The sales community on BrightTALK brings together thousands of engaged sales professionals. Learn about careers in IT sales and marketing, sales techniques and selling strategies. Join the discussion by participating in on-demand and live sales webinars and summits with leaders in the sales industry.
Mark Floisand, Chief Marketing Officer, CoveoRecorded: Sep 12 201935 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.
Harry Forbes-Research Director, Automation, ARC Advisory Group; Ajai Singh-Director,Generation & Utilities, IoT-Americas,TCS.Recorded: Sep 12 201950 mins
Gain insights from Harry Forbes from ARC Advisory Group on how digital twins can improve performance and achieve RoI for power plants. Discover how the TCS IP2™ solution has enabled industry leaders to fuel intelligent power plants by leveraging digital twins.
Laura Bassett, Senior Director Product Marketing, NICE inContactRecorded: Sep 10 201962 mins
We have all heard statistics such as that by 2020, 85 percent of customer relationships will be managed without human interaction. We are well on our way and may even hit 90% by next year. With the increase in artificial intelligence tools we see in the marketplace, it’s important to understand how AI is transforming our contact centers. Join our live education session, backed by new independent studies to learn more about:
*AI: The basics
*Why does my contact center need to adopt AI now?
*Introducing AI in your contact center: where and when
*The effect on the Customer Experience
*Successful implementation of AI support in your center
*Recommendations for your AI superpower pack
Jeffrey Gregorec Executive Vice President & General Manager at TimeLinx SoftwareOct 9 20194:00 pmUTC45 mins
Connecting the Dots Between CRM, ERP and Project and Service Management Systems to Maximize Profits, Increase Efficiencies and Offer the Best User Experience. Join us for on September 10th, 2019 to listen to industry expert Jeffrey Gregorec weigh in how project and service management companies are taking advantage of the explosive growth across their industries leveraging integrations across their CRM, ERP and PSM platforms.
Hannah Kundra and Niccolo Zapponi, Senior Solution Engineer SalesforceRecorded: Sep 10 201928 mins
Salespeople today spend more time selling in front of a computer screen than in person. Research also shows that inside sales roles are growing 15 times faster than field sales roles.
That means it’s more important than ever for companies to stay ahead of the curve with their teams and their technology. The most effective Inside Sales teams know how to collaborate seamlessly across teams and operationalise their step-by-step sales guides and best practices.
Join this webinar to find out how you can accelerate virtual selling by arming your Inside Sales teams with:
1 - Insights on how to prospect smarter and faster
2- Integrated tools to eliminate busywork and wasteful admin time
3 - New levels of best-practice automation for scalable & repeatable success
Chris Beall, CEO, Connect and Sell + Darryl Praill, CMO, VanillaSoftRecorded: Sep 10 201964 mins
Reasons to Attend:
There are two words that once spoken, can almost immediately create a mental block and unwillingness like no other: Cold Call! Why are these words grotesque to so many sales professionals? Many find it to be an anxiety-inducing process that involves stripping away their security blankets, and exposing any self-doubt for all to see.
Luckily, Chris Beall, CEO of ConnectandSell.com doesn’t see it that way. On September 10th, Chris will forensically disassemble cold calls and shows us how to take advantage of the interruptions they can create.
Register now and learn how to:
-Use cold calls effectively to create pipeline.
-Appeal to prospects’ problems and work towards deals.
-Ditch the fear and crush your call anxiety.
Jordan Con, Product Marketing Manager, Marketo, an Adobe CompanyRecorded: Sep 10 201941 mins
Marketing analytics is at the top of every marketing team’s priority list. But for many, it can feel overwhelming. Watch Jordan Con, Product Marketing Manager at Marketo, for our webinar, Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data, where he sets the foundation for a solid marketing data and analytics strategy, no matter where you are in your journey.
How, when, and why to use journey and impact analytics
How to prove and improve impact with attribution data
What goes into good dashboards and reports
Barbara Giamanco, The Strategic Social Selling ExpertRecorded: Sep 9 201948 mins
Are you trying to build a profitable business using 3rd party partners to sell for you and can’t figure out what’s going wrong?
Many companies operate under a channel sales model without ever having heard of the term, much less understand how to create a channel selling team that sells their products profitably and consistently.
This session focuses on the 7 deadly mistakes companies make when putting a channel selling strategy in place.
You will learn:
The skills you need to sell through 3rd parties.
How to choose the right partners and onboard them for success.
About a system of tools to help you plan, manage and steer a straight course to powerful, profitable partner-centric partnerships.
Lisa Leitch, The Sales Evolution ExpertRecorded: Sep 6 201948 mins
Are you frustrated by writing sales emails that don't get a good response? Either you're not getting many replies (cue the crickets) or your emails don't move the sales process forward much (cue the snails!).
Well, there's good news. In this new webinar, award-winning copywriter Steve Slaunwhite and Teneo Results president Lisa Leitch will show you strategies that will boost your sales email success rates by 35% or more.
You'll walk away with several step-by-step techniques you'll be able to use right away to craft emails that get noticed, get opened and — most importantly — get actions. Think of the impact that will have on your prospecting, your follow-ups, your sales.
You will learn:
A few minutes of research will enable you to write customized messages that get better responses
The double whammy approach to increase your response rate
Blocking time every week to pro-actively prospect
Deb Calvert, sales coach / researcher / trainer / author / speakerRecorded: Sep 5 201941 mins
Are you tired of interviewing, hiring, onboarding, and LOSING sales talent so you have to start all over again? Do your new hires flounder and fail because they never seem to get a good grasp of what will make them succeed? Join me for this webinar to:
+ Find out what new hires need, starting on day one
+ Learn how to make onboarding more effective
+ Ramp up new sellers faster so they hit goals sooner
+ Partner with others to make the onboarding/training go faster
+ Stop the revolving door on your sales team
Remember -- your sales can only be as good as your sales team! Take these proactive steps to improve performance today.
Kevin Eikenberry, The Remarkable Leadership ExpertRecorded: Sep 4 201945 mins
Getting promoted to a supervisory role is exciting . . . and scary. A promotion to leadership, supervision or management brings new responsibilities, new relationship dynamics, and new opportunities for personal and career growth. And often, new leaders don’t get the training, support, and guidance they need to be successful.
Did you know that 40% of new managers fail within the first 18 months of promoting them? Why? They got promoted because they were good at their job—not because they can actually lead people. They’ve never led people, dealt with challenging time management issues, administered company policy or had to deal with upper management directly before. In other words, they’re completely unprepared.
The good news is first-time managers and supervisors can learn the kinds of things it usually takes managers years to learn. Whether you are in learning and training or HR wanting to help others in this important and challenging position or are that new leader yourself, this interactive and informative webinar will help you be more effective and successful.
You will learn:
1. The most common mistakes new leaders make (and some solutions)
2.The four perspectives that must change for a new supervisor to be successful
3.How to manage relationships and expectations during the transition – up, down and across the organization
Michael Dalis, The Drive-Sales ExpertRecorded: Aug 29 201943 mins
You are a CXO, you want to increase enterprise sales. You spend a lot on marketing and business development, so why aren’t your share of large sales opportunities growing at the pace you need? While you have had success in new client pursuits, it is less clear what role you and your Leadership team play in enabling stronger performance on larger deals. Michael Dalis — a recognized leader on the subject of B2B selling, 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 growth in enterprise selling,
-avoid the common failure points in enterprise sales initiatives, and
-pick your spots where strong Leadership and Coaching accelerate growth in this important part of your business.
Following this webinar, it will be clear what you can do as a leader to drive faster Business Development growth through enterprise selling, by making the right adjustments to your Business Development investment.
You will learn:
1.Why the responsibility for your company's growing enterprise sales cannot be fully delegated.
2.What roles senior leadership plays in closing larger sales
3.How to play those roles effectively
Seleste Lunsford, Chief Research Office at CSO Insights.Recorded: Aug 29 201953 mins
Hear Seleste Lunsford, Chief Research Officer at CSO Insights, discuss the findings from this recent survey of 900 global sales leaders, "Selling in the Age of Ceaseless Change: The 2019 Sales Performance Report."
You will discover:
> How to overcome time-consuming new account capture
> 4 data-derived approaches to improve lead generation
> 3 ways to increase customer account penetration
> How to increase the metric that causes the most heartburn, win rates
Sign-up now to also learn about the compelling characteristics of outperforming sales organizations, and the chance to participate in a Q&A session with one of CSO Insights' leading analysts.
NOTE: THIS WEBINAR IS HOSTED ON THE BRIGHTTALK PLATFORM. IF YOU DO NOT HAVE A BRIGHTTALK ACCOUNT, YOU WILL NEED TO CLICK THE JOIN NOW BUTTON IN THE TOP RIGHT CORNER BEFORE YOU ARE ABLE TO REGISTER.
About CSO Insights:
CSO Insights is a research company dedicated to improving the performance and productivity of complex B2B sales. The team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build strategies for sales performance improvements.
About Seleste Lunsford:
Seleste Lunsford has consulted with sales and service organizations for more than 20 years, helping them acquire, grow and retain client relationships. As Chief Research Officer of CSO Insights, Seleste helps guide their research focus areas and define their market deliverables. An experienced business leader, Seleste has led a range of product development, professional services and operations functions.
Ken Forster, Managing Director, Momenta Partners & Momenta VenturesRecorded: Aug 29 201962 mins
The digital transformation of industry is creating significant opportunity with millions of devices connected to the internet for the purpose of collecting data, tracking usage, monitoring functionality, automating and optimizing systems and processes. While traditional venture capital has shied away from industrial applications and hardware, there’s been a rise of a new class of ventures investors: the venture industrialist. In this webinar, Momenta Ventures will share their insights and practitioner's perspective on investing in Connected Industry, understanding the market, trends and risks. This webinar is for ANYONE seeking insights on investing in Connected Industry.
- What is Connected Industry?
- How do Connected Industry investments differ from traditional venture investments?
- Momenta’s Connected Industry investment themes
- Momenta’s investment criteria
- Q&A; ask our practitioners your burning questions
Robin Gareiss, President & Founder, Nemertes ResearchRecorded: Aug 29 201948 mins
Intelligent Customer Engagement Series [Ep.2]: Top 5 'Must-Haves' for Your Next-Generation Contact Center
Contact centers are changing--drastically and swiftly. If you're not keeping pace--or exceeding it--you'll be at a competitive disadvantage.
Learn what successful companies are doing with areas such as agent experience, interaction channels, and emerging technologies.
Based on Nemertes' brand new, detailed, Customer Experience research study with 518 organizations, this webinar will explain the five crucial items that must be on your priority list to ensure your contact center is positioned to deliver successful customer experiences.
Brian Russell, CTO at TrustThink | Anthony Tanzi, Partner Architect, Optiv | David Aiken, Solutions Architect Manager, AWSRecorded: Aug 29 201959 mins
This webcast provides guidance on the key issues to consider when choosing cloud-based firewall/threat prevention solutions for integration on the AWS platform and suggests a process for making that important decision.
About Optiv Security:
Optiv is a market-leading provider of end-to-end cyber security solutions. We help clients plan, build and run cyber security programs that achieve business objectives through our extensive capabilities in security strategy, managed security services, incident response, risk & compliance, security consulting, training and support, integration and architecture services, and security technologies.
About AWS Marketplace:
AWS Marketplace is a digital software catalog that makes it easy to find, try, buy, deploy, and manage software that runs on AWS. AWS Marketplace has a broad and deep selection of security solutions offered by hundreds of independent software vendors, spanning infrastructure security, logging and monitoring, identity and access control, data protection, and more. These products can be integrated with AWS Services and other existing technologies, enabling you to deploy a comprehensive security architecture across your AWS and on-premises environments. Visit aws.amazon.com/marketplace to learn more.
Lisa Magnuson, The Landing 7-Figure Deals ExpertRecorded: Aug 28 201944 mins
Do you know how to leverage the account team to win your biggest (5X) opportunity?
You will learn:
1.Why the full account team must be activated to win your biggest contracts.
2.What you need to know about the pitfalls associated with team selling.
3.How to determine if you are on the right track and set up for success.
Jon Rossman & Mark FloisandRecorded: Aug 27 201955 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
Shari Levitin, The Sales Evolution ExpertRecorded: Aug 27 201946 mins
Here’s a statistic that will boggle your mind: Humans consume 74 gigabytes, the equivalent of 175 newspapers of content, per day. Customers are assaulted with facts, pseudo facts, white papers, media and statistics all posing as relevant information. Much of the well sourced information is contradictory. Sorting the “need to knows” from the “nice to knows” can be exhausting. Add to this a new average of
ten stake holders and more and more customers are defaulting to the status quo or a no deal. What’s the solution? New research, just released by Gartner, reveals that sellers who help make sense of information, who can simplify and tune into the feelings of their customers rather than piling on more data, significantly outperform
their peers. How must sellers adapt to this new reality? What are the three most important behaviors to this new reality of sense making?
In this webinar you will learn to:
1. Leverage video to reach additional stakeholders and improve customer experience.
2. Create buyer focused presentations that drive your unique value.
3. Ask questions that line up with how the brain processes information.
4. Guide buyers to a buying decision through stories, metaphors and anecdotes.
Siem Uittenhout, Ann Knox, Yelena KasianovaRecorded: Aug 27 201929 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.
Teneo is one of the most human-like experiences available in commercial conversational AI today, providing the complex capabilities required to create the simple, intuitive experience that your customer demands, while increasing customer engagement. With Teneo, a chatbot can be trained to go beyond the typical 85% understanding mark of competitor products to deliver near-perfect results every time.
Join Siem Uittenhout, Presales Consultant at Artificial Solutions as he demos a Teneo built automotive solution called the Smart SatNav assistant. As well as, Ann Knox, who will discuss our current live solutions with a client in the automotive industry.
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.
Mark Erskine: ISM FellowRecorded: Aug 27 201951 mins
Reasons to Attend:
Understanding brain development since caveman times provides the key to influencing others especially given the massive advances in neuroscience over recent years which has taken the art of persuasion beyond psychology into brain chemistry. The Reptilian brain, the Limbic system and the Neo Cortex can be likened to your “Gut”, “Heart” and “Head” brain. These three brains transmit data constantly to each other when we make decisions but if we want sales success we must first understand our own preferences by using behavioural profiling and then diagnose which of these dominates the customers brain to stimulate sales, increase conversion ratios and shorten sales cycles.
•Understand how the human brain has developed and how to use this in sales
•Discovering your own behavioural brain preferences is the critical first step to managing your selling style
•Learn what techniques stimulate which part of the brain and how to leverage them
•Understand why selling has to stimulate each part of the brain to ensure success
•Learn why so many training methodologies and programmes are too one dimensional to succeed.
Carole Mahoney, The Sales Coach ExpertSep 16 20193:00 pmUTC22 mins
Join host Carole Mahoney as she talks with Peter Cutrer, a 15-year Firefighter/EMT, Fire Marshal, Fire Instructor and Deputy Chief who now trains public safety agencies like NASA, Disney, Boston Fire, FDNY, and ESPN.
In this 30 minute interview, Carole and Peter discuss:
1. How training and preparation allow you to respond to situations appropriately when they arise.
2. How to determine if you are cut out for a certain type of training and career.
3. How to maintain a level of emotional control in stressful situations.
Advice that sales executives and leaders should know in regard to how they think about training their teams.
Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, MarketoSep 17 20199:00 amUTC60 mins
Digital ads are an essential component to any good marketing campaign. Watch Paulo Martins, Head of Digital Marketing at Marketo, and Scott Minor, Marketing Program Manager at Marketo, for their webinar, A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel. They dive into the digital campaigns they run at each stage of the funnel, as well as the KPIs they look at to ensure their focus is in the right place.
Lawrence Keltie, Sales Enablement Specialist, ShowpadSep 17 201910:00 amUTC90 mins
Many sales leaders are challenged by faltering sales often caused by the growing gap between buyers and sellers.
So, how are B2B companies going to boost buyer engagement and retention to meet the tough sales targets? Join our webinar on 17 September to gain insights into the results of our recent salesforce survey, including:
•Sales Enablement - how companies are planning to embrace it
•Sales Training - what are the pitfalls and the plans for change
•Digital transformation - what are the plans now and in the future
You will also learn why companies like Rockfon, Fujifilm and Cox Automotive have invested in Showpad sales enablement technology to boost buyer engagement, retention and growth.
Don't miss the must-attend webinar for sales and marketing professionals!
Santha Subramoni, Head for Intelligent Process Automation, Automation & AI, TCSSep 17 201911:00 amUTC29 mins
From regulatory compliance to risk mitigation, due diligence processes in today's financial institutions are a critical element of client on-boarding.
A multinational investment bank and financial services company automated their manual process for scanning, classifying and reporting on news articles related to their clients (client hits) with an intelligent recommendation engine—reducing the processing time from 1 day to 2 hours, increasing accuracy of information classification and delivering more relevant content to the business teams. Discover their journey to intelligent customer data management.
Rebecca Gaspar, Global Head Content Services, TCS InteractiveSep 17 20192:00 pmUTC29 mins
You’d be hard-pressed to find an industry that needs content marketing more than financial services. Why? Because truly useful content increases engagement with intangible, mystifying products. Join me for a discussion on:
• Understanding what helps banking customer overcome barriers to entry.
• Using new technology to match content to customers in digital, personalized micro-moments.
• Creating a content strategy and plan that will engage your audience and turn them into customers for life.
• Tracking and measuring the impact of your content marketing efforts to understand the ROI of content.
Sajan Jacob, Head - Business Development & Strategy UK & Europe, TCS InteractiveSep 17 20193:00 pmUTC29 mins
How can banks and financial institutions deliver great experiences in the fragmented digital world?
Successful financial services firms have reputations and brands that convey trust. Many have embraced digital channels for reaching and engaging clients and prospects and, ultimately, for building relationships with them. But in today’s world, true success focuses on the experience—the sum total of offerings, interactions, and transactions. An integrated, programmatic, and highly automated approach offers the best way to accomplish this goal. So: How do you do it? The short answer is by adopting a unified technology platform. A robust technology platform can unite and simplify your digital marketing activities (integration), allow you to be even more data-driven (programmatic), and to make it faster and easier than ever before (automated).
Rachel Bosley, Marketing Manager at Coveo & Micheal Wong, Solution Engineer at CoveoSep 17 20194:00 pmUTC49 mins
You’re invited to a live demonstration of Coveo’s intelligent, self-learning search & recommendations technology.This live 45 minute tour will explore our offerings for self-service and customer support.
- During this session we’ll also show you how our technology can help you to:
- Increase case deflection and improve your Customer Satisfaction Score
- Empower your service agents with the most relevant information available to make the best, most informed decisions
- Leverage your data and insights to create a self-service experience that gets better with every interaction
Amy Skeeters-Behrens, Exec. Director DocuSign ImpactSep 18 20198:45 amUTC34 mins
Saving paper means saving trees. Discover your organization’s environmental impact stats as a result of using DocuSign eSignature and find out how you compare to various benchmarks. Hear how sustainability leaders are using DocuSign to scale their impact and why paper reduction is a critical component of their environmental programs.
Andy Peart, Peter Joles, Yelena KasianovaSep 18 20194:00 pmUTC45 mins
One of the main reasons’ bots are failing is their conversational ability – or to be more precise, lack of it.
Brilliant bots must give users a humanlike experience, therefore if you’re building a bot, you need to make sure it is able to truly handle natural language conversations. Many of the bots out there may work fine if you follow a linear, prescribed way of engaging with them, by asking the questions and providing information in exactly the way that the bot developer intended. But unfortunately, we as humans tend not to do this—we communicate using natural language. We branch off at tangents, we circle back, we miss out crucial facts and figures, we ask for clarifications. We want to be able to speak to bots in a humanlike manner, and we want those bots to understand us.
Join Andy Peart, CMSO at Artificial Solutions as he discusses what steps to take to create a brilliant bot. As well as, Peter Joles, who will demo a Teneo built solution.
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.
Barbara Weaver Smith, The Large Account Sales ExpertSep 18 20195:00 pmUTC45 mins
Description: Part #9 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.
When you have sold a deal into a big corporation, you will often have a delivery team inside that account, led by a project manager, at the same time that another sales rep or account manager from your company is working to land new business. The new business opportunity may be in another facility—in another region, a different subsidiary, even another country. Far too often, there is no contact between the team inside and the team selling new business. That’s a huge lack of foresight and opportunity, both to serve your client better and to improve your chances of success. This webinar is about how to manage your inside team(s) to produce steady new revenue from your large account.
You will learn:
1. What assumptions you should make about your global clients.
2. How management training and sales training needs to address these issues.
3. What opportunities you should be looking for.
4. How to use this circumstance to become a trusted advisor.
5. How to align your sales strategy with your customer’s strategic objectives.
Christopher Ryan, The B2B Revenue Growth ExpertSep 19 20195:00 pmUTC45 mins
Companies of all sizes thrive or simply survive, based on their ability to develop a strong, consistent and repeatable pipeline. According to CSO Insights, 67% of CEOs polled stated that their #1 goal is acquiring new customers. Experts Jim Hale and Chris Ryan will share their top strategies used to accelerate pipeline growth at some of the most dynamic U.S. and international companies. In this dynamic and fast-paced presentation, you will learn the threats on both the marketing and sales sides, that can prevent pipeline growth and also discover the best opportunities you have to stop revenue leakage and get on a solid growth path.
Ryan and guest expert Hale will discuss important topics like: how to ensure that your pipeline numbers are accurate; why too much technology and processes can hurt you; why your messaging can be even more important than sales skills; how marketing and sales can work together synergistically to boost revenue faster; and why an account-based marketing (ABM) program may be your best bet for selling larger deals. Specific examples will be provided of companies that used these strategies to go from low-growth to high-growth.
You will learn:
1.What you need to fix now to get your pipeline in order.
2.The danger signals that your pipeline is in trouble.
3.How to use opportunity assessments to improve pipeline accuracy.
Why marketing plays a big role in sales pipeline growth.
ISM Fellow, Steve BurtonSep 24 201910:00 amUTC30 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?
Eve Alexander, Snr Dir. Product Marketing, DocuSignSep 25 20199:00 amUTC37 mins
Your sales process relies on agreements. When the way you prepare, sign, act on and manage those agreements is manual, paper-based, or not fully integrated with Salesforce, the costs to your business are high. If you’ve already digitized signatures with DocuSign for Salesforce, and are looking for the next phase of acceleration, this session is for you. Learn how our growing set of solutions purpose-built for Salesforce can empower B2B sales teams to accelerate revenue, deliver better customer experiences and free up time for selling, with a particular focus on the power of SpringCM contract management + Salesforce CPQ.
Heather Black- Supermums, Founder. Christopher Zanardi-Landi -CEO, PINK. Ian Rand-CEO, Business Banking, BarclaysSep 26 20191:00 pmUTC75 mins
From the Salesforce World Tour London 2019, please join Paul Smith, EVP and General Manager UK at Salesforce, and special guests to celebrate Trailblazers, like Salesforce Supermums, who are transforming themselves, delivering exceptional customer experiences, and making the world a better place in the Fourth Industrial Revolution.
Salesforce will showcase how world renowned UK brands Barclays and Pink Shirtmaker, are taking advantage of new products and technologies like Salesforce Customer 360, Einstein Voice, Trailhead, and Lightning to dramatically change the way their employees across sales, service, marketing, and IT innovate, skill up, and deliver integrated customer experiences
Kevin Eikenberry, The Remarkable Leadership ExpertSep 30 20197:00 pmUTC45 mins
Do you need more and more effective leaders in your organization? Are you unhappy with the efforts you have made in developing leaders in the past or just wish you could do more? Do you wish you got a higher ROI on your leadership development investments?
If you are interested in helping more leaders create better results for the benefit of their teams, themselves and your organization, this will be a great investment of your time.
Our organizations have never needed more effective leaders more than now; and yet most organizations feel something from a mild frustration to a serious pain regarding the effectiveness of their leadership development processes.
In this practical and relevant webinar we get back to basics and explore proven principles of leadership and learning. Then we will introduce a framework that will work; and give you a plan for applying your organizational needs, goals, and culture to the framework to create more effective leaders in your organization.
You will learn:
1.Identify the specific challenges with your current Leadership Development process
2.Describe a comprehensive framework that provides a starting point to create your organizational model
3.Identify a roadmap to implementation
Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, MarketoOct 1 20199:00 amUTC49 mins
- How to select lead generation programs and evaluate successes
- How to plan email and nurture programs to move prospects through each stage of the marketing funnel
- Strategic tactics to create sales-ready leads
Deb Calvert, sales trainer, coach, researcher, author & speakerOct 1 20196:00 pmUTC45 mins
It's baaaack! Deb's annual review of the latest and greatest sales hacks you won't want to miss out on. Most are no cost or low cost, and all of them have been personally tested in the field. Best of all, YOU can access these tools on your own to save time, automate processes, connect with buyers, and make the most of every single sales day.
Sam Momani, CEO of Global Technology Sales Solutions & Peter Strohkorb, CEO of Peter Strohkorb ConsultingOct 2 20199:00 pmUTC60 mins
Many organizations have shifted considerable focus on driving account-based marketing strategies to augment their traditional marketing activities. Which ABM strategies actually work and drive revenue?
Join industry leaders to weigh into this highly contested area that affects revenue growth in what will likely be a heated exchange of insights focusing on determining which account-based marketing (ABM) strategies drive revenue.
Nazma Qurban, Chief Revenue Officer, CognismOct 8 201910:00 amUTC60 mins
In 2017, millennials comprised 35% of the UK workforce. By 2020, they are projected to represent an astounding 50% of the total global workforce.
They bring wants and needs which differ greatly to previous generations, and hold more bargaining power than ever before in the labour marketplace.
With that in mind, companies and business leaders need to be made aware of how to harness that power in their favour. Nazma Qurban, Chief Revenue Officer at Cognism, has built a high-performing sales team that is made up of 98% millennials.
In this inspiring and insightful webinar, Nazma will demonstrate how to motivate millennials – by being a mentor, not a manager.
•Why understanding millennials is key to your business’s future success
•Identifying misconceptions about this generation and demonstrating why they are incorrect
•How millennials have been integral to Cognism’s growth and success
•How to create an honest, transparent and inclusive working culture that millennials thrive in
Hugh Minson & Daniela Kirchhuble, Salesforce. Ian Cohen, Group CIO, CTO, Addison Lee Group. Raj Mistry, EMEA Head, MulesoftOct 8 20191:00 pmUTC29 mins
People expect more from technology. They want seamless, personalised experiences from companies whether they work for them or not. Meeting these expectations can often fracture a company resulting in siloed data, shadow IT, technical debt, and a disconnected experience. Come hear from IT Trailblazers and learn from Salesforce product experts how to bring your lines of business and IT together to integrate data and build engaging apps - straight from the Salesforce World Tour, London
Robin Gareiss, President and Founder, Nemertes ResearchOct 9 20195:00 pmUTC60 mins
Intelligent Customer Engagement Series [Ep.5]: CX Success Stories Require Technology, Leadership, Data
A great story requires more than a compelling narrative. Marketing teams can significantly elevate their success with the right combination of leadership, technology, and data derived from well-planned customer interviews.
Crafting that perfect story requires an expanded mindset about what comprises “marketing.”
In this webinar, join Nemertes Research President Robin Gareiss, who recently completed detailed research with 518 companies on how they use advanced technologies and reshape their organizational structure to improve customer experience. Based on this research and her experience as a journalist, marketing content developer, and CX advisor, she will cover:
1. Organizational overhaul: Why a Chief Customer Officer is vital, and how the CMO and CCO work together for joint success.
2. Technology leverage: What are the key technologies and contact-center initiatives that result in measurable CX success—ultimately delivering crucial data to marketing teams that support their success stories?
3. The perfect story: How to conduct interviews that get real-world data to support your mission.