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Sales

  • How to Run a TOP Opportunity War Room and Get $$$ Results
    How to Run a TOP Opportunity War Room and Get $$$ Results
    Lisa Magnuson, Founder & CEO, Top Line Sales Recorded: May 17 2019 47 mins
    Senior Sales Leaders, Sales Managers and Account Managers will all learn about:

    How to spot a TOP opportunity
    Why a War Room approach works and delivers top $$$’s
    What you need to know about War Room strategy
    Three big roadblocks and how to avoid
    Key points to ensure ongoing success with account based selling
  • Hunting Enterprise Clients: Five Mysteries to Master
    Hunting Enterprise Clients: Five Mysteries to Master
    Barbara Weaver Smith Recorded: May 17 2019 44 mins
    Enterprise accounts are not just bigger; they are different. This webinar presents five key methods a $5m - $250m company must master to WIN THE SALE and WIN THE LOYALTY of big company customers. They involve
    •Assumptions
    •Business Savvy
    •Management Tools
    •Negotiations
    •Onboarding
    New and actionable advice!
  • Six Core Competencies For Strategic Account Managers
    Six Core Competencies For Strategic Account Managers
    Ago Cluytens Recorded: May 17 2019 34 mins
    In this webinar, Ago Cluytens will take a deeper dive into the six core competencies that are required for Strategic Account Management success. Based on in-depth, current research around what high-performers do differently, Ago will give a detailed breakdown of how your organization – and you – can increase account penetration, protect your most valuable account from competitors, and generate substantially more revenue.
  • Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sale
    Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sale
    Liz Heiman Recorded: May 17 2019 31 mins
    Why your Key accounts aren’t growing as much as they could be
    Understanding your current situation and relationships
    Prospecting in Key Accounts
    Building a plan to grow an account
    Leveraging your team to succeed
  • More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities
    More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities
    Caryn Kopp, Chief Door Opener Recorded: May 17 2019 45 mins
    Leaders! Join Chief Door Opener, Caryn Kopp when she shares the secret sauce for landing meetings with larger prospects. You’ll learn:
    •Which prospects are exactly right for you
    •How to create the sales message that piques interest and gets you in
    •The tactics that Door Openers® use to get meetings others can’t
  • Building Your CX of the Future -- Take the First Steps Today
    Building Your CX of the Future -- Take the First Steps Today
    Chris Bauserman, VP Segment and Product Marketing, NICE inContact Recorded: May 16 2019 61 mins
    Building a best-in-class customer service team and customer-centric organization is a marathon, not a sprint. Your customers, and your c-suite, are pressuring you to innovate and improve. But how do you take the first step and keep on pace on your transformation -- while executing on the daily operational pressures?

    Join CCNG and Chris Bauserman, VP Segment and Product Marketing for NICE inContact, for a discussion and set of tools that you can use to benchmark your operations and identify the next best action your organization can take to build your CX of the future.

    We will discuss:
    - New consumer research: How are your customers' expectations changing?
    - CX Maturity Model diagnostic: Where do your CX operations stack up vs. your peers?
    - Personalized next steps: What 2019 hot topics are right for you to adopt?
  • Setting Sales up for Success with Sales Strategy
    Setting Sales up for Success with Sales Strategy
    Liz Heiman, Chief Strategy Officer Recorded: May 16 2019 37 mins
    46% of sales reps don’t hit their goals. Is that good enough for you? Don’t leave sales results to chance. Make sure you set your sales team up to succeed. These 7 steps will help you ensure that your team has what they need to succeed.

    You will learn:

    1.Avoiding Sales Prevention
    2.How Vision Helps
    3.Sales Leadership
    4.What Your Sales Team Needs from You
  • How to Place Your People into Functional Sales Roles for Large Accounts
    How to Place Your People into Functional Sales Roles for Large Accounts
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: May 15 2019 43 mins
    Program #5 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.

    Hunter, Farmers, SDR, ADR, BDR, Account Exec, Road Warrior, Pre-Sales Engineer—the mix of specialized roles and titles can be overwhelming, especially for a small but growing company. This presentation will help you sort out the whys and wherefores of placing your people into the most appropriate roles for success in selling your product/service lines to large accounts, and to set the stage for scaling as you grow. For larger companies, you’ll get ideas for re-org if you’re not getting the results you want.

    You will learn:

    1.What the variety of sales roles today and how each supports large account sales.
    2.How to enable a team sales approach for large account sales.
    3.How to effectively engage subject matter experts in your large account sales process.
    4.How to consider resellers, partners and intermediaries as part of your sales team.
    5.Complications in placing people and how to avoid them.
  • Automating the Contracting Process: How Arm Closes More Deals Faster
    Automating the Contracting Process: How Arm Closes More Deals Faster
    Graeme Coyne, Account Executive, DocuSign Recorded: May 15 2019 34 mins
    Legacy sales motions are slow and inefficient, allowing crucial deals to slip and reducing the amount of revenue that can be realised.

    This was the case for Arm Holdings, a leading provider of software design, which needed to evolve to keep up with an increasing volume of customers and contracts come quarter-end.

    In this live webinar, Delivery Director James French will demonstrate how he automated Arm’s selling cycle with a modern System of Agreement. Learn how, as a result, Arm:

    •Prepares contracts in ServiceNow to populate documents and updates records automatically
    •Signs the contracts 8x faster with DocuSign
    •Manages contract data with Seal Software
  • Ep 98 Jay Tuel  - Account Based Sales Development in Action
    Ep 98 Jay Tuel - Account Based Sales Development in Action
    Tenbound Recorded: May 13 2019 36 mins
    Account Based strategies foster greater alignment across Marketing, Sales Development and Sales, and are de rigueur in modern revenue engines.

    But where do SDR’s fit in to the strategy and how can they add the most value?

    Jay Tuel is VP of Sales Development at Demandbase, and thought leader in the practice of Account Based Sales Development.

    Listen in as we deconstruct how he goes about setting up his program to maximize this approach, and where SDRs fit in, on this week’s Podcast!

    The Sales Development Conference 2019 is coming up August 23rd in San Francisco. EARLY BIRD SOLD OUT, grab remaining tickets while available! https://tenbound.com/conference/

    Big thanks to Darryl Praill of VanillaSoft for making this podcast possible. Check out their new Sales Engagement solutions here... https://www.vanillasoft.com/solutions/business-function/sales-engagement-platform/

    #SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19
    #marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk
    #salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm
  • How to Advance The Sale With 95% Certainty
    How to Advance The Sale With 95% Certainty
    James Muir Recorded: May 10 2019 48 mins
    Discover a method to closing that advances the sale with 95% certainty, is zero pressure and involves just two questions. In this session, you will learn the exact technique for advancing the sale while making clients feel more educated, in control, and causes them to see you as a facilitator and consultant.
  • Pricing Psychology: Getting into Your Customer's Head
    Pricing Psychology: Getting into Your Customer's Head
    Jack Malcolm Recorded: May 10 2019 39 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.
  • Create Snack-Size Presentations that Make Buyers Hungry for More!
    Create Snack-Size Presentations that Make Buyers Hungry for More!
    Julie Hansen, Founder Recorded: May 10 2019 21 mins
    Texts…tweets…chat… More people prefer their content in snack-size portions today. Long, linear presentations and demos are a thing of the past. Learn how to create powerful snack-size presentations that engage busy buyers and help drive sales!
  • The All-New Needs Assessment in the Age of the Customer
    The All-New Needs Assessment in the Age of the Customer
    Deb Calvert Recorded: May 10 2019 40 mins
    Our buyer research in the Stop Selling & Start Leading® movement revealed specific behaviors that buyers want to see from sellers. In this webinar, I'll share what this means for needs assessment and how you can shift from old-school diagnostic to buyer-preferred dialogic assessments.
  • 7 Phone Habits to Book More First Meetings
    7 Phone Habits to Book More First Meetings
    Marylou Tyler Recorded: May 10 2019 46 mins
    Author Marylou Tyler (Predictable Revenue & Predictable Prospecting) gives you 7 telephone strategies designed to book more first meetings, schedule more appointments with decision makers and turn your phone into a powerful sales tool that makes prospecting into targeted accounts fun, consistent, predictable and successful.
  • Seven Factors to Score Enterprise Accounts for Opportunities NOW
    Seven Factors to Score Enterprise Accounts for Opportunities NOW
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: May 8 2019 38 mins
    Do you know how to score your largest opportunities to determine how to move forward? Is your scoring criteria leading to big wins for your largest enterprise prospects? Are you gathering the right insights about your highest scoring prospects? Learn about the seven factors to score your enterprise accounts for opportunities now.

    You will learn:

    1.Why is scoring your top opportunities critical?
    2.What are the most important account scoring criteria?
    3.How to determine the best insights needed for your highest scoring prospects.
  • Derrick Williams - The Science and Art of Sales Development
    Derrick Williams - The Science and Art of Sales Development
    Tenbound Recorded: May 8 2019 38 mins
    Check out the upcoming Webinar series with HG Insights and outreach → hginsights.com/webinars

    Prior to joining HG Insights, Derrick Williams was a sought after consultant, specialising in Sales Development performance improvement.

    After implementing several successful projects, he was brought on board by HG Insights full time.

    He still brings that high-level consulting view to how he approaches Sales Development problems.

    Listen in as he dissects the issues and applies his solutions, while leveraging HG Insights, all the way through his process.

    This one is packed with practical tips! Check it out.

    Big news: The Sales Development Conference 2019 is coming up August 23rd in San Francisco. EARLY BIRD SOLD OUT … but, we just announced Team Packs (buy 4 get 1 Free).

    Grab remaining tickets today! https://tenbound.com/conference/

    #SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19
    #marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk
    #salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm
  • Sales Managers: Look Beyond Tomorrow for Sustained Growth
    Sales Managers: Look Beyond Tomorrow for Sustained Growth
    Deb Calvert, executive coach and trainer Recorded: May 7 2019 38 mins
    Short-Term vs. Long-Term.
    Managing Work vs. Leading People.
    Being Reactive vs. Proactive.

    These are tough decisions and challenges that face Sales Managers every day. It's easy to get swept up by the tyranny of the urgent and the revenue pressures at hand.

    But leaders inspire others by focusing on the future and continually building toward something better. And you can, too.

    Join me to move past small-picture thinking and a singular focus on the here-and-now. Become more inspirational and more proactive with the tips and techniques from this presentation.
  • Cut The Excuses - Strategies To Send Sales Through The Roof
    Cut The Excuses - Strategies To Send Sales Through The Roof
    Meridith Elliott Powell, The Connection Expert Recorded: May 7 2019 49 mins
    In the world of sales there are no excuses. Complaining and justifying non-performance a waste of time and energy. No one cares. . The only thing that counts is how many deals you close, how many clients you win, how many relationships you deepen. Sales Is about getting results!
    In this webinar we are going to not only show you what is holding you back as a sales professional, but give you the strategies you need to cut through those excuses. We will dive deep into how to more easily and effectively differentiate yourself from the competition, get out of the price war, and make that important connection with clients that has them begging to do business with you.
    Selling today is different – the marketplace, the customers, the competition. Doesn’t it make more sense you would need a new set of strategies. If you are looking for ideas, insights and the secrets to opening more doors and closing more sales then this is the webinar for you. Join business growth strategist, Meridith Elliott Powell, and learn the what it takes in today’s marketplace to send sales through the roof!


    You will learn:

    1. The truth about what is holding you back in sales
    2. Epic ideas for cutting through the excuses
    3. Proven ideas to open more doors and close more sales
    4. A powerful plan of action to send sales through the roof
  • Part 3: Personal Development Essentials - How to Find the Time
    Part 3: Personal Development Essentials - How to Find the Time
    ISM Leader: Ruta Misiunaite Recorded: May 7 2019 30 mins
    Reasons to Attend:

    You have set yourself an exciting goal. You’ve come up with a solid step-by-step plan of how to achieve it. But you just can’t find the time in your busy schedule to work on it? You’re not alone!

    In the final installment of Personal Development Essentials, Ruta will show how she managed to find 100+ hours a year of her time for personal development whilst keeping up with her day to day activities. Make sure you find time for what’s important and sign up to this webinar now!

    Key Takeaways

    • An overview of what’s getting in the way of you achieving your goals
    • Simple mindset tricks to help you achieve your goals quicker and with more ease
    • Practical tips on how to carve out at least 15mins for personal development each day
  • What Sales Can Learn From a Navy Seal
    What Sales Can Learn From a Navy Seal
    Carole Mahoney, The Sales Coach Expert Recorded: May 6 2019 25 mins
    Join host Carole Mahoney ask she talks with Stephen Drum, a combat-tested Navy Seal and senior enlisted leader with 26 years of leading and developing high-performance teams to succeed. Together they explore what salespeople, sales managers, and sales leaders can learn from how the Navy Seal prepare, practice, and perform in high stake moments.

    You will learn:

    1. Why preparedness is so important, and why we don’t do it.
    2. What processes can be learned from performance psychology.
    3. How the military reviews, drills, and executes to continuously improve results.
    4. What steps we need to take to better prepare and the one thing we must absolutely do.
    5. The surprising element that every sales professional must remember.
  • Attract Buyers Like a Magnet with these Sales Strategies
    Attract Buyers Like a Magnet with these Sales Strategies
    Barbara Giamanco, Sales and Social Selling Advisor Recorded: May 3 2019 42 mins
    To reach today’s modern buyer, sellers need a mashup of inbound and outbound sales activities. Barb Giamanco will share 7 strategies for using social channels and creative outbound approaches to peak buyer’s interest, attracting them to your salespeople like a magnet. That’s the path to generating more leads and sales conversations!
  • Is Your Personal Brand on LinkedIn Costing You Sales?
    Is Your Personal Brand on LinkedIn Costing You Sales?
    Viveka von Rosen Recorded: May 3 2019 48 mins
    People who think that LinkedIn isn’t worth their time have probably not experienced the exposure or engagement they need to noticeably build their business. An insubstantial presence on LinkedIn IS costing you credibility and that IS costing you business. This webinar will cover the steps you need to create a powerful brand on LinkedIn.
  • How to Unlock Amazing Sales Results by Improving Your Social Evidence
    How to Unlock Amazing Sales Results by Improving Your Social Evidence
    Paul Watts CSP CSL Recorded: May 3 2019 27 mins
    Are You Looking for…Higher Quality Leads / Referrals, More Motivated Customers, Increased Deal Velocity or Improved Close Ratios? Then, You should consider how your Social Evidence is working for You or not. This webinar will explore the power of Social Evidence and how to leverage it for your business.
  • 8 Steps to Rolling Out a Powerful Social Selling Program
    8 Steps to Rolling Out a Powerful Social Selling Program
    Brynne Tillman Recorded: May 3 2019 36 mins
    Learn the 8 steps that every sales team needs to implement in order to launch a profitable and scalable LinkedIn & Social Selling program.

    1. Define KPIs and Goals
    2. Buyer Mapping
    3. Selecting Tool Stack
    4. Content Strategy
    5. Playbook
    6. Profile Development
    7. Training
    8. Measure and Coach for Improvement
  • 5 Reasons Your Business Needs a Sales Process
    5 Reasons Your Business Needs a Sales Process
    Mark Thacker, President, Sales Xceleration May 20 2019 7:00 pm UTC 45 mins
    Join us and learn the top five things to do to build an effective sales process that focuses on driving revenue growth.
  • Linguistics + Machine Learning = The Ultimate Conversational AI Experience
    Linguistics + Machine Learning = The Ultimate Conversational AI Experience
    Tim Bartz, Yelena Kasianova May 21 2019 3:45 pm UTC 45 mins
    The buzz around Deep Learning and Big Data have led many decision-makers to believe that Machine Learning alone can recognize intent and provide proper responses without human supervision. Real-world experience proves otherwise.

    Our unique patented hybrid approach is flexible and allows enterprise personnel to use linguistic tools to train an AI Assistant into more than an advanced FAQ bot, even without data. Thus collected data from multiple sources is used as context to optimize the solution’s ability to carry on natural language dialogs, embodying the tone, personality, and other attributes consistent with the company’s brand.

    Join Tim Bartz, EMEA Presales Consultant at Artificial Solutions as he demos Teneo's Hybrid capabilities.

    -

    Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.
  • Pillars of Building A Good Outbound Channel (ScaledUp Ep. 3)
    Pillars of Building A Good Outbound Channel (ScaledUp Ep. 3)
    Lloyd Yip, The Startup Sales Expert May 22 2019 3:00 pm UTC 45 mins
    Outbound is the most predictable and scalable channel for pipeline generation. However, it is also incredibly hard to build in an effective manner. You can probably even remember receiving awful cold outreach from companies that you immediately tossed to the trash.

    In this session, we’ll go through how you can design an outbound process that cuts through the noise and compels your prospects to respond.

    You Will Learn:

    1.The four ingredients to a strong outbound strategy
    2.Four common mistakes that will ruin your outbound effectiveness
    3.Putting it all together to craft an amazing outbound strategy
  • The Hidden Costs of Employee Attrition
    The Hidden Costs of Employee Attrition
    Ron Davis, Tenacity May 22 2019 6:00 pm UTC 58 mins
    CCNG conducted a survey of its members to see how they measure the cost of attrition. The findings surprised us!

    Join us for this webinar as we learn from your peers how to properly measure attrition costs, and discover what steps you should take to prepare your organization to address this chronic problem.

    During this webinar with Ron Davis of Tenacity, we will discuss:
    *What your peers are doing to measure the costs of attrition
    *Key errors to watch out for when you calculate your costs
    *A framework that any executive can use in order to comprehensively measure the costs of attrition
  • Leading Growth as a Managing Partner
    Leading Growth as a Managing Partner
    Michael Dalis, The Drive-Sales Expert May 23 2019 6:00 pm UTC 45 mins
    You are a Senior Leader in a Professional Services Firm, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales growing at the pace you need? While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger biz dev effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow revenue acceleration,
    -avoid the common failure points in business development initiatives, and
    -pick your spots where strong Leadership and Coaching impact faster sales growth.

    Following this webinar, it will be clear what you can do as a Managing Partner to lead faster Business Development growth by making the right adjustments to your Business Development investment.

    You will learn:

    1. Why the responsibility for growth cannot be fully delegated.
    2.What roles senior leadership plays in growth
    3.How to play those roles effectively
  • How to Secure a Modern Web Application in AWS
    How to Secure a Modern Web Application in AWS
    Shaun McCullough, SANS Institute | David Aiken, Solutions Architect AWS May 30 2019 12:00 pm UTC 55 mins
    SANS analyst and instructor Shaun McCullough provides an introduction to exploring the vulnerabilities associated with modern web applications, the web application firewalls and DevSec operations that oversee security for continually updating of code. This process, known as threat modeling, is vital to the ability to prioritize vulnerabilities and security operations to meet those challenges. Shaun offers practical recommendations for addressing threats, with a focus on web apps, while running in an IaaS/PaaS cloud service using a DevOps process.

    Attendees will learn:

    - The meaning and process of threat modeling and DevOps
    - Threat modeling for a web app front end
    - Risks associated with the DevOps process
    - How to seamlessly integrate security

    Speakers:
    Shaun McCullough is a community instructor for the SEC545 Cloud Security Architecture 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 covering AWS Marketplace, Service Catalog, Migration Services, and Control Tower. He leads a team of specialist AWS SAs that help customers implement security and governance best practices using native AWS Services and Partner products.

    *The views and opinions of the SANS Institute and their presenter, Shaun McCullough, are their own, and do not necessarily reflect the positions of AWS.
  • 3 Key Strategies to Re-Imagine Agent Onboarding
    3 Key Strategies to Re-Imagine Agent Onboarding
    JD Dillon, Principal Learning Strategist, Axonify May 30 2019 6:00 pm UTC 57 mins
    It takes an average of 11.5 weeks to onboard just one agent - and one in three agents will leave your organization within the year. The time to reimagine your approach to onboarding has never been more critical.

    With a new way of thinking about onboarding agents, you can speed up time-to-competency, mitigate early turnover, and continuously build capability on-the-job, which will ultimately drive better business performance. We’ll give you 3 key principles that call center leaders, including BT Consumer, the UK’s largest provider of broadband services, are applying to their business to improve results.
  • What Sales Can Learn from Improv Comedy
    What Sales Can Learn from Improv Comedy
    Julie Hansen, The Sales Presentation Expert Jun 5 2019 4:00 pm UTC 45 mins
    How is sales like improv? Both require the ability to adapt quickly to change, connect with a variety of players, and move the conversation forward. Sales Coach, Actor and Improv Performer Julie Hansen shares proven improv techniques from Improv Comedy that can help salespeople and sales leaders successfully collaborate with customers, overcome objections and move the sale forward.


    You will learn how to:
    1.Quickly pick up on buyer cues
    2.Make your customer look (and feel) good
    3.Easily overcome objections
    4.Avoid this “conversation killer”
    5.Move the sale forward
  • Assess, Align and Accelerate - 3 Steps to Power Revenue Growth
    Assess, Align and Accelerate - 3 Steps to Power Revenue Growth
    Christopher Ryan, The B2B Revenue Growth Expert Jun 6 2019 5:00 pm UTC 45 mins
    In our third event in the Revenue Growth Series, Chris Ryan and special guest expert Ron Friedman will share a powerful 3-step process for accelerating revenue growth. Drawing upon the speakers’ extensive experience as business builders, corporate executives, and sales and marketing experts, Ron and Chris will share strategies and tactics that have led to consistent revenue acceleration, company turnarounds and improved company valuations.
    Starting with five specific ways you can assess the strength of your existing sales and marketing performance, we will then cover eight action items you can take to align your marketing and sales teams. We will close with three important things you can do to accelerate revenue growth as well as an example of a B2B company that vastly improved its performance by following this three-step methodology. As a bonus, all attendees will receive a free copy Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.
    By attending this event, you will:
    1.Learn the best ways to accurately assess your existing marketing and sales performance.
    2.Recognize the factors that lead most quickly to revenue growth.
    3.Know how to align every part of your lead-to-revenue process for maximum results.
    4.Establish the right metrics to manage performance.
    5.Understand how to accelerate your revenue growth and gain competitive advantage.
  • Reducing Agent Effort and Lowering AHT for a Better CX
    Reducing Agent Effort and Lowering AHT for a Better CX
    Roger Lee, Director - Customer Success, Gridspace Jun 6 2019 6:00 pm UTC 60 mins
    Providing an effortless employee experience is critical in delivering memorable customer service. How do you ensure that your customer service professionals are communicating accurate and complete information when they interact with your customers/clients? How do you know your customer service professionals are providing appropriate products/solutions to better serve your customers/clients?

    Join us for this discussion in which Roger Lee, Director - Customer Success for Gridspace, will share his thoughts on how to utilize machine learning speech analytics to provide agent assistance to improve both the employee and customer experience.
  • Future of Service in a Customer Centric World - Learnings from 2018
    Future of Service in a Customer Centric World - Learnings from 2018
    Anne Marie Forsy CEO, CCA. Dr Natalie Petouhoff, VP, Salesforce Jun 11 2019 1:00 pm UTC 61 mins
    Experts Tips for Service Transformation and Setting up for Success in 2019.

    Knowing which levers to pull to improve your service operation can be a challenge. Having the right leadership to make success a reality can be the make or break for your customer engagement programmes.

    We will uncover tips and tactics for success to help you drive transformation in the year ahead. Join us for this lively discussion hosted by CCA CEO Anne Marie Forsyth.
  • How to Build a Private Marketplace & Govern Software Provisioning with Speed
    How to Build a Private Marketplace & Govern Software Provisioning with Speed
    Brad Lyman, Senior Manager AWS Marketplace Jun 13 2019 1:00 pm UTC 13 mins
    It's important for enterprises to find a simple way to ensure their engineering teams comply with procurement, legal, and security controls without reducing agility. In this tech talk, we provide an introduction to Private Marketplace and demonstrate how to create a custom catalog of approved third-party solutions. You'll learn about the thousands of solutions that can be added into your Private Marketplace and the various pricing and deployment methods that can be pre-configured into your approved solutions.

    Enable self-service procurement and help reduce the procurement cycle time for new solutions or vendors from months to hours. Learning Objectives:

    - Learn how to create a Private Marketplace and what configuration and deployment looks like
    - Learn how to select from thousands of third-party solutions in AWS Marketplace and add them to your Private Marketplace
    - Understand how to manage Private Marketplace and customize it with company branding
  • Incentives – following the money and growing profits
    Incentives – following the money and growing profits
    Christian Atherton and Sam Oliver-Welsh: Simon - Kucher & Partners Jun 18 2019 10:00 am UTC 75 mins
    Reasons to Attend:

    Incentives can be a powerful lever to drive sales, but it can be a challenge to get them right.

    Questions like:

    What metrics should we use? Sales? Gross Margin?
    Should we keep it simple or should we drive better outcomes more elements in a balanced scorecard?
    How much of the reward should be variable?
    Should we cap incentives?

    We think that we are rational about incentives, but actually, we all share some innate biases that could be leading to sub-optimal sales outcomes. Join us for our “Incentives - following the money” webinar to see how you can counter or even take advantage of sales biases to drive better sales performance.


    Key Takeaways

    •Insight on what metrics tend to work best
    •How thinking of incentives as a cost can lead to sub-optimal decisions
    •Learn whether incentive caps tend to be a good idea or not
    •The place and relative value of penalties vs. positive incentives
    •How to maximise the impact incentives
  • Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
    Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
    Deb Calvert, Sales Author, Speaker, Researcher, and Coach Jun 18 2019 3:00 pm UTC 45 mins
    This presentation is about knowing what drives sales productivity and how to strategically pull the levers for a balanced and more predictable performance.

    We’ll review the top 7 Sales Productivity Drivers and the interplay between them. You’ll be able to diagnose which ones you need to work on for improved sales performance.

    Join me to identify which Sales Productivity Drivers need your attention and which ones can go on auto-pilot in your organization.
  • 6 Ways to Increase Self-Service Success on Your Support Portal
    6 Ways to Increase Self-Service Success on Your Support Portal
    David James, Director, Product Marketing, Coveo Jun 18 2019 4:00 pm UTC 36 mins
    It’s no surprise when it comes to resolving issues and finding information, customers prefer self-service. And organizations prefer it because it dramatically reduces support costs. But if you want to make great self-service a reality on your support portal, you need to give customers an intelligent and intuitive search experience and proactively recommend content that can help.

    Join us for this live webinar to learn the 6 best practices to increase self-service success & boost case deflection.

    In this webinar, we will:

    -Dive into what great self-service looks like and show you the formula for creating relevant support experiences
    -Share case study examples of successful support portals and communities using Coveo
    -Answer questions about AI-powered search capabilities

    If you’re a Customer Service Innovator, a Community Manager, or interested in the latest self-service trends, you won’t want to miss this info-packed session on the power of AI-powered search to boost customer self-service.
  • Power UP your Value Prop for ABM
    Power UP your Value Prop for ABM
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Jun 18 2019 4:00 pm UTC 45 mins
    Revenue forecasts in 2098 are betting on “account based” marketing and sales strategies to drive deeper relationships that will result in pipeline growth and deeper account penetration. But not all ABM efforts are truly “account based.” Many companies are simply doing the same targeted or vertical marketing they have always done. For true ABM, a key focus area is developing a deep understanding of the account’s external drivers and translating that into relevant, buyer-focused messaging that increases engagement. What does it take to create an “ABM” value proposition?

    You will learn:

    1.How to identify external business drivers that are the seeds of buyer relevance
    2.Translating the drivers into truly differentiated offerings and messaging
    3.The components of an ABM-ready Value Proposition
    4.Building a sales-ready value proposition from the outside-in
  • Using LinkedIn to Drive Lead Gen (ScaledUp Ep. 4)
    Using LinkedIn to Drive Lead Gen (ScaledUp Ep. 4)
    Lloyd Yip, The Startup Sales Expert Jun 19 2019 3:00 pm UTC 45 mins
    Linkedin is the most powerful, yet under-utilized channel for business development out there. If you are in B2B, your clients are on LinkedIn, so why not capitalize on it?

    In this session, we’ll discuss how to leverage LinkedIn so you can build your brand and generate more pipeline for your business. Long gone will be the days where LinkedIn is just an online resume

    You Will Learn:

    1.How LinkedIn differs from other channels
    2.Using LinkedIn to identify your ideal clients
    3.A step by step process for building an outbound prospecting process on LinkedIn
    4.BONUS: How to become a thought leader on LinkedIn to drive pipeline
  • How to Integrate Sales and Marketing for Large Account Success
    How to Integrate Sales and Marketing for Large Account Success
    Barbara Weaver Smith, The Large Account Sales Expert Jun 19 2019 4:00 pm UTC 45 mins
    Program #6 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 sales operations fully integrate their marketing and sales functions in an approach usually called Account-Based Marketing and Sales. Although the term typically refers to technology solutions, the technology is an enabler—not the fundamental approach. Failing to capture the lifetime value of a large account customer is where most companies of all sizes miss the mark. Close alignment of sales with marketing markedly increases the likelihood of major account growth.


    You will learn:
    1.What is marketing’s role in the integrated process?
    2.How to integrate two units that are hostile or disinterested.
    3.What options you have for managing an integrated unit or closely aligned divisions.
    4.Where Sales Enablement may fit into an integrated process.
    5.How and why you should treat a large account as a “Market of One.”
  • Values Based Sales Leadership
    Values Based Sales Leadership
    Jeffey Lipsius, The Customer Awareness Expert Jun 19 2019 7:00 pm UTC 45 mins
    Are you tired of constantly being the one who keeps your sales team motivated? Wouldn’t it be great if your salespeople learned to motivate themselves? True motivation comes from within. Secure your salespeople’s inner-motivation by creating a selling culture that promotes it. Culture is shaped by values. This webinar introduces seven values sales leaders can implement to create a high performance selling culture.

    You will learn:

    1.The seven values for securing a high performance sales force
    2.How to motivate salespeople from within
    3.The root cause of interference to sales performance
    4.To ignite a perpetuating cycle of ongoing sales learning and improvement
    5.How to perpetuate your sales team’s continuous learning and improvement
  • Growing sales with unified digital platform
    Growing sales with unified digital platform
    Jim Preston, Sales Director, Showpad Jun 20 2019 10:00 am UTC 60 mins
    Reasons to Attend:

    Today’s B2B buyers are more savvy and demanding than ever. They want a high quality, personalised and interactive content in real-time that will enable them to make informed buying decisions.

    Learn how a relatively new discipline, sales enablement, empowers teams with the tools, content, knowledge and skills to boost engagement with buyers resulting in improved returns. Furthermore, understand how digital alignment from CRM to marketing automation and sales tools, is essential for success empowering real-time activity and reporting through AI.

    Key Takeaways

    Understand how ‘Sales Enablement’ together with Digital Transformation help your organisation to:

    - Boost Sales and ROI through a centralised end-to-end platform that aligns Sales and Marketing.
    - Adopt a buyer-first approach by creating personalised, buyer-driven content in real-time to boost engagements and results.
    - Reduce cost and drive efficiency with AI-driven search, recommendations and integrated IT infrastructure.
  • Unlocking the Value in Conversational Data
    Unlocking the Value in Conversational Data
    Tim Bartz and Yelena Kasianova Jun 25 2019 3:30 pm UTC 45 mins
    Data is widely recognized as one of the most valuable assets a company owns. Conversational data is, without doubt, the most valuable. The challenge is to understand what this data means and what effective actions to take as a result. Recognizing new or unexpected trends while staying in tune with customer behavior and sentiment is a competitive advantage, and key in building successful customer relationships, maintaining loyalty and increasing repeat business.

    Join Tim Bartz, EMEA Presales Consultant at Artificial Solutions as he demos Teneo's Hybrid capabilities.

    -

    Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.
  • Proven Relationship Mapping = More Enterprise Contacts
    Proven Relationship Mapping = More Enterprise Contacts
    Lisa Magnuson, The Landing 7-Figure Deals Expert Jun 26 2019 4:00 pm UTC 45 mins
    Do you know what relationships are needed to land your largest prospect? Is each relationship mapped to a primary and secondary person in your organization? Have you analyzed each of these relationships to set appropriate relationship goals?

    You will learn:

    1.Why is relationship mapping a fundamental element for all large prospect development?
    2.What are the most important aspects to a winning relationship map?
    3.How to determine if you are on the right track and set up for success.
  • Driving Growth as a Bank CEO
    Driving Growth as a Bank CEO
    Michael Dalis, The Drive-Sales Expert Jun 27 2019 6:00 pm UTC 45 mins
    You are a Senior Leader at your bank, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales with qualified clients growing at the pace you need?  While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger BD effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former banker, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow revenue growth,
    -avoid the common failure points in business development initiatives, and
    -pick your spots where strong Leadership and Coaching accelerate sales growth.

    Following this webinar, it will be clear what you can do as a banking leader to drive faster Business Development growth by making the right adjustments to your Business Development investment.

    You will learn:

    1.Why the responsibility for growth cannot be fully delegated.
    2.What roles senior leadership plays in growth
    3.How to play those roles effectively
  • How to Overcome Every Sales Objection
    How to Overcome Every Sales Objection
    Chris Murray, founder of the Varda Kreuz Training Group Jul 2 2019 10:00 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 High Performance Sales Teams That Make More Sales In Any Economy
    How To Build High Performance Sales Teams That Make More Sales In Any Economy
    Gavin Ingham: ISM Fellow Jul 2 2019 1:00 pm UTC 60 mins
    Reasons to Attend:

    This #IAM10 High-Performance Teams webinar will help you to build world-class teams that are more motivated, more focused and more productive.

    Are your teams frazzled, constantly fire-fighting and drowning in day-to-day challenges? Do they struggle to find time to focus on their most important tasks? Does it sometimes feel like Groundhog Day where your people seem to be going through the motions, day after day? Do you feel like a small percentage of your people are on fire and the rest is just smoldering, lacking that important spark of motivation, commitment, and passion?

    Key Takeaways

    What could you achieve in your business if your teams were more motivated, more focused and more productive? What if you could light the touch paper and stand back and watch them ignite?
    Attend this webinar for more.