Time to Shrink or Grow your Inside Sales Organization?

Josiane Feigon hosts a panel with managers from Agilent and Equilar
A new level of frugality has hit many sales organizations, and inside sales is always under close scrutiny. While some may react with quick downsizing efforts, others are in growth mode and taking advantage of the new talent that’s out there. Join our lively discussion with two Inside Sales Directors as they share their strategies for growing or shrinking their inside sales organizations and find how these strategies impact their long-term success.
Jun 15 2009
62 mins
Time to Shrink or Grow your Inside Sales Organization?
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  • Developing Your Team's Social Selling Skills Apr 16 2015 4:00 pm UTC 45 mins
    Reaching new prospects is harder than ever. People rarely answer their phones and email inboxes are so crowded that only the most critical messages get a response. The result is that it is difficult for salespeople to get started with new prospects.

    That is why sales organizations are embracing social selling and use applications like LinkedIn. However, most salespeople have never received any formal training on LinkedIn. Consequently, they don’t know how to use it properly to produce a steady stream of appointments.

    This webinar describes how to increase a sales team’s social selling skills. Join to learn:

    •How to Determine Social Selling Goals
    •5 Options for Delivering Social Selling Training
    •The Role of Sales Management in Social Selling Success
  • From B2C to B2B with DocuSign Apr 7 2015 4:00 pm UTC 15 mins
    Join Christine as she sits down with DocuSign Chairman and CEO, Keith Krach to discuss the road he took that led to running the electronic signature juggernaut, whose only competition is paper.
  • 5 Frustrations Holding Your Sales Team Back and How to Fix Them Mar 19 2015 4:00 pm UTC 60 mins
    Your team needs information, coaching, collaboration and collateral in all sorts of places – in conference rooms, hotels and taxis – and on a timeline that works with their deals. The right marketing or finance information, product training or guidance could make the difference between winning and being a runner-up. The frustration builds each time a team member can’t access what they need, when they need it and when it will be most vital to closing a deal.

    In this webinar, we’ll talk about 5 frequent frustrations that your sales team has when they are not optimally enabled to perform their best, and how to alleviate them.

    1) Not having the right material at the right time
    2) Unable to get info on-the-go
    3) Too many vendors, not enough integration
    4) Being blind to crucial data and activity from other departments
    5) Unable to get training, guidance and collaboration when they are needed
  • On-boarding New Sales Reps: The First 90 Days Mar 12 2015 8:30 pm UTC 45 mins
    Join Brian to learn about what to do with your new sales reps in the first week to get them motivated, learning and off and running. As well as, how to keep the momentum going in the first few months on the job, with 30-60-90 day bench marks.
  • How to Keep Your SDRs Happy & Performing Longer Mar 12 2015 7:00 pm UTC 60 mins
    The hottest topic heard from Sales Development leaders is after you build your SDR team, how do you keep them happy and productive?

    We will tackle onboarding, training, career path, and incentives. Come hear from Sales leaders Derek Grant from Full Story, Ali Gooch from Salesforce, and Sean Kester from SalesLoft as they give their insight and secrets to growing their SDR teams.
  • Forecast the Future: Delivering Predictable Results for High Growth Sales Groups Mar 12 2015 5:00 pm UTC 60 mins
    Like in meteorology, sales forecasting is never 100% accurate. However, with the right approach, it's predictable.

    Join Matt as he discusses best practices in sales and revenue forecasting and the hurdles high growth sales organization executives face when predicting results.
  • The Customer-Core Foundation Method: Enabling a Better Sales Force Mar 12 2015 3:00 pm UTC 45 mins
    The term "Sales Enablement" is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales performance and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. More often sales enablement is a tactical approach to fixing a quarter rather than a strategic approach to transform a sales organization to a customer core, customer result-based and value-creating approach.

    To get to a more strategic sales force enablement approach, a customer core foundation based on the entire customer's journey is essential. Three additional pillars, that are all based on the customer core idea, have to be integrated with current concepts to evolve sales enablement to sales force enablement.

    Why you should attend - your main takeaways:

    • Why a customer core approach is key to success, and how to design it.
    • Why frontline sales manager are a key target group.
    • Why not only sales and marketing are relevant - how to take advantage of a strong foundation in sales operations.
    • Why content and training services should be integrated - along the customer's journey.
  • 4 Breakthroughs to Increase Win Rates in 2015 Mar 11 2015 6:00 pm UTC 60 mins
    Want to lose fewer deals to the status quo and to the competition? In this interactive panel discussion, four senior sales leaders show you a holistic framework to:

    •Understand the top 6 decisions in the buyers’ process
    •Align your content and conversations to more effectively influence these decisions
    •Assess deals and build sales skills to reduce the risk of losing these decisions
    •Use intelligent systems to increase sales effectiveness and shorten sales cycles

    This is how you make BIG sales productivity gains in 2015.


    Edward Allison
    Founder, Compelligence, Inc.

    Michael Cannon
    CEO and Founder, Silver Bullet Group, Inc.

    Kevin Temple
    Founder, Enterprise Selling Group


    Craig Nelson
    Principal, Sales Enablement Group
  • 5 Tips to Building a Sales Enablement System Mar 11 2015 4:00 pm UTC 60 mins
    How do you move from random acts of sales enablement to a sales enablement system? Listen to Thierry van Herwijnen and other sales enablement experts and get valuable insights to a more systematic approach. Discover 5 tips to building a sales enablement system.
  • Tintri's No-Jerk Policy Recorded: Mar 2 2015 6 mins
    In the premiere episode of Market Movers, Christine Crandell sits down with Silicon Valley powerhouse, Ken Klein, CEO of Tintri.

    Ken has a rich history in the valley of turning small companies big. Most notably, he led Mercury Interactive to become a billion dollar revenue generating powerhouse before HP acquired it for $5 billion.
  • Organizing Success: Tips for Building an Efficient Customer Success Team Recorded: Feb 18 2015 29 mins
    You've built out your sales and support organization, but now you need to focus on driving adoption and usage of your products so you can secure the renewal. How do you go about doing that? What are some things that you should consider in building out the team?

    Join this webinar featuring guest speaker, Samantha Loveland, VP Customers For Life at FinancialForce.com to learn how to build out your Customer Success journey.
  • Customer Success: Going Beyond the Old CRM Model Recorded: Feb 18 2015 61 mins
    When three is company, or why Sales and Marketing need to make room for a Customer Success department. Over the past few years, a new software has been developed to power customer success within subscription businesses that goes beyond the traditional CRM model, focusing instead on monitoring and measuring the real-time health of a customer’s experience.

    Join Kate Leggett of Forrester Research and Jeff Cann, Sr. Director of Client Experience at Sysomos (MarketWired) as they discuss why you need this new organizational role and how to build an effective Customer Success function with best practices.
  • 2 Minutes on BrightTALK: Sales Coaching 101 Recorded: Feb 17 2015 3 mins
    Sales coaching is a lot like the “give a man a fish” analogy. If you’re not coaching, your sales team isn’t learning how to manage, challenge or grow their skills on their own. Everyday is a learning opportunity for your sales reps to improve on their methods.

    Watch Jill explain why as a manager, you should be coaching thinking skills to allow your reps to become self-motived to improve on a daily basis.
  • Building an Engaged Team: How We Grew Customer Success at Unbounce Recorded: Feb 12 2015 47 mins
    The most effective Customer Success teams need to do more than focus on churn and upsells. In this session, you'll learn how Unbounce grew customer success from a team of 2 to 20, and helped spread a customer centric attitude company wide.
  • The eFactor – Why Customer Experience is the Next Big Thing Recorded: Feb 12 2015 48 mins
    In 2014, more organizations began talking about making customer experience a bigger priority. As they should. Experience affects the bottom line. According to a CEI Survey, 86% of buyers will pay more for a better customer experience. But only 1% of customers feel that vendors consistently meet their expectations. Providing customers and future customers with the best possible interactions with every part of the company, from marketing to sales to service and even finance isn’t just a nice thing to do. Great customer experiences drive the bottom line.

    During this interactive webinar, learn why customer experience is the next big thing and why your company must spend more time aligning around a customer experience strategy that considers the impact interactions with potential buyers and customers through multiple channels.
  • 2 Minutes on BrightTALK: Sales Training Recorded: Feb 12 2015 2 mins
    "Sales training shouldn't be a one and done thing. Lots of companies train their sales reps only at the beginning of their tenure instead of having regular checkups scheduled, which can be detrimental to the sales reps' development.

    Watch Adam Becker of TinderBOX explain why we’ll never be perfect as sales people, and why that's just how it should be."
  • When Sales Met Customer Success: A Love Story Recorded: Feb 12 2015 49 mins
    It’s clear that in order for an organization to truly deliver Customer Success, a customer centric mindset must be ingrained throughout a company’s culture. Join these industry leaders as they discuss tips from their experiences and actionable insights you can apply today.
  • How your business can unleash high-value web and mobile leads Recorded: Feb 11 2015 61 mins
    As more consumers use smart phones to search for information while on the go, advertisers are embracing a new (old) way to connect with consumers by turning mobile searches and mobile ads into phone leads. According to Google, 70% of all mobile searchers have called a business directly from search ads using Adwords click-to-call ads and research firm BIA, estimates that mobile search will generate more than 70 billion calls from consumers to businesses in 2018!

    While the prospect of moving beyond impressions and clicks to drive new, high-value, phone leads is incredibly appealing to many businesses; it is also raising some important questions:

    •How will businesses manage the exploding call volume?
    •How can inbound calls be identified by the advertisement that was clicked on?
    •How can non-lead related calls be routed to self-service channels?
    •How can the most important calls be routed to right person to respond?
    •How will they be tracked?
    •How can businesses staff to handle fluctuate call volume?

    Join Michael Boland, industry analyst from research firm BIA/Kelsey and Richard Dumas, Director of Product Marketing at Five9 for this informative webinar that addresses the above questions around this mobile click-to-call trend and provides useful advice for businesses that want to maximize sales conversions from mobile click-to-call campaigns.

    If you run local business and want to learn how to acquire more new customers you will benefit by attending this webinar!
  • Sales is from Mars and Marketing from Venus Recorded: Jan 28 2015 32 mins
    This exciting new webinar will address the issues surrounding the relationship between sales and marketing, while also providing strategies for optimising alignment. The presenters will share real-world examples of businesses which have obtained operational efficiency by integrating their marketing automation and CRM functions. We will also provide insight on how companies can harness the power of modern marketing technologies to brand, expand, and personalize the customer experience.
  • Gearing Up To Challenge and Educate 2015's Buyer Recorded: Jan 23 2015 55 mins
    The buying experience is key to selling in a complex sales environment. So too is your sales team's ability to challenge and educate your buyer. But how do you equip sales reps to be the expert they need to be? This panel will explore best practices, tools, and systems that enable high-performing teams to successfully deliver a winning buying experience.
Sales best practices for sales managers and teams
Sales management, training, enablement, hiring, incentivizing... Everything you need to know to lead your team and company to success.

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  • Title: Time to Shrink or Grow your Inside Sales Organization?
  • Live at: Jun 15 2009 6:00 pm
  • Presented by: Josiane Feigon hosts a panel with managers from Agilent and Equilar
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