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Sales

  • Sales Webinar: See the Latest Guided Selling & Engagement Analytics Techniques
    Sales Webinar: See the Latest Guided Selling & Engagement Analytics Techniques Michael Schultz - VP Marketing & Business Development, ClearSlide Recorded: Mar 29 2017 37 mins
    I’d like to invite you to join a live demo webcast of ClearSlide's new Polaris Release. If guided selling is a top priority this year, attending this hands-on session will give you a practical solution.

    Learn how our recommendation engine puts content in context, guiding reps through the sales process – surfacing approved ClearSlide content in Salesforce at exactly the right time. This provides leaders confidence that their sales processes will be followed. There are also new dashboard views in Salesforce that help manage team and individual performance.

    You will learn how to:
    •Get your team to use the right content in the context of each deal
    •Stay on top of deals using real-time customer engagement data
    •Quickly identify at-risk opportunities
    •Use team and individual insights dashboards for coaching
  • Are you Setting the Right Objectives for Sales Training?
    Are you Setting the Right Objectives for Sales Training? Christian Maurer Recorded: Mar 29 2017 47 mins
    Many Sales Executives are under the impression that they are not getting the results they have expected from sales training. This webinar will discuss how setting the right objectives for sales training is a corner stone to improve this situation.
  • AI for Sales Operations: The Next Revolution
    AI for Sales Operations: The Next Revolution Michael Lock, CEO of Aviso Recorded: Mar 29 2017 45 mins
    Sales forecasting is experiencing an AI disruption that's nothing short of epic. As the first to introduce this technology into the organization, Sales Ops is ushering in something big. Find out how you can leverage AI to improve sales forecasting and eliminate errors caused by spreadsheets, and how early adopters at technology companies obtain an accurate forecast on day 1 of Q, predict run rate business, and gain business visibility and actionable AI-powered insights that immediately improve sales.
  • The Art and Angst of Sales Talent Management
    The Art and Angst of Sales Talent Management Peter Ostrow, Research Director at SiriusDecisions and Meera Mehta, Senior Director, Product Marketing at Clearslide Recorded: Mar 28 2017 48 mins
    How can you most effectively identify better talent, accelerate onboarding and get your new hires to achieve quota faster?

    In this March 28th webinar on The Art & Angst of Sales Talent Management, you'll discover:

    - A innovative model that helps you attract and retain top sales reps and managers
    - Which Sales Enablement investments will have the greatest impact on sales rep productivity
    - Best-in-class techniques to shorten the hiring and on-boarding process
  • Sales Coaching 101: Trends, Tips and Best Practices from Today's Top Sellers
    Sales Coaching 101: Trends, Tips and Best Practices from Today's Top Sellers Barbara Giamanco, Nancy Bleeke & Carole Mahoney Recorded: Mar 27 2017 62 mins
    Effective coaching can transform sales.

    Coaching has become a hot topic in the sales world as more organizations realize that an effective coach can be the most significant factor in a salesperson’s ability to achieve their quota goals.

    Sales industry leaders Barbara Giamanco, CEO of Social Centered Selling, Nancy Bleeke, President & Chief Sales Officer, Sales Pro Insider, and Carole Mahoney, Founder & Sales Coach, Unbound Growth, come together to discuss trends, tips and best practices.

    Join this webcast to:

    - Learn how coaching improves sales results
    - Make sure that sales training 'sticks' with a solid coaching program
    - Get tips for finding each salesperson’s unique motivation for being successful in sales
    - Learn strategies for building goals and plans to move salespeople to greater sales success
  • Better Together: How Integrating Your Sales Tools Can Accelerate Sales Performan
    Better Together: How Integrating Your Sales Tools Can Accelerate Sales Performan Giles House, CMO, CallidusCloud and Jerry Rackley, Chief Analyst, Demand Metric Recorded: Mar 24 2017 61 mins
    In today's complex B2B sales environment, realizing the full benefits of the sales tool set depends on many factors, namely integration. Over 33% of the organizations studied have minimal to no integration between their sales tools.
    Through this sales tool integration study, it's been proven that the integration of sales tools with each other and CRM systems result in remarkably better sales outcomes. We want you to be able to generate revenue significantly easier and improve your sales process effectiveness. Watch DemandMetric and CallidusCloud to learn why only 15% of the study respondents use 5 or more of the tool categories and what are the top barriers of integrating sales tools.

    - What is the impact of trapping your sales tools in disconnected silos?
    - What is the current state of tool integration?
    - What benefits come when tools are integrated?
  • How To Effectively Generate A Constant Flow Of Customer Referrals
    How To Effectively Generate A Constant Flow Of Customer Referrals Donald Kelly Recorded: Mar 24 2017 46 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Customer Expectations in 2017: Exceeding Demand with Cloud & Digital
    Customer Expectations in 2017: Exceeding Demand with Cloud & Digital Alexandra Rijnoveanu, Business Applications Architect Recorded: Mar 23 2017 38 mins
    Customers' expectations are rising.

    According to the Customer 2020 Report, customer experience will overtake price and product as the key brand differentiator by 2020. Thanks to the Internet, consumers have access to more brands, products, and services than ever before, and thanks to the proliferation of mobile devices, they expect information everywhere and anywhere. Regardless of your industry, the people you want to reach will demand a consistent, rich digital experience across devices. Consumers' rising expectations actually create an opportunity for forward-thinking organizations. While this may seem hard to navigate or possibly overwhelming, there are an extensive set of integrated tools to help you in the journey and to successfully adapt.

    These tools will also empower your team to enhance their collaboration and productivity. Explore how your organization can tailor and leverage these tools to reflect and enhance your unique offering.

    Join this webcast to:

    - Learn how to shift to a customer-centric strategy and what is the core value
    - See how Microsoft Dynamics 365 becomes your customer hub of information and interactions
    - Explore how the extended Microsoft Cloud offering provides the latest solutions to enrich your customer knowledge and experience
    - Hear transformative customer stories from different industries and how Microsoft made the difference
  • Building a High Performance Sales Culture
    Building a High Performance Sales Culture Ken Thoreson, President Recorded: Mar 23 2017 40 mins
    In this focused session Ken will explore what separates those high performing organizations from those that miss their quotas. Understanding the 5 actions Sales Leadership must take to build a sales culture that thrives on challenges, accountability and success are critical success factors. Ken will provide attendees with specific tactics or actions to take to drive the right levels of intensity.
  • The Keys to MDF Success in a Digital World
    The Keys to MDF Success in a Digital World Steven Kellam Recorded: Mar 23 2017 55 mins
    As 2017 gets moving, the incentive world seems to be changing daily. The new buyer’s journey, digital marketing, social media ROI, cloud-based partners, digital body language, new specialized channels – the channel world is in flux. The one thing that has not changed is the need for growth. And love it or hate it, MDF and partner enablement still play a significant role in these efforts.

    A little back to basics, along with a good measure of the latest trends seems like a good place to start the year. While the core elements of a successful MDF program haven’t changed much, the increasingly dynamic context in which they are viewed and the rapidly changing landscape of the buyer’s and seller’s journey make it necessary to continue to dig deep into the details of each step of even the most historically successful program.
  • Data-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance
    Data-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance Chris Bucholtz, Content Marketing Director and Kevin Mannion, VP of N. America Recorded: Mar 22 2017 57 mins
    Sales coaching is widely acknowledged as a high value productivity investment, a view reinforced by Sales Management Association research. Yet few sales forces have impactful coaching programs due in part to the challenges of effectively allocating management’s limited coaching bandwidth.

    Learn how analytics can focus your coaching efforts to deliver the right coaching to every salesperson on your team

    Discover how data can reveal coaching best practices and top tactics

    Understand how the valuable data locked in your sales performance software can be analyzed to understand sales coaching success
  • 7 Sales Differentiation Secrets Every Salesperson Should Know
    7 Sales Differentiation Secrets Every Salesperson Should Know Lee Salz Recorded: Mar 22 2017 39 mins
    Sell the value! Those are the marching orders commonly given to salespeople as they are sent on a quest to hit their quotas. But what is the value? That’s what salespeople want (and need) to know. Without a sales differentiation strategy in place, every buying decision is laser-focused on price.

    Sales management strategist and founder of Sales Architects, Lee B. Salz teaches executives and salespeople how to harness the power of sales differentiation to win more deals at the prices you want. In this entertaining and educational virtual presentation, Lee will share 7 sales differentiation secrets every salesperson needs to know.

    Learn more about our sales differentiation program at www.SalesDifferentiation.com
  • Let’s Talk – Conversations Become a Differentiator with Relational Intelligence
    Let’s Talk – Conversations Become a Differentiator with Relational Intelligence Jane Gentry Recorded: Mar 22 2017 49 mins
    If your business involves people and, those people either sell for you or buy from you – you should join this webinar. Business is changing, but relationships are still at the heart of sales.

    Relational Intelligence. the ability to manage complex relationships, is quickly becoming one of the biggest gaps in sales.

    Sales Expert Jane Gentry will share how investing in Relational Intelligence will enable your sales team to manage relationships and create growth.
  • New Ways to Boost Sales Productivity in 2017 [Panel Discussion]
    New Ways to Boost Sales Productivity in 2017 [Panel Discussion] Gerhard Gschwandtner (Moderator); Anthony Iannarino, Teja Vora Recorded: Mar 21 2017 57 mins
    A new year, a new strategy, and new tools for winning sales! Join us for this webinar to get the inspiration and tips you need to set your intention to make 2017 the year of hustle, value creation, and digital transformation. Bestselling author and award-winning blogger, Anthony Iannarino, will share his top sales insights in this interactive webinar that welcomes audience participation and questions.

    Key takeaways for this webinar will include
    - The year of hustle. Learn how to create the right mindset and skillset to stay a step ahead of your competition.
    - The year of value creation. Discover how top performers focus on value creation - Anthony will share his secret sauce for winning more sales.
    - The year of digital transformation. Learn how to avoid time-wasting technology and social media traps and instead leverage the best tools to work 100 percent smarter, not harder.

    Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
    Speakers: Anthony Iannarino, Bestselling Author and Sales Leader
    Teja Vora, Director of Marketing, DocuSign
  • Universal Unified Communications Strategy Use Cases
    Universal Unified Communications Strategy Use Cases John Donahue & Samir Thapa, US Health & Life Sciences, Microsoft Recorded: Mar 21 2017 49 mins
    Ready to improve communication and collaboration across your organization? Leverage the new meetings and voice services inside the new Skype for Business. You'll realize opportunities that can help consolidate and reduce your operating expenses.

    Join this webcast to:
    - Integrate IM, which allows users to find others easily within familiar business apps and reach out to chat real-time 1:1 or with a group and with federated partners
    - Provide mobility and efficiency for care team, knowledge workers, remote sites, etc., while reducing or eliminating long distance costs
    - Facilitate collaborative meeting experiences, spontaneous or scheduled, from virtually anywhere with voiceover IP (VoIP), HD video, and secure content sharing—all in a single user experience

    This webcast is part of our Modern Workplace in Healthcare webcast series. Sign up for this session, or the entire series today!
  • Deploying Integrated Cloud Applications to Transform your Business
    Deploying Integrated Cloud Applications to Transform your Business Bart Sneary, Microsoft Technical Solutions Professional Recorded: Mar 17 2017 41 mins
    Transform your business and teamwork with integrated applications.

    Microsoft Dynamics 365 delivers a new approach to business applications through a single cloud service of purpose-built apps that help manage specific business functions. These purpose-built apps include functionality for Sales and Marketing, Customer Service, Finance, Operations, Field Service, and Project Service Automation.

    Join this webcast to:

    - Learn about the integrated set of productivity and reporting tools in Dynamics 365
    - See how to leverage the Internet of Things in connecting these apps
    - Deploy business functionality using an extensible platform with simple, easy-to-use tools

    This webcast is part of our Collaboration redefined webcast series. Sign up for this session, or the entire series today!
  • How to Sell to Small Business Customers
    How to Sell to Small Business Customers Melinda Emerson Recorded: Mar 16 2017 37 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Content Marketing for Sales: What, How & When To Increase Prospect Velocity
    Content Marketing for Sales: What, How & When To Increase Prospect Velocity Matt Heinz, President of Heinz Marketing Recorded: Mar 16 2017 39 mins
    Get proven, real-world advice on a sales-centric content strategy that accelerates prospect interest, attention, engagement and conversion. Includes audience and buying stage segmentation, content curation, nurturing, personal brand management and more.
  • Slammed! For the First Time Sales Manager
    Slammed! For the First Time Sales Manager Ken Thoreson, President Recorded: Mar 16 2017 46 mins
    In this jammed packed session, Ken will cover the mistakes first time Sales Managers make and how to avoid them. In addition topics of “Leadership vs Management”, running an effective “Sales Meeting:, Learning to Coach, building a “Sales Training Program” and the basics of Hiring Top Performers. This is can’t miss workshop for any sales manager or executive.
  • 3-Steps to Crush Your Sales Numbers in 2017!
    3-Steps to Crush Your Sales Numbers in 2017! Steven Rosen Recorded: Mar 15 2017 41 mins
    Learn the 3 Time-Proven Steps to Crush Your Sales Numbers in 2017
    In this webinar, you will learn
    •The formula for crushing your sales numbers
    •A 3-Step process for business execution
    •How to generate accountability, buy-in and ownership to executing the marketing plan
    •The power of measuring progress
  • Mindset Matters- How to help salespeople change their mindsets to improve sales
    Mindset Matters- How to help salespeople change their mindsets to improve sales Carole Mahoney Recorded: Mar 15 2017 48 mins
    Join Carole as she shares her preliminary research into how to identify who on your sales teams can improve now and how to train and coach them using proven psychological and behavioral sciences. You can adapt your development programs to help salespeople break quotas and keep your top performers longer.
  • Executive Engagement: Tips to Access the C-Suite
    Executive Engagement: Tips to Access the C-Suite Lisa Magnuson Recorded: Mar 15 2017 39 mins
    Senior Sales Leaders, Sales Managers and Sellers will all learn invaluable tips about:
    •What makes you invaluable to executives
    •How to deploy the ‘Goldilocks Principle’ for due diligence
    •The role of strategic planning and building a Strategy Brief
    •Five ways to secure a meeting
    •How to set the meeting up for success
    •Tips to keep the door open
  • Best Practices for Resource Management & Deployment in Today's Digital World
    Best Practices for Resource Management & Deployment in Today's Digital World Prasanna Adavi, Microsoft Project MVP EPMA, Inc. Recorded: Mar 14 2017 63 mins
    Resource management and deployment is the efficient and effective development of an organization's resources when they are needed. As digital transformation continues to descend and transcend, these resources and needs are transitioning and evolving.

    When it comes to a Project Portfolio Management (PPM) solution deployment, resource management is one of the most common requirements. Most executives want to know answers to questions like: How is my current resource utilization going? What does my Requirements vs. Committed Capacity charting look like? Can my organization/group handle the requirements that are lined up for them for the upcoming period?

    Ironically, while these questions are the most basic and common questions to ask, they're also the most difficult questions to answer accurately. A sensible approach is needed to put the proper framework in place, so that when these questions are asked, you're ready with answers.

    Join this webcast to learn how to use a resource management perspective to:

    - Use Project Online to set up the project framework, plan the work, execute it, track it, and provide accurate reporting
    - Address executives' most common questions about PPM, spanning areas like planning of work, estimation, tracking of actual work, and maintenance of the plans
    - Leverage what-if analysis to help you make better informed PPM decisions
  • Sales Enablement:  Technology, Tactics, Training or Tricks?
    Sales Enablement: Technology, Tactics, Training or Tricks? Barbara Weaver Smith Recorded: Mar 14 2017 45 mins
    Sales Enablement. Is it another buzzword gaining traction—distracting well-meaning sales leaders from more compelling issues—or a must-have sales strategy that will leave your team in the lurch if ignored? Tune in for a guided tour through the hype to better understand what’s up with “how to help sales, sell.”
  • Frost & Sullivan Presents: How to Engage the Modern Customer
    Frost & Sullivan Presents: How to Engage the Modern Customer Melanie Turek, Vice President, Enterprise Communications Recorded: Mar 14 2017 62 mins
    Do you know what happens when a customer contacts your business? Surprisingly, most companies don’t. That’s because ensuring a great customer experience is extremely difficult. But there is a way to bridge that gap. Join us for an informative webinar with Frost & Sullivan’s Melanie Turek and learn how to:

    • Optimize customer engagement, globally and on every channel of choice

    • Create exceptional experience at every step of the customer journey

    • Modernize your contact center by integrating with the latest tools your customers need

    • Extend customer engagement beyond the bounds of the contact center by leveraging internal experts