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Sales

  • How to Use Intelligent Site Search to Increase Conversions
    How to Use Intelligent Site Search to Increase Conversions
    Jon Rossman & Mark Floisand Recorded: Feb 27 2020 55 mins
    Your customers don’t have time to browse all over your site. They want to search for – and find – what they need quickly and easily through personalized experiences. And with site search users being up to 5 times more likely to convert, the stakes for relevant results and recommendations are higher than ever before.

    In this webinar, you will learn how Motorola Solutions is adapting its digital strategy to the changing expectations of their customers. Jon Rossman, Solutions Digital Experience Manager at Motorola will share his experience and lessons learned from creating a more relevant, unified and personalized website experience. You’ll hear practical tips to increase website traffic and conversion, and strengthen the relationships with your brand. Additionally, you will learn:

    · Motorola’s strategy and roadmap to create relevant experiences at scale
    · Simple site design and functionality changes that can have a big impact on search
    · How artificial intelligence can help you deliver the most relevant search results
    · How to leverage analytics from the search experience to evolve your web strategy
  • How to Install Pre-call Planning Acumen
    How to Install Pre-call Planning Acumen
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Feb 27 2020 40 mins
    Pre-call planning is a game changer for enterprise sellers. The benefits include:
    Increase sales call effectiveness and thereby close ratios by 20% or more.
    Accelerate your sales process through strategic thinking and careful planning for prospect meetings.
    Impress your customers through the use of thoughtful agendas where all participants are on the same page.
    Enhance your ability to truly listen and stay focused yet flexible during prospect interactions.
    Avoid ‘Bad’ calls and the associated fallout of a poorly executed customer exchange.

    Who should attend this webinar:
    Sales people who want to improve the quality of their prospect meetings.
    Sales VP’s and Sales Managers who want to learn how pre-call planning will have an immediate and dramatic impact on their sales results.
  • How Agent Analytics Bolsters CX
    How Agent Analytics Bolsters CX
    Robin Gareiss, President and Founder, Nemertes Research Recorded: Feb 27 2020 40 mins
    Financial-services organizations must manage some of the most complex customer interactions of any industry. Customers have high expectations for knowledgeable service reps handling sensitive financial questions quickly, accurately, and following all regulations.

    Improving customer experience starts with empowering agents to serve them effectively. Doing so requires analytics and artificial intelligence.

    This webinar will showcase how financial-services companies are leveraging agent analytics and AI assistance to give them data, knowledge, and context to deliver stellar customer experience. Nemertes will present real-world data showing how these technologies can boost revenue, improve customer ratings, and reduce cost.
  • How to Perform a Security Investigation in AWS
    How to Perform a Security Investigation in AWS
    Kyle Dickinson, SANS Institue | David Aiken, AWS Marketplace Solutions Architect Recorded: Feb 27 2020 53 mins
    Do you have a plan in place describing how to conduct an effective investigation in AWS? What security controls, techniques, and data sources can you leverage when investigating and containing an incident in the cloud? Learn how to leverage different technologies to determine the source and timeline of the event, and the systems targeted to define a reliable starting point from which to begin your investigations.

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

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

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

    Speaker Bios

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

    David Aiken is a Solutions Architect Manager at AWS Marketplace and is an AWS Certified Solutions Architect. He leads a team of specialist SA’s that help customers implement security and governance best practices. His skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • Helping Sales Find Focus with Automation
    Helping Sales Find Focus with Automation
    Meaghan Carey, Chief Revenue Officer Recorded: Feb 26 2020 44 mins
    Join Meaghan Carey, Chief Revenue Officer at Glisser, as she walks through 5 use cases of automation's impact on Sales. Learn how to better leverage the tools you have to let your Sales team focus on the bottom line.

    Explore 5 Automation Use Cases helping put Sales back on track:
    - Data Enrichment Tools
    - Lead Generation & Hand Off Process
    - Lead Scoring Build Out
    - Performance Tracking
    - Content Sharing & Activity Tracking
  • How Adobe Sign plays a role in your workplace
    How Adobe Sign plays a role in your workplace
    Steve Walker, Solutions Consultant, Adobe Recorded: Feb 25 2020 39 mins
    Join us in our virtual, animated studio for this video webinar to learn how countless businesses around the world use Adobe Sign to accelerate their business processes and eliminate the paper trail and waste previously involved.

    Register for this webinar to discover:
    • The immediate value of implementing electronic signatures with Adobe Sign
    • How easy it is to add signature fields to documents and send
    • How to embed a form for signature directly within your company’s website
    • How to save time by creating powerful workflows for regularly used processes
    • How you can deploy simply and easily for immediate results.

    There will be live Q&A session at the end of the webinar.
  • Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
    Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
    Kristie Jones, The SaaS_Startup Expert Recorded: Feb 20 2020 39 mins
    Keeping deals flowing through the pipeline is critical for Sales Reps to hit quota and for companies to realize revenue goals. However, preventing deals from stalling out and prospects from disappearing isn’t easy. Forty-six percent of sales reps missed their quota in 2018. 

    Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely. 

    In order for sales representatives to effectively land deals, they need to know how to hold prospects accountable. Establishing urgency and being persistent is key, but it’s also important for representatives to know when to walk away from a deal that’s going nowhere.

    In this presentation, Kristie Jones, Founder and Principal of Sales Acceleration Group, shares her tactics for taking back control, creating specific timelines, and communicating clear expectations to prospects to ensure they know exactly what their role in the sales process is.

    You will learn:

    How to create an upfront contract with prospects that establishes how your sales process works
    How to teach prospects that you’re going to hold them accountable
    Why it’s necessary to give prospects homework and a deadline
    How to establish consequences for a prospect’s bad behavior
    What are the signs that it’s time to walk away from a deal that’s not progressing
  • How Tech Companies are Leveraging AI to Create Sustainable Pipeline
    How Tech Companies are Leveraging AI to Create Sustainable Pipeline
    Chad Burmeister, The AI for Sales Expert Recorded: Feb 20 2020 30 mins
    The “automation revolution” has arrived and companies in all industries are turning to artificial intelligence to automate repetitive tasks in the sales process. In this session, Chad Burmeister, the AI for Sales Expert, will host Rob Wood, an early adopter of AI for Sales, to learn how ClicData leverages artificial intelligence to create sustainable pipeline.

    You will learn:

    How ClicData leverages AI for Social Sales that helped him reach out to thousands of potential resellers.
  • How to improve security visibility and detection-response operations in AWS
    How to improve security visibility and detection-response operations in AWS
    Dave Shackleford, SANS Analyst | Vinay Sukumar, Principal Category Leader (Security Intelligence) at AWS Recorded: Feb 20 2020 54 mins
    Security teams often handle a large stream of alerts, creating noise and impairing their ability to determine which incidents to prioritize. By aggregating security information from various sources and automating incident response, organizations can increase visibility into their environment and focus on the most important potential threats. In this webinar, SANS and AWS Marketplace explore how organizations can leverage solutions to create more signal and less noise for actionable responses, enhancing and accelerating security operations.

    Attendees will learn to:

    - Use continuous monitoring to gain insight into events and behaviors that move into and through your cloud environment
    - Integrate security incident and event management (SIEM) solutions to enhance detection and investigation of potential threats
    - Leverage security orchestration automation and response (SOAR) technologies to auto-remediate events and reduce noise in your environment

    Who should attend:
    Security practitioners (Security Analysts, Security Architects, Senior Security Engineers, etc.), Cloud Security Architects, and the office of the CISO.
  • It's Time for a Buyer-Centric Selling System!
    It's Time for a Buyer-Centric Selling System!
    Mike Kunkle, The Sales Transformation Expert Recorded: Feb 19 2020 45 mins
    Have you seen the recent B2B buying research? Study after study report that buyers:
    - don’t trust salespeople
    - don’t believe they understand them or their businesses
    - do more and more of their own research
    - aren't getting the insights they want from sellers
    - are growing weary of stereotypical seller behavior.

    More than ever before, buyers don’t want to feel “sold to.” Yet, sellers still have quotas and a job to do. It’s a conundrum, for sure.

    Fortunately, there is a path forward. It’s time to shift to a buyer-centric selling system that prepares reps to deal with modern buyers to “help them buy” and earn their respect and trust, while still being able to meet company quotas and succeed in sales.

    The remaining challenge is how to get your sales force moving in this direction and selling in a new buyer-centric way. That’s no small feat, either.

    After outlining why it's time to change and what buyer-centric selling really means, Mike will share how to lead the (r)evolution with your sales force, to change behaviors and achieve mastery with this new methodology.

    You will learn:

    1.Why it’s absolutely imperative to make the shift to a buyer-centric selling system now!
    2.What a buyer-centric selling system really means.
    3.How to guide your sales force through the shift
  • Four Tips for “New Decade” Sales Messaging
    Four Tips for “New Decade” Sales Messaging
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Feb 19 2020 37 mins
    A new year is always a whirlwind of activity. You’re sizing up last year’s sales results, while at the same time building marketing and sales programs for the current year. But this year is 2020. A new decade. That’s a big thing. So working on a kickstart for the a new year isn’t enough. You need to think even BIGGER. Now is a great opportunity to look beyond this year and to think about a bigger, more impactful message. Yes – this year’s targets and revenue numbers are insane – and you have to be focused on demand generation and closing deals. BUT with a message that may not resonate in this new period we are in, will you be missing opportunities? So, what do you need to do to upgrade your sales messaging for a new decade?
    You will learn:

    1.Conducting a value proposition audit
    2.How to “mirror test” your key messages
    3.Checking in with your personas for 2020
    4.Translating marketing language into sales conversations
  • Eight Components of a Powerful Lead-to-Revenue Model
    Eight Components of a Powerful Lead-to-Revenue Model
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Feb 18 2020 45 mins
    If your goal is to massively grow your B2B company’s revenue and profit, no single tool or tactic is going to get you there. However, an effective Lead-to-Revenue (L2R) model positions you for success by aligning your marketing and sales models so that all your activities are more effective. This game-changing framework eliminates wasted motion and drives revenue and profits sooner by focusing you on the core structural and strategic components you need to succeed. By applying these strategies, you will learn how to out-market and out-sell even the toughest competition.

    Distilling more than 30 years of experience in B2B marketing, working with dozens of leading companies, lead-to-revenue strategist and revenue growth expert Christopher Ryan will provide the information to set-up your L2R model in a way that is effective, consistent and scalable. Specifically, he will share the eight components that go into every successful L2R framework and how to optimize each. He will cover areas like branding, sales models, processes, offers, content, marketing and sales alignment, technology and metrics. You will also hear examples that show you how each component works and set you on the road to great results and strategic B2B marketing clarity.

    You will learn:

    1. Assess your lead-to-revenue readiness.
    2.Spend your money and time on what really works.
    3.Measure marketing’s contribution to revenue.
    4.Build a framework that supports consistency and revenue growth.
  • Is Purpose the new Tech?
    Is Purpose the new Tech?
    Balaji Ganapathy, Global Head, Chief Social Responsibility Officer, TCS Recorded: Feb 18 2020 30 mins
    Every company sees itself as a tech company, reimagining the customer value chain, integrating digital technologies to aid growth and transformation. Today, transformation is driving a further shift from being product-centric to purpose-centric. Learn how integrating purpose at the core of your business can result in greater stakeholder value.
  • Powered by Purpose: Ethical Supply Chain Management
    Powered by Purpose: Ethical Supply Chain Management
    Jan Steenberg, Partner, Head of Europe & APAC, Global Supply Chain Practice, TCS Recorded: Feb 18 2020 30 mins
    Enterprises in the Business 4.0 era need to make commitments to operate purpose-driven ethical supply networks to create positive outcomes for their employees, business partners, communities and the environment. Discover how next-gen technologies such as blockchain can elevate supply network management and collaboration for delivering on purpose.
  • How to prepare your data pipeline for machine learning and AI
    How to prepare your data pipeline for machine learning and AI
    Stewart Bond, Research Director, Data Integration and Integrity Software at IDC | Chris Chapman, Partner Solutions Architect Recorded: Feb 18 2020 50 mins
    Frequently, the hardest part of any machine learning (ML)/AI project is getting your data into the right format and the right place because your processes were designed around traditional application development. In this training-based webinar, Amazon Web Services (AWS) and global market intelligence provider, IDC, will deliver practical guidance to help you prepare a data pipeline that can automate machine learning workflows.

    Attendees will learn how to:

    - Manage your data pipeline, providing your organization access to reliable and well-structured datasets for analytics
    - Make meaningful decisions, faster, with improved data flows
    - Incorporate best practices for building dashboards to query specific data and identify trends when using connected AWS services
    - Leverage partner solutions such as Matillion ETL for Amazon Redshift for loading and transforming your data

    Who should attend?
    IT Operations Professionals in roles overseeing data science and architecture, BI and analytics and data preparation for machine learning
  • The Inclusive Enterprise: Embracing Employee Diversity through Technology
    The Inclusive Enterprise: Embracing Employee Diversity through Technology
    Anantha P Sekar, Global Head and R Sasirekha Head, Technology Leadership Guild, Conversational Experiences,TCS Recorded: Feb 18 2020 29 mins
    Advancements in conversational AI have enabled enterprises to be inclusive and ensure superior employee experience with efficiency and effectiveness. Gain insights into how this creates positive impact spanning diverse linguistic-ethnicity, special needs, multi-generational workforce, recruitment, mobile workforce, field force and corporate events.
  • Blockchain-led purposeful and profitable ecosystems
    Blockchain-led purposeful and profitable ecosystems
    Anthony Parker, Senior Strategy Consultant, Advisory and Consulting, Blockchain Services, Tata Consultancy Services Recorded: Feb 18 2020 30 mins
    Enterprises need to focus on 4 Ps - People, Planet, Purpose and Prosperity - to sustain in today’s era. The most impactful of all – Purpose - acts as a glue to build an incentivized intelligent & experiential ecosystem, powered by next-gen technologies such as blockchain. Learn how enterprises can develop a purpose-driven blockchain-led strategy.
  • How to Excel in the Retail Experience Economy
    How to Excel in the Retail Experience Economy
    Geoff Nairn, enterprise solutions specialist, Openbravo Recorded: Feb 18 2020 40 mins
    This webinar will emphasize the importance of customer experience as a competitive differentiator in today’s retail environment and describe the business benefits that a successful CX strategy can deliver.
  • Deal 1-Pagers for Sales Success: Qualify, Engage and Close More Deals
    Deal 1-Pagers for Sales Success: Qualify, Engage and Close More Deals
    Steve Landuyt, The Unique Buyer's Experience Expert Recorded: Feb 14 2020 32 mins
    Imagine closing a deal with just 1 page!

    In today’s complex business environment, simplicity and clarity of message win the day with Executives and Decision Makers. Our research in conjunction with the Harvard Business Manager indicates 52% of customer executives want more succinct first meetings and 63% want to see improvement with executive summaries to help them sell internally. In this webinar, we will share concepts and sales tools that have been created specifically to satisfy these customer executives’ needs. From Appointment 1-Pagers to Mutually Agree Action Plans and Deal 1-Pagers, these powerful templates will help you qualify, engage and close more of your most important sales opportunities.

    You will learn:

    1.Why ‘1-Pagers’ are received so well by Executives and Buying Center members
    2.How a simple format can help you engage customers and secure their commitment
    3.What it takes to create a detailed ‘1-Pager’ at various stages to accelerate your sales cycle
  • In Sales Every Word Matters!
    In Sales Every Word Matters!
    Caryn Kopp, The Chief Door Opener Expert Recorded: Feb 13 2020 49 mins
    The bar for sales standards has risen! “Technology-savvy customers have increasingly high standards, and explicitly seek trusted advisors over traditional salespeople.” –Salesforce State of Sales, 3rd Annual

    As sales reps struggle to connect, engage and book more meetings with their target prospects, they almost always overlook the most important element of achieving their goals – their sales message and approach. Personalization at scale doesn’t mean sending more boiler plate spam emails. It means developing targeted, personalized sales messaging that renders the competition irrelevant.

    In this session, you will learn:

    1.Why every word you use and say drives sales success OR not.
    2.Common blind spots when creating sales messaging.
    3.A method for developing a strong sales message that opens the door to more sales meetings.
    4.How this sales message strategy applies to the question’s sellers ask their prospects & clients.
    5.The next step to take right NOW to create better sales messaging.
  • What Sales & Account Management Need to Know about Working with Buyers in 2020
    What Sales & Account Management Need to Know about Working with Buyers in 2020
    Warwick Brown, The Key Account Strategist Expert Recorded: Feb 12 2020 42 mins
    Do you want to acquire, grow and retain more clients in 2020?
    The world of procurement is changing. Are you ready?
    The Deloitte CPO Survey has just been released and it’s a revealing and surprising look at the state of procurement.

    If you’re in sales or key account management then join this webinar and learn how to navigate the world of procurement in 2020.

    Discover:
    Why consolidation of suppliers could be your biggest risk or your biggest opportunity.
    How you should respond to the procurement risk factors.
    Why procurement is no longer just sourcing, but setting strategy and what you can do about it.

    You will learn:

    Highlights from the Deloitte CPO Survey
    How to make procurement risk factors work for you.
    How to position your organisation as a trusted partner.
    How to create a procurement focused strategy to grow client acquisition and retention.
    All this and much more.
  • Executive Presence for Sales Leaders: Elevate your Influence and Credibility
    Executive Presence for Sales Leaders: Elevate your Influence and Credibility
    Julie Hansen, The Sales Presentation Expert Recorded: Feb 12 2020 44 mins
    Struggling to gain access or make an impact in the C-Suite? Difficulty getting buy-in from team members? Stalled on your career path? You may not need more selling skills, you may need Executive Presence!
    Executive Presence is an underrated quality that allows sales leaders to exercise greater influence both inside and outside of their organization. It is the ability to communicate with confidence, credibility, and clarity in high-stakes situations, and a vital skill for sales leaders whose livelihood depends on inspiring others to take action.
    Fortunately, Executive Presence, like selling skills, can be learned. In this session Julie Hansen takes this critical, but fuzzy quality and breaks it down into tactical steps that sales leaders can take to immediately improve their Executive Presence – and therefore their influence.

    You will learn:.

    1.How to exhibit Executive Presence in those critical first moments
    2.How to speak with vocal authority
    3.What words are sabotaging credibility
    4.How to convey your message with clarity
    5.The power of communicating with passion and purpose
  • How to grow AuM by creating and delivering better investor experiences, faster
    How to grow AuM by creating and delivering better investor experiences, faster
    Mash Patel, CEO & Founder, Kurtosys Recorded: Feb 12 2020 45 mins
    We all know what’s real. It’s here, now, and very specific. To achieve real growth, you need to meet the needs of modern investors, which can only be done through providing a powerful, fast investor experience.

    In this webinar, Kurtosys CEO & Founder Mash Patel will outline how to create, manage and deliver better investor experiences, faster – to ultimately grow your AuM.

    Register now to learn:
    • How to provide a superior digital investor experience
    • How automation can help you empower your sales and marketing teams
    • How a better investor experience can help you achieve AuM growth
    • How Kurtosys can assist you in achieving this

    Join us on 12 February 2020 at 10am EST/4pm CET.
  • LinkedIn: your best Demand building tool
    LinkedIn: your best Demand building tool
    Rod Sloane, LinkedIn Champion Recorded: Feb 12 2020 41 mins
    Whether you are in sales and marketing you will be aware of the growth and adoption of LinkedIn. LinkedIn is now the preferred platform of choice for many when it comes to lead generation.

    You may be using the platform for content sharing, advertising or brand awareness. This webinar outlines why you should consider LinkedIn for direct lead generation, too.

    Rod Sloane will be sharing

    Three key insights
    Five key questions

    that you should be asking your sales team to improve their LinkedIn cold prospecting to build your early pipeline activities.
  • AI in Finance: How to Benefit from Conversational AI
    AI in Finance: How to Benefit from Conversational AI
    Frank Burnett-Alleyne, Director Banking & Financial Services, and Morgana Caldarini, Country Manager Italy Recorded: Feb 12 2020 49 mins
    AI is transforming almost every aspect of the Financial Services industry and possibly the highest profile of all is the way Conversational AI is being used to deliver services to both customers and employees.

    Think chatbots, intelligent Virtual Assistants and Digital Employees! They deliver significant cost savings and engage with your customers in a highly engaging way, they provide 24/7 personalized services to customers and employees alike and drive tangible market differentiation through initiatives such as ‘the world’s first virtual reality bank’.

    In this highly engaging webinar, Frank Burnett-Alleyne and Morgana Caldarini, two of Artificial Solutions’ leading AI Specialists in finance, will explore case studies from the industry on how Conversational AI is already benefiting BFSI organizations. They will discuss the results, so you have a better idea of what ROI you can expect, and will share practical advice on how best to implement Conversational AI within the financial services sector.

    This webinar will arm you with all the information you need to understand the ‘Why’, ‘How’ and ‘What’ you need to do to successfully implement Conversational AI in your organization.
  • Score Meetings with Prospects in One Call
    Score Meetings with Prospects in One Call
    Joanne Black, The Referral Selling Expert Feb 28 2020 9:00 pm UTC 45 mins
    Referrals are your ticket to the C-Suite—to any decision maker, for that matter. The biggest challenge sales managers face is lead generation: getting a consistent stream of qualified leads and reaching ideal prospects quickly. Referral selling solves these prospecting problems and more. Referrals are the fastest revenue-driver with no marketing costs, a 50%+ close rate, and pre-qualified leads in the pipeline.

    Yet, 95 percent of companies haven't adopted a systematic, disciplined, referral program with metrics, skills, and accountability for results—even though generating referral leads is their most productive outbound prospecting strategy. Sales reps don’t need to jump through hoops to get meetings. They always get a meeting, because they receive introductions from their prospects’ trusted colleagues.

    Whether you make cold calls now or not, leverage the power of your referral network and hit your sales numbers without hitting the phones. Your business development will never be the same. It's the one-call referral meeting!

    You will learn:

    1.Why referrals are gold—and yet almost no one is investing in their development
    2.The biggest reason you’re not getting the referral business you think you’re entitled to
    3.3 referral traps to avoid
    4.How to jump-start referral selling today
  • Sell High-Value Professional Services with this Strategic Selling Framework
    Sell High-Value Professional Services with this Strategic Selling Framework
    Amy Franko, The Strategic Sales Expert Mar 2 2020 9:00 pm UTC 45 mins
    In professional services, earning higher value engagements is the fast path to growing your book of business.
    But most firms don’t have a consistent methodology that focuses on how to sell these types of engagements.

    This talk will help you change that. Amy Franko’s Strategic Selling Framework is a 4-part methodology designed for those who sell expertise or complex solutions. She works with organizations in professional services, technology, and insurance to help them accelerate sales growth.

    With the Strategic Selling Framework, you’ll create higher quality opportunities in your pipeline, work with top clients, and ultimately create more growth in your firm and book of business.


    You will learn:

    1.The Strategic Selling Framework to identify and close high-value engagements: Intelligence, Relationships, Propose, Commit
    2.Strategies to easily apply this framework and become that trusted advisor to your prospects and clients.
  • Revealed: The Secret to More Leads and Higher Sales Revenue through LinkedIn
    Revealed: The Secret to More Leads and Higher Sales Revenue through LinkedIn
    Peter Strohkorb Mar 2 2020 9:30 pm UTC 53 mins
    If you are in a Sales role, do NOT miss this webinar on how to leverage your existing LinkedIn account in a very sophisticated way to generate more and better-qualified sales leads on LinkedIn.
    BUT THERE IS A TWIST:

    This is NOT about you spending endless hours on LEARNING how to do it yourself.

    No, I will show you how you can have a constant stream of high-quality leads and personal engagement with your ideal prospects WITHOUT YOU having to do much work at all!

    So, if you are in Sales, don't miss "Revealed: The Secret to More Leads and Higher Sales Revenue through LinkedIn"

    Don't delay. Secure your booking now!
  • How Adobe Document Cloud can help you achieve a paperless office
    How Adobe Document Cloud can help you achieve a paperless office
    Steve Walker, Solutions Consultant, Adobe Mar 3 2020 10:00 am UTC 24 mins
    Join us in our virtual, animated studio for this video webinar to discover how Adobe Document Cloud can help you unlock the power of digital document workflows. You’ll learn how to do the following:

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

    There will be live Q&A session at the end of the webinar.
  • JumpStart Guide for Endpoint Security in AWS
    JumpStart Guide for Endpoint Security in AWS
    David Hazar SANS analyst, SANS Institute | David Aiken, Solutions Architect Manager AWS Marketplace Mar 3 2020 2:00 pm UTC 56 mins
    When migrating endpoint security controls to protect their cloud workloads, organizations must first consider their own security, operational and business needs. Next, they should assess their requirements against the solutions already in use in-house against the in-cloud security solutions they’re considering. Ultimately, these requirements should help organizations come to a decision on whether to migrate their existing security to the cloud, or use cloud-provided tools to protect their cloud endpoints.

    SANS instructor David Hazar, AWS Solutions Architect Manager David Aiken, and Optiv Cloud Security Practice Leader Joe Vadakkan will release guidelines for determining your cloud endpoint security controls and selecting solutions through the AWS Marketplace.

    Attendees will learn:

    - How cloud design affects endpoint security
    - Needs and capabilities associated with endpoint security platforms in the cloud (such as automation, behavioral detection and blocking, and threat hunting capabilities)
    - Specific focus on cloud-based endpoint detection and response (EDR)
    - Solution guidance and evaluation considerations for endpoint security platforms, including real-world success observations
    - Key questions for potential vendors to determine which endpoint security platform(s) are best-suited for integration and implementation in your AWS environment

    Join this webinar and gain practical knowledge on how to evaluate and select an effective endpoint security platform for the cloud. Don’t miss this opportunity to improve your endpoint security strategy with industry-leading guidance from SANS, Optiv and AWS Marketplace.
  • Practical Strategies to Help New Sales Leaders Effectively Succeed
    Practical Strategies to Help New Sales Leaders Effectively Succeed
    Phil Gerbyshak, The Inside Sales Expert Mar 3 2020 4:00 pm UTC 45 mins
    Many new sales leaders struggle needlessly for the first 100 days or longer because they have no experience leading a team, no resources to support them, and nobody in their organization to talk to.

    Have you been promoted from the ranks and now you’re leading a sales team without any training or backup? Struggling to know if what you’re doing is working, or if you’re just doing busy work for the sake of doing it? Curious of the things that can get you leading your team as quickly - and efficiently - as possible?

    Join Inside Sales Expert Phil Gerbyshak and Management and Leadership Expert Naphtali Hoff for 45 minutes of insights from two who’ve been there, done that and have the scars to prove it.

    You will learn:

    1. Leadership: From ‘me’ to ‘we’ - mindset and practical
    2. How to get your team to sell more - Motivation and tactical
    3. Building (or reimagining) relationships with team members
    4. Daily activities for new leaders
    5. Setting effective goals for yourself - and your team
  • How To Avoid The Common Cold Email Mistakes That Ruin Sales Relationships
    How To Avoid The Common Cold Email Mistakes That Ruin Sales Relationships
    Liz Wendling, The Complex Sale Expert Mar 3 2020 5:00 pm UTC 45 mins
    Get the cure for common cold e-mail mistakes. In this new webinar, Liz Wendling helps you to leverage the tools of technology and understand how to craft powerful and impactful e-mails. When done well, cold-call e-mails work. When done poorly, your messages will likely be deleted with disappointing frequency. The structure and language of your e-mails will either pique interest or generate resistance.
    Takeaways:
    • Learn the words and phrases that inspire people to read and respond to your messages.
    • Identify a cold e-mail approach that works for you and distinguishes your business. One size does not fit all.
    • Understand the top 5 social selling mistakes that cause your e-mails to be deleted and what to do instead.
  • Constructing the Next Gen Agent: Why AI is Required
    Constructing the Next Gen Agent: Why AI is Required
    Phil Nanus (TSIA), Lipika Brahma (Coveo), Adam Mullen (Athenahealth) Mar 3 2020 6:00 pm UTC 47 mins
    It’s clear the role of the support agent is changing. From simple fixer to counsellor and coach, support agents’ day-to-day jobs are becoming more strategic as more content is driven to self-service channels. But how can AI influence this new way to work?

    In this success story session, we’ll dive deep into how Athenahealth welcomed AI with open arms to enable their agents to do more on their own, and how they became more collaborative, more invested and created more content along the way.

    We’ll study the effects of knowledge management and gamification in the context of AI-driven support and how agents find more purposeful work along the way.
  • How to Stay Ahead of the Curve and Improve Agent Engagement
    How to Stay Ahead of the Curve and Improve Agent Engagement
    Noel Roberts, CTO / VP of Marketing, Aria Mar 3 2020 7:00 pm UTC 60 mins
    Across the board, agent behavior and tasks are becoming more complex. New tools and methods haven't been leveraged. The results are that agent engagement has been dropping, churn has been rising, and customer experience has been suffering.

    During this webinar we'll explore new and emerging methods of automation, agent assistance, and how you can shift your organization to include agent experience, reduce attrition, and improve customer experience.
  • Using Intent Data to Fuel your Sales Automation Program
    Using Intent Data to Fuel your Sales Automation Program
    Shawn Elledge, The Lead Generation Expert Mar 3 2020 7:00 pm UTC 45 mins
    Join us for an educational webinar on how to use intent data to identify companies and contacts consuming content related to your products and series on the internet. Relevancy is the fuel behind any successful sales automation program and intent data is the key to finding prospects actually interested in what you have to offer.

    Speakers include Charles Crnoevich, Head of Partnerships at Bombora and Shawn Elledge, CEO of Sales Lead Automation and the founder of the Lead Generation Institute.

    You will learn:

    How Intent Data works
    How to identify companies consuming content related to your products and services
    How to target ideal prospects at those companies using sales automation platforms
    How to prepare your data for your sales automation campaigns
    What subject lines and body copy are generating the most responses
  • Three Proven Techniques to Overcome Sales Call Reluctance
    Three Proven Techniques to Overcome Sales Call Reluctance
    Connie Kadansky, The Sales Mindset Expert Mar 4 2020 4:00 pm UTC 45 mins
    70% of the sale is engagement and discovering the needs of the prospect. When you get in front of a prospect if the timing is right, you are almost there if you discipline your process and do not allow yourself to sabotage the conversation. What’s it going to take to learn how to listen yourself into a sale versus talking yourself out of one?

    Sales Call Reluctance is the emotional hesitation to prospect and promote. It not only shows up in initiating contact with potential buyers, it shows up during a sales conversation when you are in front of your ideal prospect. Do you ever freeze on a sales call? Do you wait too long to state the price of your products or services? Do you wait too long to ask for payment? Do you spend excessive time explaining product features and specifications? Do you give a discount based on a perceived objection? If so, this virtual training is for you.

    You will learn:

    1.How the different types of Sales Call Reluctance show up on the sales call.
    2.How to psychologically prepare for your sales call.
    3.A formula to discover what is important to your prospect and much more.
  • How Sales & Marketing Work Together
    How Sales & Marketing Work Together
    Ashleigh Burskey, CEO Pistil Brands and Tom Morgan, OVPS, Breakthrough Sales Solutions Powered by Sales Xceleration Mar 4 2020 8:00 pm UTC 60 mins
    It is no longer Sales Vs Marketing, they now work in tandem to generate revenue. Learn best practices for Sales and Marketing working together to drive growth.
  • Webinar: The Number 1 Reason You Are Not Hitting Quota
    Webinar: The Number 1 Reason You Are Not Hitting Quota
    Steve Burton - The Point Co Mar 5 2020 2:00 pm UTC 75 mins
    Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).

    I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
  • Designing and Leveraging Win Themes™ in 2020
    Designing and Leveraging Win Themes™ in 2020
    Lisa Magnuson, The Landing 7-Figure Deals Expert Mar 5 2020 4:00 pm UTC 45 mins
    If you want to improve your prospect’s receptivity to your messages, then you need to know about Win Themes™. Win Themes™ accelerate your sales productivity by zeroing in on conversation sweet spots.

    Webinar participants will learn:
    1.Why are Win Themes™ so powerful for prospect and customer interactions?
    2.When can you to use Win Themes™ to gain maximum impact.
    3.What results can you expect from Win Themes™?

    Who should attend this webinar:
    -Enterprise sales people who want to improve the quality of their prospect interactions.
    -Sales VP’s and Sales Managers who want to learn how Win Themes™ will have an immediate and dramatic impact on prospect receptivity.
  • B2B Site Search Best Practices: Give Customers What They Need, When They Want It
    B2B Site Search Best Practices: Give Customers What They Need, When They Want It
    Andrew Crowder (Acuity Brands) & Lipika Brahma (Coveo) Mar 5 2020 6:00 pm UTC 60 mins
    Are visitors looking for a needle in a haystack when they come to your website? Prospects and customers have an insatiable need for information. If they can’t find what they are looking for quickly and easily, they will stop looking and leave.

    That’s why personalized search results delivered with lightning speed are critical. Search is the most popular site function for manufacturers, and the biggest indicator of a customer’s intent to purchase from distributors. The website is now a crucial priority that directly impacts business revenue.

    Join us to learn how Acuity Brands -- the largest manufacturer of lighting and lighting control systems in North America -- completely rebuilt its search-led website in just five months and on budget. Andrew Crowder, VP of Enterprise Architecture, will share his team’s strategy for executing on a critical imperative that came with high expectations, with tips on planning, lessons learned, and what’s next for search.

    Attend this webinar and learn:

    - How to plan and execute a large search-enabled site on time and on budget
    - Why machine learning, AI and a server-less environment are key to delivering quality content for every search use case, every time
    - The efficiencies of enabling business users to manage search right from Sitecore
  • How to leverage endpoint detection and response (EDR) in AWS investigations
    How to leverage endpoint detection and response (EDR) in AWS investigations
    Justin Henderson, SANS Analyst | Saager Khasnis, Partner Solutions Architect at AWS Mar 10 2020 2:00 pm UTC 61 mins
    Adding EDR capabilities into your AWS (Amazon Web Services) environment can inform investigations and provide actionable details for remediation. Attend this webinar to discover how to unpack and leverage the telemetry provided by endpoint security solutions using MITRE Cloud examples, such as Exploit Public-Facing Application (T1190) and Data Transfer to Cloud Account (T1537) by examining process trees. You will also find out how these solutions can help identify who has vulnerable software or configurations on their systems by leveraging indicators of compromise (IOC) to pinpoint the depth and breadth of malware (MD5).

    View this on-demand webinar to learn how to:

    - Utilize endpoint security visibility to enrich your investigations in AWS
    - Use EDR to add thousands of host-based observables for threat hunting
    - Auto-scale threat detection across all your cloud endpoints
    - Integrate a cloud access security broker (CASB) to extend protection to cloud apps


    Who Should Attend?

    Security practitioners (Security Analysts, Security Architects, Senior Security Engineers, etc.), Cloud Security Architects, and the office of the CISO.
  • Why CAI and CX Go Hand-in-Hand
    Why CAI and CX Go Hand-in-Hand
    Rob Wilson-Fry, Mark Jones (Artificial Solutions) & Sheri Atienza (Vonage). Mar 10 2020 5:00 pm UTC 45 mins
    Conversational AI is changing the way people interact with technology. From speech-enabled interfaces, through to intelligent virtual assistants and chatbots, it’s becoming increasingly apparent that customers are looking for a more humanlike, natural experience.

    UX and CX are key to delivering a successful and engaging conversational AI experience. Users expect to be able to interact with brands through their preferred channels – whether it is WhatsApp, Facebook Messenger, Viber or just voice.

    Join Rob Wilson-Fry, Director of Strategic Partnerships, and Mark Jones, Head of Presales EMEA, from Artificial Solutions, and Sheri Atienza, Director of API Platform Marketing from Vonage, to understand why CAI and CX go hand-in-hand and discover how to get started with your conversational AI journey. Take advantage of their expertise and make sure you join us for the live interactive Q&A session at the end of the webinar, where Rob, Sheri and Mark will be able to answer your questions.

    When registering for this webinar you are accepting sharing your contact details with both Artificial Solutions and Vonage.
  • Artificial Intelligence, It’s Not Just for Lead Generation
    Artificial Intelligence, It’s Not Just for Lead Generation
    Chad Burmeister, The AI for Sales Expert Mar 10 2020 5:00 pm UTC 29 mins
    Learn how AI for Sales is changing the game for companies who choose to harness the power of big data to dominate their market

    You will learn:

    1. What are the top 3 ways companies are using AI for Sales in the last 12 months
    2. Where is the best ROI in AI for Sales?
    3. Where should I start?
  • Building a Foundation for Transformative Self-Service
    Building a Foundation for Transformative Self-Service
    Mark Floisand, Chief Marketing Officer, Coveo Mar 10 2020 5:00 pm UTC 35 mins
    Self-service has proven its worth in driving case deflection, lowering overall support costs and personalizing the customer experience. But did you know that strong self-service programs are strongly correlated to business and support revenue growth, employee retention and overall agent morale?

    To truly reap all of the potential benefits of your self-service strategy, companies must go beyond short-term benchmarking and project-by-project “baby steps.” True transformation starts with a solid foundation that can grow across organizational silos and departmental barriers to deliver relevance across your self-service sites.

    Register to listen to this prescriptive session which will outline vital steps that you can undertake to transform your self-service strategy and understand the true value it is having on your business, underscored by examples from pacesetters and new research showing an opportunity for a dramatic re-think of the metrics that self-service can really impact.
  • Better Agent Tools = Better Customer Service
    Better Agent Tools = Better Customer Service
    Robin Gareiss, President and Founder, Nemertes Research and Gayathri Krishnamurthy, Product Marketing Director, NICE inCont Mar 10 2020 6:00 pm UTC 60 mins
    Is your contact center system working against you? Research shows that agents’ No. 1 goal is helping customers – and their No. 1 challenge is struggling with hard-to-use tools. Agent desktops often lack contextual, relevant data to help them promptly solve customer problems—and capitalize on opportunities. That’s contributed to poor KPIs, such as handle times and first contact resolutions impacting customer experience. Agents can’t improve issue resolution unless their contact center improves access to better customer data, analytics, and applications.
    This webinar presents tools your team needs to:

    • Access customer data and context effortlessly
    • Improve customer success metrics with an integrated desktop
    • Improve customer experience through faster problem resolution
    • Reduce call backs by resolving the issues, the first time

    Streamlining agent technology with analytics tools gives them the speed to solve customer issues, right at the first interaction. And, organizations are uncovering measurable success metrics: Customer ratings improve by 51.9%, and operational costs drop by 22.7%, according to Nemertes Research.

    Join Robin Gareiss, President and Founder at Nemertes Research and Gayathri Krishnamurthy, Product Marketing Director at NICE inContact in this webinar!
  • 3 Legit Approaches to Prospecting
    3 Legit Approaches to Prospecting
    Ralph Barsi, VP of Global Inside Sales at Tray.io Mar 11 2020 4:00 am UTC 59 mins
    Studies prove that prospecting has gotten harder over the years. Despite the evolution of technology, prospects are still tough to contact and engage. It's time to zoom out and consider three legit approaches to prospecting, centered on mindset, attraction, and execution.

    In this webinar, you'll learn:

    How to get in the right headspace to achieve your goals
    Tips for prospecting in order to become more efficient and spend time where it matters
    Ideas for motivating your sales team to go above and beyond
  • How to Build a Threat Hunting Capability in AWS
    How to Build a Threat Hunting Capability in AWS
    Shaun McCullough, SEC545 Cloud Security Architecture | David Aiken, Solutions Architect Manager, AWS Marketplace Mar 12 2020 2:00 pm UTC 53 mins
    Do you know how to build an effective threat hunting program in your AWS environment? In this webinar, you will learn how threat hunting differs from alerts and SOC monitoring, and what threats to look for. You will also discover real-life examples that demonstrate how threat hunters can apply cloud infrastructure best practices to reduce the noise in often chaotic environments, making it easier to detect potential events. Leveraging detailed use cases, this webinar can help you develop an effective threat hunting program.

    Attendees will learn to:

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

    Speaker Bios

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

    David Aiken is a Solutions Architect Manager at AWS Marketplace and is an AWS Certified Solutions Architect. He leads a team of specialist SA’s that help customers implement security and governance best practices. His skills include cloud computing, enterprise architecture, agile methodologies, web services, and software design and development.
  • Make Web Experiences Personal: Use AI to Inject Relevance into Every Interaction
    Make Web Experiences Personal: Use AI to Inject Relevance into Every Interaction
    Simon Langevin, Product Manager, Coveo Mar 12 2020 5:00 pm UTC 35 mins
    Manually personalizing your digital experience for every website visitor is near impossible. Having your team track, update, and deliver the most relevant content, the moment it’s needed, is just not feasible. This approach can lead to inconsistent and unreliable experiences for customers, places unnecessary burdens on marketing and web teams, and significantly increases cost of operation. Smarter, automated, and more scalable technologies are necessary to both satisfy today’s relevance-seeking customers and stay ahead of competition.

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

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


    You’ll also get a peek at AI-powered strategies that pacesetter companies are using to deliver relevance at every touchpoint.
  • Effective Selling through Powerful Story Telling
    Effective Selling through Powerful Story Telling
    Michael Wills, The Fractional Sales Leadership Expert Mar 13 2020 3:00 pm UTC 45 mins
    Do you find yourself too often in the weeds with your prospects? Five minutes into your first meeting and you are already sharing what your products do? Have you noticed your prospect has already lost interest and wishes you would just leave?

    Great Marketing and Sales is not about you or your product. It is about pain and your Prospects frustrations. It is about changing your “me first” focus, to one where your prospect joins you in a story where they are the lead character, and your role is to demonstrate that you understand their world, and have solved pain for a similar person or company which deeply resonates with them. This pivots you and your story to one of service and value. Now you have their attention!!

    In this webinar you will learn the 3 Rules of Storytelling and how these rules will jumpstart your marketing and sales.

    You will learn:

    1.Learn Your Story
    2.Learn how stories change your Buyer’s emotions and interest
    3.Learn how to use storytelling to supercharge your sales
  • Developing a Sales Infrastructure That Emphasizes Your Corporate Culture
    Developing a Sales Infrastructure That Emphasizes Your Corporate Culture
    Patrick Lyons, Sr. Assoc, New Legends Now and John Lee, OVPS, Stumptown Sales Success, Powered by Sales Xceleration Mar 13 2020 7:00 pm UTC 60 mins
    What sets good to great sales teams apart? It starts with the culture. Learn what a winning sales culture looks like and how to build one.