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An enterprise-class solution for managing, optimizing and accelerating every aspect of your channel from partner recruiting to cooperatively marketing and selling, to managing your partners’ performance.
Everyone knows that Speaking + Listening = Communication, yet most of us put a much greater value and focus on speaking than we do listening. As sales professionals, this can be a costly decision.
Our guest, Dana Dupuis, owner of the ECHO Listening Profile, has spent decades building effective sales teams by teaching people the simple, yet difficult skill of listening.
By attending this webinar, you’ll learn the four primary ways we listen, what your listening preference is and how to improve your listening habits.
Reportedly, 44% of Americans would rather scrub a toilet than call customer support. And heeding that cry for help back in 2016 or so, companies across the land stepped up to the plate, taking customer service from the phone to texting and messaging with AI-powered, NLP-reliant smart chatbots that could tell jokes, offer small talk, place taco orders, and more.
Where those messenger bots fell down, though, was in actually understanding customer intent and delivering on-point customer service. So companies were left with frustrated customers who’d still rather get a root canal than talk on the phone, but left with a broken messenger-based solution that only made the experience worse.
The answer: Make bots "dumber," to make customer service smarter. Simpler rules-based chatbots are easy to implement, easy to use, 99-percent effective web and mobile-based messenger apps that don't try to hold conversations — they just solve customer service issues, fast.
To learn more about why companies like Amazon are dumping the NLP bots and going all-in on a new generation of rules-based chatbots, don’t miss this VB Live event!
* The difference between NLP and rules-based bots and why it matters
* Why companies like Amazon are turning away from natural language processing-driven bots to rules-based bots
* How to deliver mobile and web-based customer service that works, using the right bots.
* How rules-based bots make the customer journey more effective
* Abinash Tripathy, Co-Founder and Chief Strategy Officer, Helpshift
* Mitch Lee, Manager, Credit Karma and Co-Founder, Penny
* Leslie Joseph, Principal Analyst, Forrester Research
* Rachael Brownell, Moderator, VentureBeat
Digital Transformation initiatives often hinge on providing new and exciting services to staff or to customers across the WAN and the Internet. Engineering a WAN for continuous and more rapid change is key to enabling ongoing transformational efforts. And yet, for most companies, the WAN is among the pieces of the infrastructure hardest to change, both for technological reasons and due to the constraints on link provisioning by carriers.
This webinar will focus on how SD-WAN provides the WAN that Digital Transformation efforts require, through its combination of centralized policy management, automation, zero-touch provisioning, and the ability to work with many links across differing media from different providers.
Moreover, all of this puts renewed focus on choice of platform and on the economics of wide-area networking: How much does it cost to connect a site to a WAN? What technologies are easiest, fastest, best performing? Which vendors provide the best technology, service, and value?
The webinar will also debut data from the Nemertes 2018-19 WAN Economics Research Study, including MPLS, Ethernet, wavelength, and Internet service costs; enterprise users’ ratings of their connectivity providers and data on their ability to deliver, and deliver on time; and a peek at the updated Nemertes Enterprise SD-WAN cost model.
Join us for this in-depth product-focused webinar on the basic functionality of PandaDoc. We’ll walk you through how to create, send, track, and eSign proposals, quotes, and contracts so you can close deals faster. We’ll also showcase time-saving features designed to streamline your sales process.
Executives are getting a ton of emails and Linkedin messages each day. But, beside from robocalls, their phones lay silent.
Even when people do call, they don’t leave voicemails, so there’s very little communication happening here. Why isn’t anyone calling?
Dan Jourdan is on a mission to change that. In his view, the phone is the most underutilized channel in all of Sales Development. He’s pledged to teach SDRs all over the world not to fear the phone, but to embrace it and make it a big part of their workflow.
Listen to this phone filled conversation where we dive into the using Forgotten Phone! It’s the perfect time for SDRs to stand out.
Check it out and connect here: https://www.linkedin.com/company/the-sales-development-podcast/
Follow Tenbound on Instagram https://www.instagram.com/tenbound/
Listen to CYBG how they are finding new ways to listen to the voice of the customer, accelerate change, and improve their customer experience at every touch-point. And by doing so, engage a much younger audience, millenials and generation Z. A stellar example of digital transformation and a success story how banking of the future looks like.
Great data prevents turnover in sales, where morale is a good sign of retention. Incomplete, inaccurate data means your team doesn't trust it and must spend their time navigating phone trees, wrong numbers, and trying to get lucky on LinkedIn. You can't bring the A game with bad data. Everyone on the sales floor needs the good stuff.
Follow along as DiscoverOrg's Director of Sales, Steve Waters, walks us through the usual pitfalls of the sales process and how his sales team has leverage our killer contact data to boost morale and lock down retention.
B2B Sales and Marketing Specialist Peter Strohkorb describes why and how every business now needs to apply push and pull selling techniques in order to win more customers.
Peter will reveal the ten Action Items you need to have in place to be successful.
Take a look at this brief video interview with CCNG member Daniel Weiss as he shares his thoughts about participating in a recent CCNG networking event at the Coca-Cola customer operations center in Charlotte, NC. Listen as Daniel discusses the high level of interaction and engagement that took place, and how willing everyone is to share with the group.
How do you identify who and when prospects are interested in your services. You probably have a database of thousands of ‘dead’ leads. How do you find those still interested in hearing from you and get them to love you (again) with content that’s relevant?
Watch Bombora's Millie Resnick and Marketo’s Mike Madden, Director of Demand Generation, as they break down how intent data can help you find prospect love again among new and ‘dead’ leads, and prioritise them for sales.
Get the inside scoop on the real results that Marketo has generated from campaigns that:
- Reactivated previously un-engaged database leads
- Prioritise the right leads and accounts for sales
- Create an omnichannel brand experience across digital channels
Sales emotional intelligence is a real skill, with a very real impact on sales success. In this Whiteboard Wednesday video, you’ll learn techniques to hone self-confidence, empathy, transparency, and how to be a change catalyst - straight from our Head of Sales Enablement, Dave Sill.
Aviso is announcing several new AI solutions that improve win rates and lead to more closed deals. Watch this webinar to learn how our customers are leveraging our 90% accurate AI-powered Win Scores and Insights to take control of pipeline and drive more revenue and better, more predictable outcomes.
Join us as Jim Regan, CMO and Co-Founder of MRP, discusses how Account Based Marketing and Predictive Analytics are converging to deliver actionable triggers that transform your customers’ experiences forever.
Jim will share his perspectives on why utilizing machine learning to make predictions on prospects’ buying patterns and using those predictions to inform your content strategy has shown greater results and how to turn these insights into a scalable ABM campaign.
Here’s what you’ll learn from this webinar:
• Why predictive analytics should inform and operationalize your ABM strategy
• How MRP closes the loop on integrated ABM strategies so clients can identify and replicate high performing tactics, all on a global scale.
• How centralized insights can enable a consistent content strategy by target account
Good recruiters know how to find the true decision makers at their target accounts. They know how to navigate within organizations to expand their reach, pick up on signals that companies might be in need of their services, and find a "purple squirrel."
Great recruiters do it all at scale with data that drives revenue growth.
I keep saying to business owners, C-Suite Executives, Managers and Employees that nothing happens in business until somebody sells something.
That’s the message of this webinar. Great organisations are those that understand people, create and adapt process and manage with empathy and leadership that inspires everyone in the business to work, breathe and share the core values that underpin everything the brand stands for.
Sales is all about people and the messages focus on why selling is an emotional experience and the essential human characteristics needed to be successful. It’s not about glittering CV’s or past reputation it’s about what you believe and how persuasive and authentic your messages are during your conversations between you and the client.
However, structure and processes that keep the business on track are an important part of any organisation’s success and having the right leaders in place that understand people and live and breathe the visions and values of the company is an essential part of the machine.
Great people, processes that work and inspired leadership is what this webinar is all about.
Pricing is one of the highest impact growth levers in a business, but most companies spend less than 15 hours per year on their pricing strategy. To make matters worse, sales practices around discounting, poor customer research, and improper targeting result in significant losses that can't be made up by just spending more time on acquisition-based growth.
To help you take advantage of pricing's power, this webinar will cover:
-How the market has changed, making acquisition-based growth harder
-How discounting negatively impacts growth
-Product problems that arise from the lack of pricing persona fit
-A framework for understanding your buyers
No, your prospect probably won’t call you back - but you should leave a cold voicemail anyway. In this Whiteboard Wednesday, our Director of Sales, Jake Shaffren offers how-to tips for cold voicemail - and shows why cold voicemail is a valuable tool when combined with other touches like email and social selling.
More and more sales and marketing teams are using technographic data to identify prospects that are 50% more likely to convert into closed/won revenue. Everyday, successful teams are experiencing how install base data is helping them target the right accounts, identify new prospects, and shorten sales cycles.
In this webcast, we’ll reveal the top 6 revenue generating use cases for technographics including:
- Improved Prospect Selection that keeps sales teams focused on the right opportunities.
- Accelerated Demand Generation that connects the right prospects with a relevant message
- Increased Sales Pipeline that grows your total available market from 3-5x.
Register for this webinar today and learn how to leverage technographics to drive more successful outcomes for your sales and marketing teams!
Marketing’s goal is qualified leads, Sales goal is to close them. Working together – the only option. Growth comes when there is strong alignment between sales and marketing. You need a team that thrives on a singular goal – working together to build a revenue machine.
Join Deb Calvert as she interviews Tom Ziglar. Tom has had the rare privilege of spending his entire life surrounded by world-class leaders, innovators, and motivators. Family dinner included the presence of the world’s TOP motivator, his father, Zig Ziglar. As a result, Tom’s arsenal of experience and information is absolutely unparalleled.
As CEO of Ziglar, Inc., Tom Ziglar carries on the Ziglar philosophy: “You can have everything in life you want if you will just help enough other people get what they want.”
In this lively panel discussion, Lisa Dennis and Liz Heiman will discuss how to use a value proposition to propel your sales by:
Knowing your buyers
Understanding buyer objectives
Personalizing to the buyer
Finding true differentiators
Putting your value prop into play
This webinar is for you if you struggle with sales or specific sales activities and will open the door to understanding how you get in your own way of sales success...and how to develop a winning sales mindset that attracts success!
Reasons to Attend:
-Discover how your thoughts impact on your sales results
-Learn how to identify your inner barriers...and how to eliminate them
-Create your personal way of generating consistently great sales
Many people feel uncomfortable selling. Part of it is to do with rejection – people saying “no” to you.
Another part of it is to do with ethics – we don't want to be seen to be taking people's money!
However, selling is not what it used to be.
You can only succeed – in the long term - if you give value and help customers.
Sales has changed in the last 30 years. Gone are the days of manipulative and pushy sales people who rely on charm to get sales. Selling from the Heart is the new economy, where relationships matter and old-school techniques just don’t work anymore.
In this 45 minute webinar, we’ll discuss how to not only be yourself, but be your best self and succeed!
Selling From The Heart is about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better. It is not about blame but self-examination.
You will learn….
1.Why your value proposition is critical to opening up an effective business conversation.
2.Why self-reflection is an important daily activity
3.Why the best version of you is critical to your sales success
4.Why understanding your value is a huge step in your sales success
5.Why leading with heart will catapult you to success
Want to prove how valuable your team or your project is? Need to secure buy-in from stakeholders or cross functional teams? Quarterly Business Reviews are one way to ensure that you rise above the crowd. Sales Beacon's CEO will share how we create visually dynamic communications based on thousands of QBRs we’ve produced for some of the world’s largest companies.
Join us for an interactive discussion where you can ask key questions and take away practical recommendations for calming the chaos in your contact center.
Every modern contact center seems to struggle with common challenges including:
*Applying interaction data to improve customer experience and retention
*The quarterly "wrangling" of operational costs
*Maintaining quality performance standards across decentralized teams
Keeping all these "balls" in the air makes it hard to think strategically about how to generate greater efficiency and value. Don't miss this conversation as we work to minimize the chaos so you can see the overall picture more clearly.
Greg Cummings - Greg has 20 years of industry experience in consulting, operations, and contact centers -- helping to drive process improvement through an outcomes based methodology. He is currently Manager Global Channels with NICE inContact.
Wade Myers - Wade has 10 years of experience in voice and data recording solutions for a wide variety of industries focused on solutions high in quality, ease of use, and customer satisfaction.
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
How do you decide whether to use functionality from an existing vendor or bring in a totally new technology provider?
These are the questions top IT teams are and should be asking. In this webinar you’ll hear from top IT leaders – and one business unit buyer – from today’s most progressive tech companies for insights on how they’ve navigated these questions for their organizations and helped them construct a world-class tech stack that outpaces the competition.
Join Dave R Taylor, Chief Marketing Officer at Impartner for this live streamed panel during Dreamforce 2018 in San Francisco.
Lief Koepsel, Senior Director, Channel - North America, Fortinet
Armin Moaddel, Senior Partner Operations Manager, Marketo
Margaret Back, Business Process Architect, McAfee
Kevin Sequeira, Senior Director, Sales Technologies, Splunk
Join Deb Calvert as she interviews Tom Hopkins Tom has earned the reputation of being America’s #1 “How-To” Sales Trainer. Over 5 million salespeople, entrepreneurs, and sales managers on 5 continents have benefited from his live training events.
He perfected his selling skills during his 8-year real estate career in which he received numerous awards. In his last year selling real estate, he sold 365 homes – an average of one per day – something that was unheard of at the time and has rarely been matched.
Since that time, he has developed and customized his proven-effective selling skills for over 350 companies. He has authored 20 books on the subjects of selling and success. Over 2.9 million copies of those books have been read by sales pros the world over. He is also the 2013 recipient of the Lifetime Achievement Award from the National Academy of Best-Selling Authors. And, he’s been acclaimed as the #1 Sales Guru 2 years in a row by Global Gurus.
He has dedicated his life to helping sales and marketing professionals improve their communication skills and increase sales revenues.
Sales tech stack: ✓ Martech stack: ✓ This year’s hot tech stack is for the channel -- which typically represents 75% or more of a company’s revenue. 2018’s breakthrough technology is PRM – Partner Relationship Management. This foundational system of record sits at the core of a chantech stack and everyone from Splunk, to Zendesk to Xerox have made PRM this year’s must have technology. IT leadership is uniquely positioned to ensure the quick, on-budget implementation success.
Join this intense “Ask the Expert” session with one of Impartner Channel Innovation Labs top installation experts to learn best practices on how to streamline deployment of this highly-visible, revenue-generating solution.
- Learn where sales productivity and efficiencies are lost
- Understand what makes an effective sales enablement strategy
- Learn how to choose the right software to support a sales enablement strategy
Get tips on how to fully adopt and implement this strategy
All salespeople, no matter the industry or organization, are challenged by rejection. As sales mangers and leaders, it is crucial to identify and solve these issues rather than ignore them. You will learn specific ways to manage and support your people - not to “survive” rejection - but to thrive in the face of it increasing their sales performance and motivation.
Do you know which states made the list? Better yet - do you do business in them?
Some states are more complicated to do business in than others. They have more tax rules and exemptions and a host of policies that might seem wacky compared to the rest of the country. Hear our tax expert explain what makes these states unique and why you need to pay special attention to them.
Scott will explain:
•Which states made the list...and why
•Strategies for doing business in them
•How to navigate complicated sales tax laws
About the Speaker: Scott Peterson, Vice President of U.S. Tax Policy and Government Affairs
Scott Peterson was the first Executive Director of the Streamlined Sales Tax Governing Board. For seven years Scott acted as the chief operating officer of an organization devoted to making sales tax simpler and more uniform for the benefit of business.
Where are your target customers going, and how are they spending their time and, more importantly, their dollars? Location data and intelligence – not just on how consumers are interacting with your brand but also with your competitors – is key to crafting a killer consumer experience and reaching them when and where their hearts and minds (and wallets) are ready to be captured.
From foot traffic patterns and location visits to frequency analysis, custom venue visit analysis offers powerful, actionable insights to companies looking for a competitive edge in a crowded field. Learn how to capture new customer interest, keep older customers coming back, and boost your market share when you join this VB Live event!
Register for free now!
During this webinar you’ll learn how to:
* Boost engagement with location-based consumer insights and competitive intelligence
* Gain insight into the behavioral patterns of customers and prospects
* Apply the best use of location data for your business
* David Bairstow, SVP Product Management, Skyhook
* Sheryl Jacobson, Principal Consulting Strategy and Analytics, Deloitte Consulting LLP
* Stewart Rogers, Analyst at Large, VentureBeat (Moderator)
All the rage these days is about AI, or artificial intelligence. Enterprise and business leaders do not rate AI as the most transformative technology for their Digital Customer Experience (DCX) strategies, but it's near the top. In this webinar, you'll learn:
*What is the top transformative technology and why?
*What are the adoption plans for AI in companies' DCX strategies?
*How are companies using AI in the contact center, to measure customer success, and to engage customers?
*What are the key benefits--and they key problems--with AI?
*Which AI technologies do companies plan to use?
We look forward to sharing this information with you!
Here’s a saying you’ve heard before: There are never enough hours in the day.
And if you’re saying this more often than not, then it’s time to re-evaluate your sales process. To generate more business, you need to increase your productivity and eliminate inadequate tools not just for the sales team but also for your marketing, HR, finance and legal teams too.
Join us for a webinar where we’ll show you how PandaDoc and Zapier can help you connect over 1,300 apps so that you can reduce your busywork, simplify processes, streamline communication and ultimately make you much more efficient.
How much $ are you really losing from “bad” data in your demand gen campaigns?
Given that the average B2B organization sees contact data double every 12-18 months, the sheer quantity of this data and its fluidity makes it very difficult for most companies to keep up. Sirius Decisions’ research shows that 10-25 percent of contact records include critical data errors that impact the day to day operations of marketing and sales teams.
Join John Donlon, industry expert at Sirius Decisions, and Chris Lynde, CEO at SaleScout Data Solutions, for a one-hour webinar to discover:
• Sirius Decisions insights on data quality, marketing operations, and the demand waterfall
• How to estimate the impact of “bad” data on your company
• Best practices in data quality processes that increase conversion rates and accelerate revenue
• Case studies that demonstrate the revenue impact of improved data quality for companies like RingCentral, WeWork, and CenturyLink
About the presenters:
John Donlon is a dynamic, results-driven leader who thrives on helping organizations accelerate the maturity of their business operations. He has more than 20 years of experience in marketing operations implementing large-scale, enterprise-wide technology solutions for companies like Staples, Capital One, Wells Fargo and GE Capital to drive sustainable gains. John earned an MBA from the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill and a BA in Economics from the University of Virginia.
Chris Lynde is a veteran of the big data industry. Under his leadership, SaleScout has become a B2B sales and marketing solutions provider recognized for data verification and accuracy, and the preferred partner for CRM hygiene, contact optimization and targeted leads. Chris is a serial entrepreneur with 35 years of experience leading startups and large database marketing divisions within public companies, including Equifax, Experian, MDC Partners and EDS/Neodata.
According to Salesforce.com, 70% of sales opportunities are closed and lost. Improving productivity of sales teams requires consideration of a host of tactics: processes, talent management, and compensation are just a few. One of the most effective ways to bring these and other factors together is to encourage sales reps to think of themselves as the CEO of their territories.
In this on-demand webinar, you’ll hear from Matthew Kearney, Regional Vice President of Sales at DocuSign who will share his experience fostering a business owner mindset among his sales teams. You’ll learn what it means to have a business owner mindset and the strategies sales leaders can use help encourage it including:
• Developing block and tackle skills to analyze pipeline
• Prioritization strategies
• How to better leverage cross-functional team members
• Connecting company goals to personal success
Sales tax compliance can be a nightmare, but it doesn't have to be. Just knowing some of the fundamental rules will clear up what many businesses struggle with every month.
Sales tax expert Jeffrey Lutters will explain:
•How the simplest of activities can create nexus in other states
•The tax implications between 'bill to' and 'ship to'
•Why collecting exemption certificates is an auditor's red flag
•New sales tax rules that determine whether your business is compliant
Account selection is one of the most critical components to ensuring ABM success. It determines how specific you can get with your initial outreach, the type of content you produce, and the overall effectiveness of your program. To deliver the best results, you need a data enrichment strategy to help you select the right accounts for your ABM program.
In this webcast, you’ll learn:
- Four different data enrichment types and how you can use them to select your accounts
- The type of enrichment data that sales and marketing teams are using to identify accounts that are 50% more likely to turn into closed/won revenue
- How to use data enrichment to tailor your messaging and content for best results
Register for this webinar today to learn how you can use third-party enrichment data to select the accounts that ultimately lead to larger deal sizes, faster sales cycles and more revenue for your business.
Have a love/hate relationship with your CRM? Prospecting frustrations? Never enough time? Then you’re gonna love using AI in your selling. Join Spiro CEO Adam Honig and Deb Calvert to learn how AI is the ultimate sales hack that can make YOU a sales machine!
Attend this webinar to learn how selling with AI can make your job more fun, easier, and more rewarding. You'll discover how AI:
- Provides faster and better business insights
- Creates reminders and updates for you and your team
- Identifies contacts for you
- Gives early alerts about problems in your pipeline
- Reduces data entry
Register today to learn about the future of selling, because the future is now!
The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:
•Anything that can be told can be asked
•The ASK, LISTEN AND LINK method to sales
•Leveraging first, second and third level questions will get to the heart of why people buy your product or service
•How to listen to the emotion behind the words
•Unpack three methods for linking what’s important to the customer and your offering
This 30 minute webinar reveals best practice insights from decades of scientific research and data on:
●where sales managers should spend their time for business growth success
●how much time to spend in 3 crucial areas
●the power managers have over team performance
●what strategies and techniques to use today