begin your investigations.

    In this recorded webcast, SANS instructor and cloud security expert Kyle Dickinson explains how to conduct an investigation in AWS from preparation through completion.

    Attendees at this webcast will learn about:
    - Prerequisites for performing an effective investigation
    - Services that enable an investigation
    - How to plan an investigation
    - Steps to completing an investigation in AWS

    Register for this webcast to be among the first to receive the associated whitepaper written by incident response and forensics expert Kyle Dickinson.

    Speaker Bios

    Kyle Dickinson teaches SANS SEC545: Cloud Security Architecture and Operations and has contributed to the creation of other SANS courses. He is a cloud security architect for one of the largest privately held companies in the United States. As a strategic consultant in his organization, Kyle partners with businesses in various industries to better understand security and risks associated with cloud services. He has held many roles in IT, ranging from systems administration to network engineering and from endpoint architecture to incident response and forensic analysis.

    David Aiken is a Solutions Architect Manager at AWS Marketplace and is an AWS Certified Solutions Architect. He leads a team of specialist SA’s that help customers implement security and governance best practices. His skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • How to Build a Threat Hunting Capability in AWS
    How to Build a Threat Hunting Capability in AWS
    Shaun McCullough, SEC545 Cloud Security Architecture | David Aiken, Solutions Architect Manager, AWS Marketplace Jan 3 2020 1:00 pm UTC 53 mins
    Do you know how to build an effective threat hunting program in your AWS environment? In this webinar, you will learn how threat hunting differs from alerts and SOC monitoring, and what threats to look for. You will also discover real-life examples that demonstrate how threat hunters can apply cloud infrastructure best practices to reduce the noise in often chaotic environments, making it easier to detect potential events. Leveraging detailed use cases, this webinar can help you develop an effective threat hunting program.

    Attendees will learn to:

    - Use the threat hunting loop to identify what to look for, which tools you need to analyze available data, and ways to tease out patterns that indicate potential events
    - Strike the right balance of how much data to capture, identify gaps in information, and determine how best to collect that information
    - Analyze logs efficiently and effectively using Amazon CloudWatch, AWS CloudTrail, and Amazon GuardDuty
    - Automate the process of evaluating and enriching complex data sets by utilizing SIEM and SOAR solutions to detect possible threats

    Speaker Bios

    Shaun McCullough is a community instructor for the SEC545 Cloud Security Architecture and Operations class and gives back to his profession by mentoring and supporting the next generation of cyber professionals. With 25 years of experience as a software engineer, he has been focusing on information security for the past 15 years. Shaun is a consultant with H&A Security Solutions, focusing on secure cloud operations, building DevSecOps pipelines and automating security controls in the cloud.

    David Aiken is a Solutions Architect Manager at AWS Marketplace and is an AWS Certified Solutions Architect. He leads a team of specialist SA’s that help customers implement security and governance best practices. His skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • The Best Assessment Tools for Boosting Team Effectiveness
    The Best Assessment Tools for Boosting Team Effectiveness
    Deb Calvert Jan 7 2020 4:00 pm UTC 45 mins
    So many to choose from! But which one is best? Which assessment tool will meet the needs of YOUR team?

    In this webinar, you'll learn about:
    - the various types of assessments most often used for building team effectiveness and strengthening collaboration.
    -- How do identify the type of assessment your team needs
    -- Best practices for using a team assessment instrument
    -- What to do after the assessment for maximum impact

    I'll also share my favorites and explain why I like them and what I've seen them do. After all, you want results (not just a fun workshop), right?

    Bonus giveaways will include discounts on an assessment you may not have heard about yet. It's a powerful one that everyone who's part of a team should consider!
  • 10 Laws of Cloud Solution Building
    10 Laws of Cloud Solution Building
    Chaitra Vedullapalli and Karen Fassio Jan 9 2020 9:00 pm UTC 30 mins
    Building cloud solutions is a daunting task. Learn how to navigate the solution building with cloud technology with Cloud Hyperscalers.
  • Getting Started with Conversational Artificial Intelligence
    Getting Started with Conversational Artificial Intelligence
    Mobinology: Kenneth Chung, Co-Founder - Artificial Solutions: Chris Tew, VP APAC & Alexander Hoffmann, Presales Engineer Jan 14 2020 8:30 am UTC 45 mins
    What's Conversational AI and how can it transform my business? How do I get started?

    Conversational AI is changing the way people interact with technology. From speech enabled interfaces, through to intelligent virtual assistants and chatbots, it’s becoming increasingly apparent that customers are looking for a more humanlike, natural experience. But creating this type of experience requires more than just simple slot-filling chatbot technology, where users are expected to speak or text in formulaic, rigidly structured commands. Customers want to converse using their own words, phrases and terminology, and expect an intelligent response.

    From answering a simple billing query or booking a reservation, to delivering advice on complex topics, an intelligent conversational interface lets your customer ask for exactly what they want to know.

    Join Kenneth Chung, Head of Sales & Co-Founder of Mobinology and Chris Tew, VP Sales Asia Pacific at Artificial Solutions as they discuss how companies can get started on their digital transformation and conversational AI journey today. Then, Alexander Hoffmann, Presales Engineer at Artificial Solutions will live demo a Teneo built solution. With an established presence in delivering chatbot applications to enterprises, Mobinology brings a high level of expertise in building and deploying conversational applications. Together, with Artificial Solutions’ advanced conversational AI development platform, Teneo, the two companies are ideally positioned to take advantage of the growing demand for natural language interfaces. Both companies have recently signed a partnership to tackle the growing demand for natural language interfaces in Asia.
  • Supercharge the Productivity of your Inside Sales Teams
    Supercharge the Productivity of your Inside Sales Teams
    Hannah Kundra and Niccolo Zapponi, Senior Solution Engineer Salesforce Jan 14 2020 10:00 am UTC 28 mins
    Salespeople today spend more time selling in front of a computer screen than in person. Research also shows that inside sales roles are growing 15 times faster than field sales roles.

    That means it’s more important than ever for companies to stay ahead of the curve with their teams and their technology. The most effective Inside Sales teams know how to collaborate seamlessly across teams and operationalise their step-by-step sales guides and best practices.

    Join this webinar to find out how you can accelerate virtual selling by arming your Inside Sales teams with:

    1 - Insights on how to prospect smarter and faster
    2 - Integrated tools to eliminate busywork and wasteful admin time
    3 - New levels of best-practice automation for scalable & repeatable success
  • NETWORKING: Building Your Connected Business Community
    NETWORKING: Building Your Connected Business Community
    Chad Meyer, Co-Founder & EVP Sales Xceleration Jan 14 2020 8:00 pm UTC 60 mins
    Learn best practices for networking to build and grow your business contacts. You will learn how great salespeople build out their connections to support their sales process.