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.
Now that you have determined what you need to identify the right audience, how do we reach out to them? Marylou is bringing us through part 2 on reaching out at the right time, with the right message, in the right place.
Some key takeaways from this session:
-How to craft the right sales message
-Using sequences to schedule more meetings
-Identifying what a high-value prospect looks like
Marylou has proven these methods time and time again, and lucky for us, she’s sharing her secrets! Get ahead of the game, and join the webinar to get the inside sales knowledge.
Often B2B marketers will focus heavily on the generation aspect of lead generation and lose sight of what happens next. Generating new leads is one thing, but nurturing them to qualify themselves is what separates a lead in your funnel from a customer tied to revenue.
Join Ian Campbell, CEO, Mission Suite as he breaks down a lead generation and management process that generates results at the bottom of the funnel.
Balancing territories properly is critical for maximizing your sales force's success, and doing so correctly means using data to establish sales territories that will reach their full profit potential.
Gartner estimated that, on average, enterprises will miss the equivalent of 10 percent of total sales in lost revenue that could have been captured with improved processes for defining, assigning and managing territories, quotas and compensation plans. Without data, territory mapping and quota calculations become subjective, favor certain sales reps, and often do not maximize the company's overall revenue potential.
Join us for this webinar and learn how to:
- Simplify and accelerate the territory and quota planning process
- Reduce the risk of errors in the planning process
- Use data to avoid the most common territory planning pitfalls
- Give reps clarity on how quotas are calculated and improve sales rep retention
Are you in the middle of planning out your 2017 budget and interested in learning how predictive intelligence can help you hit your pipeline and revenue goals? This webinar will explore how predictive intelligence improves the targeting and conversion rates of your digital marketing and demand gen activities and increases the relevancy and quality of leads you pass on to Sales. We will also discuss the business processes and due diligence every company should go through before investing in predictive intelligence.
In this presentation you’ll learn general best practices and the specific approach Citrix took to:
-identifying major use cases of predictive intelligence for B2B marketing and sales;
-building an evaluation committee for predictive intelligence;
-justifying the investment to executives; and,
-building implementation teams to increase your chances of a successful rollout.
You’ll walk away from the presentation better prepared to make the right decision this year to take advantage of predictive intelligence in 2017.
ABM strategies require the coordination of a lot of moving parts.
In this session, Everstring’s Dayna Rothman shares a series of actionable ABM hacks to help you clarify your priorities and improve your processes and technology.
You will learn:
- How to leverage what you already have to create personalized content that resonates with accounts
- About the different levels of account-based content marketing so you can prioritize where and how to spend your time
- How to use different types of marketing technology to bring your account-based content to the next level
Join Erich Sachse, VP Professional Services at Optymyze. and Brad Hardy, VP of Sales at Kowa Pharmaceuticals - the winner of the 2015 Ventana Research Leadership Award for Sales Excellence as they discuss:
If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. Marylou Tyler provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether you’re a sales or marketing executive, team leader, or sales representative.
Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you to:
• Identify the prospects with the greatest potential
• Clearly articulate your company’s competitive position
• Implement account-based sales development using ideal account profiles
• Refine your lead targeting strategy with an ideal prospect profile
• Start a conversation with people you don’t know
• Land meetings through targeted campaigns
• Craft personalized e-mail and phone messaging to address each potential buyer’s awareness, needs, and challenges.
• Define, manage, and optimize sales development performance metrics
• Generate predictable revenue
You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals—quickly, efficiently, and predictably. The book includes easy-to-use charts and e-mail templates, and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit.
Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets—and generate more revenue than ever. That’s the power of Predictable Prospecting.
It's an insidious and disruptive force... an assassin that kills the mood and decimates your organization. Join us to find out what it is and how you can overcome it to reduce turnover, retain skilled talent, improve recruiting efforts and improve company culture.
Best practices for project planning: bringing together the process and the tools to start projects right!
This webcast will outline the best practices for Project Planning and align them to the capabilities of the Microsoft Project scheduling engine.
We will cover the basic steps to build an optimized plan, so that everything that is known within the project scope is appropriately reflected into an achievable plan.
Included will be:
•The best practices for project scope definition to build the appropriate foundation for an effective project schedule.
•The organizing principles necessary to create an effective a Work Breakdown Structure in Microsoft Project.
•The fundamentals for linking tasks to enable Project to use the appropriate logic when building the schedule; this will include how to use leads and lag, predecessor/successor relationships, and constraints.
•The application of resource management practices to bring credibility to the plan assure that the resources necessary to meet the schedule are available when needed and at the capacity needed.
•A review of the various options for baselining the schedule, cost, and labor to ensure the project plan is prepared for the control and execution stages of the project.
Being a small business owner, there is a lot to do and maybe you think you don’t have the resources or money to do it. Entrepreneurs often believe that marketing strategies are for companies with seven-figure budgets but that is not true. So when cash is tight, how do you grow your business with little or no money?
We, at Insightly CRM have partnered with Alignable, the social network for local business, to discuss how to leverage current customer information and your network to increase sales, gain more customers and increase your brand’s visibility without breaking the bank.
In this session you will learn how a customer relationship management (CRM) application paired with other tools can help know your customers better, innovate for new growth ideas, get your employees on the same page and take home advice you can implement today to grow your business without growing your budget.
What's the point of having a 1-to-1 meeting with every one of the salespeople on your team? How can you be sure this is time well spent? Join us to hear the "best practice" so these meetings will boost sales productivity and sales success.
See how this promising trend can enhance your customer's experience!
In retail, it's all about the customer. Providing a superior experience for customers that puts them in control and anticipates their needs is critical for retailers. You can fuel this mission with advanced data analytics that forecast demand, optimize availability, and enable seamless, personalized customer experiences. This is one of the most promising trends for unlocking new value and giving your organization a competitive edge.
Join this webcast to learn how to:
•Better understand lead generation, targeting, and innovation in customer experiences
•Break down silos by capturing, analyzing, and executing on data-driven decisions throughout your organization
•Implement best practices and tools for capitalizing on advanced analytics
•Use other companies as models for optimizing operations with advanced analytics
Join PandaDoc and ProsperWorks on this webinar where we will discuss tips and tricks to increasing your sales velocity. We’ll focus on the day-to-day hacks every Account Executive should use to close deals faster, hitting their revenue goals.
As sales and marketing becomes more complex, creating a successful lead generation strategy means you first make time to figure out who you're marketing and selling to.
Defining the profile of your ideal buyer focuses your sales and marketing efforts on generating high quality sales leads through targeted messaging at various stages in the buyer’s journey.
Join this webcast to learn:
•Why defining the ideal customer profile is the first step in lead generation
•What the 5 steps are to creating an ideal customer profile
•How to create sales and marketing messaging to support each profile type
•Which questions to ask during the process
•How to tailor your approach before someone buys, during the buying process, and after a purchase is made
Join Ardath Albee, B2B Marketing Strategist and CEO Marketing Interactions, Inc., Kerry Cunningham, Senior Research Director at Demand Creation Strategies, and Barbara Giamanco, CEO of Social Centered Selling for this all-about-lead-gen webinar!
Building a high-performing sales team comes with its own set of challenges. It differs in many ways from hiring for other departments and understanding what to focus on can be the difference between success and failure.
But how do find the best candidates? And how can you get them up and running while also making sure they are completely knowledgeable on your product or service?
View this on-demand version where CEO Mikita Mikado and the CEO of Close.io, Steli Efti will discuss:
-Finding the right sales talent for your business
-How to interview and onboard candidates in the least amount of time
-How to develop good processes for sending HR documents
Dial in for the third and final webinar in our Hybrid Data Platform Series with Kevin Orbaker!
Few industries are changing as rapidly as energy. The variable price of carbon-based fuels and the rise of alternative technologies are prompting businesses and consumers alike to examine how to streamline power usage and boost sustainability. Internet of Things (IoT) is poised to be a catalyst for even greater energy industry transformation. In the session below, we show how to look beyond the hype and create an Energy strategy that will unlock the potential of the Internet of Your Things to realize real, transformative results in your organization.
Insights from data can be the differentiator for your business- a differentiator your customers will notice. Give your business an unfair advantage by leveraging insights from data. The sheer amount of data available, the time it takes to comb through, and the ability to share it with others may all seem off-putting, but this is the stuff that can change how your business performs. If you've ever wondered if there's an easier and faster way to get the most out of your data, there is, and this webcast will show you how.
In this webcast, you will learn more about:
How Microsoft Office 365 now delivers rich interactive insights into key trends such as reach, influence, and work-life balance across your team.
New tools in Power BI Pro that help your teams visualize and analyze live data with greater speed, efficiency, and understanding.
How dashboards, interactive reports, and visualizations bring data to life.
Experience the power of Microsoft’s Organizational Insights and data visualization tools which will help you work smarter without investing additional time.
To find out the state of sales enablement in 2016, look no further than CSO Insights' benchmark data on sales enablement optimization. This year's report reveals a picture of sales organizations in dire need of support, with only 56% of sales reps achieving or exceeding quota last year and an average ramp-up time of seven months or more. Long ramp up times, low quota attainment, & less time spent actively selling – all of these paint a picture of rapidly decreasing sales productivity.
In this webinar, Tamara Schenk, analyst at CSO Insights and a leading voice in the sales enablement space, will talk about why that is, as well as uncover:
– How sales enablement has evolved over the past two years
– Why so many companies fail to reach their sales enablement goals
– The importance of having a formalized sales enablement program
– The revenue impact of aligning sales to the customer’s journey
Dependable data platforms that work as hard as you do!
You depend on your data platforms to run your business every day, all day. You need your mission-critical applications to have breakthrough performance, continuous availability, and intuitive manageability. Investing in the right tools to make your business's world go 'round could pay back in as little as 9.5 months.
In this webcast, you'll learn about tools to help set your business up for insight-driven success. Get ready to learn more about:
•Data Security and Compliance
•Flexible and Efficient Backups
•How scalability with new advancements in computing, storage, and networking will provide a direct impact on mission-critical SQL Server workloads
•High Availability and Disaster Recovery
As the most secure Windows ever, Windows 10 offers significant security protection. Security has never been more critical with more than 250 million threats online in any given day. These threats can cause loss of data and personal information with increased risk of identity theft. Windows 10 includes built-in protection to help keep you more secure with all new features in the Anniversary Update.
This is your chance to get your questions on the Windows 10 Anniversary Update answered, so we’ll provide a brief overview, and then Windows 10 expert Stephen Rose will answer your questions about this Update live.
Reserve your space for this webcast to:
•Learn about the new security features released in the Windows 10 Anniversary Update
•Hear more about how this fits in with overall Windows 10 (and Microsoft) security
•Participate in a live Q&A session to get your questions answered in real-time
At the heart of great teams is great communication.
Teams that communicate often and openly are more efficient, respond faster, plan better, and help one another to accomplish aspirational goals. They listen to customers and market trends, share insights amongst themselves, challenge one another openly and are great communicators. With new capabilities, you can significantly simplify your organization's infrastructure with one platform—Office 365.
Join this webcast to learn how to:
Leverage tools to drive greater business communications capabilities.
Host and participate in more productive meetings.
Discover new ways to collaborate and engage with colleagues, clients, and customers.
Sales managers have a dilemma. They want representatives on the phone tracking down leads, qualifying prospects, and closing business. But they also need activity reports and forecasts to manage sales operations and forecast performance. How do you get one without sacrificing the other?
Join 8x8 VP Alon Waks in an important webinar to learn how integrating 8x8 cloud communications with Salesforce keeps representatives focused on customers rather than administration. Alon will show a real-life example of how a streamlined, automated process can:
-Free sales reps from tedious opportunity logging and recording.
-Provide greater visibility into the sales funnel and day-to-day activities.
-Optimize your sales organization and operations for greater productivity.
More and more, buyers have moved outside the traditional marketing funnel by changing the way they research and buy products. Today’s sales and marketing funnel concept fails to capture all the touchpoints and key buying factors resulting from the explosion of product choices and digital channels, coupled with buyers that are better-informed than ever. A more sophisticated approach is required to help sales and marketing leaders navigate this environment, which is less linear and more complicated than the traditional funnel suggests.
Join this webinar to learn how to:
Understand the impact of digital, social, and mobile technology on buyer behavior
Support the 4 primary phases in the buyer decision-making process
Achieve consistent sales performance through a consistent sales process that drives behaviors and skills
Adapt content and messaging for the various stages of the buying process
Increase pipeline, crush quota and accelerate deals to close by aligning sales and marketing strategies and tactics.
Marketing, sales and account management must align around the needs of the customer to generate bigger and better pipeline, crush quota, and drive stronger lead- to-close ratios in order to accelerate revenue.
Join this webcast to learn:
What 1,000 sales and marketing professionals said about aligning to generate bottom-line results
Why data must be your foundation
How to remove the cultural barriers to success
The right processes to support alignment
Strategies for getting started
Marylou Tyler believes in the power of 3. Whether it’s in your sales methodology, your day-to-day habits, or even this webinar series. Save your seat for Part 3 where she will go through her optimization framework.
The 3 key themes for this session are:
-Finding the right people for the right seats
-Measuring and optimizing your sales process
-Leveraging the right sales tools
Registering for the webinar will not only save your spot, but you’ll get access to templates and resources you can start using right away. There isn’t a part 4, so this is your last chance to get the inside secrets from Marylou. See you soon!
Today’s most competitive companies use SuperForecasting based on data science to provide their teams with dynamic and actionable insights. Learn how sales & sales ops teams from companies like Nutanix, RingCentral, Pandora and TriNet revolutionized their sales capabilities and navigated dramatic change in their business. Plus, you'll leave with the recommended steps to make it happen in your organization.
Up your sales game - adopt the latest activity-based and sales enablement techniques. Tips and trick from experts, which you can quickly put into your organization sales processes.
Learn how anyone in sales, from the enterprise sales expert to an individual entry-level sales rep can adopt activity-based selling to increase closing rate. It’s the most powerful, promising and successful way to sell. It puts you in the driver’s seat, gives you visibility into your pipeline, builds your confidence and even makes selling more fun.
Activity-based selling and sales enablement go hand in hand. The marketplace has changed. Buyers now have more tools and resources at their disposal to help them through the purchase process. Thus, sales teams often struggle to close deals and spot new opportunities. Sales enablement content has also undergone a transformation - modern tools and visual content are available to sell value and provide meaningful insights.
Budgets for sales enablement have doubled to $2.4 million in the past two years, and companies have also increased their investment in sales enablement technology by 69% (SiriusDecisions, 2014).
Timo Rein is an expert on activity-based selling and will cover advice for the top of sales funnel. Timo is the co-founder and president of Pipedrive, a provider of sales CRM software that gives sales teams control over their selling processes. He has 15-plus years experience as a salesman, sales manager and software entrepreneur.
Mikita Mikado is a master of sales enablement techniques and will talk about the bottom part of the funnel from his 11 years of experience in sales and running various software business. Mikita is co-founder and CEO of PandaDoc, makers of all-in-one software that enables easier, faster delivery of high-quality, personalized documents.
Microsoft Dynamics AX helps enterprise organizations increase the speed of doing business by enabling people to make smarter decisions, redesign business processes faster, and fuel business success. When you can make smarter decisions more quickly, from anywhere, you can redesign business processes faster and grow business at your pace. This Customer Relationship Management (CRM) sales tool and software aids enterprise business solutions and resource planning.
Join this webcast to learn how Microsoft Dynamics AX can help you:
Accelerate product introductions
Make shop floor execution more agile
Introduce and maintain intelligent order fulfillment
Reinvent marketing and sales productivity and efficacy!
What's different about the buyer's journey today than, say, 5 or 10 years ago? A lot!
A sales funnel has traditionally represented how a buyer moves from the awareness phase into action. But today, the rapid pace of innovation is pushing B2B sales and marketing organizations to reexamine what they thought they knew about finding, engaging, and converting prospects into customers. Update how you envision your buyer's journey in this webcast overview of the modern day sales funnel.
Join this webcast to learn:
Why the modern day sales funnel doesn’t follow a linear path
How buyer behavior is driving the need for change
What steps to take to move a prospect through the sales funnel and build loyalty in the process
How content plays a role in today’s modern funnel
How to get involved in the buying process before the decision is made
How the internet and social channels provide new opportunities to build flexible and scalable pipelines
Best Practices means many different things to many different people, but there are some common themes across all contact centers where best practices can be applied. In this webinar we will discuss the Top 10 industry-proven Best Practices for Workforce Optimization and techniques for applying them to your contact center.
How to put your customer first: Stay connected with your customers anytime, anywhere
In a world where consumers are increasingly connected with 24/7 access to information, endless options for goods and services, and extensive access to the opinions of others, customer experience is an increasingly important ingredient for companies as they win and retain customers. The customer journey is now squarely in the control of the customer. It's estimated that by 2020, the customer experience will overtake price and product as the key brand differentiator. It's time to learn more about how you can develop high quality, long lasting relationships with customers.
Join this webcast to learn how to:
Create personalized, proactive, and predictive customer experiences.
Facilitate intuitive sales force automation to increase productivity.
Deliver exceptional customer service across all channels.
People aren't trees. We don't attempt to grow wherever we are planted. Instead, we uproot ourselves and find places where we know we can grow. To retain skilled talent, you'll need to develop and challenge them. Join us to get some new talent management and recruiting ideas that will lead to deeper roots, reduced turnover and strong company culture.
Transitioning from Sales Star to High-Impact Sales Manager
Managing a sales team is one of the most important positions in a company. Great sales managers have a profound impact on the productivity of their sales teams and produce better results. But, too often training initiatives focus on salespeople and not sales managers.
Join us for a highly interactive webinar as Norman Behar and Ray Makela of the Sales Readiness Group, share fundamental aspects of becoming a High Impact Sales Manager
In this webinar, you’ll learn about how to:
· Recruit and hire the right people
· Manage a high-performing sales team
· Effectively manage the sales pipeline
· Coach for better performance
· Grow and develop as a sales leader
About Sales Readiness Group:
Sales Readiness Group (SRG) is an industry leading sales training company that helps businesses develop highly effective sales organizations. SRG solutions include comprehensive sales training, sales coaching, and sales management programs that deliver sustainable skills improvement.
What's holding your sellers back from asking for the sale and even asking again when they get a continuance? We've talked directly to prospects and sales pros to understand the difference between customer service and pushiness. It's a difference every sales organization ought to understand! Join us to hear the research and the tips for coaching your sellers when they're holding back instead of advancing the sale.